markempa

DECEMBER 7, 2006

The challenge that many organizations face is that their sales process is a black box. No one except the sales team knows what is going on inside the black box until a proposal or sale happens. Worse still, 80% of the leads that go into the sales black box are rarely seen again.

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markempa

OCTOBER 19, 2006

When inquiries are handed off without being methodically qualified, it doesn’t take the sales department long to start viewing all marketing-generated “leads” with skepticism. For this reason, most leads sent from marketing to the sales organization are lost, ignored, or discarded.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

JUNE 7, 2005

« Strategize to get more referral leads | Main | Landing Page Handbook: How to Raise Conversions by 40% » Website Landing Pages impact Lead Generation results Lead generation remains the top priority for B2B websites.

Landing Pages 120

Landing Pages Lead Generation Lead Scoring Lead Ranking 120

markempa

JANUARY 24, 2006

» The Lead Generation Advantage for Small Businesses According to John Jantsch , small businesses have a decided advantage [over big companies] to do highly personal marketing. The bigger an organization gets, the harder it is to be highly personal. The bigger an organization gets, the harder it is to be highly personal.

Lead Generation 120

Lead Generation Small Business Marketing Generation B2B Thought Leadership 120

markempa

MARCH 2, 2006

Over 93% of the live audience (200 marketers and sellers) strongly agreed or agreed that they found value in attending this session. MB) Why has it become more difficult to sell to large organizations? What can a marketing do to help this? MB) Why has it become more difficult to sell to large organizations?

Lead Generation 120

Lead Generation Segmentation Paid Search Agency Lead Scoring 120

markempa

JANUARY 4, 2006

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

FEBRUARY 23, 2006

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. based sales qualifying service InTouch Inc.,

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation B to B Paid Search Agency 120

markempa

JANUARY 19, 2006

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

MAY 21, 2007

In lead generation, the job of the marketing department is to develop leads to match the buyer’s readiness to buy and the seller’s expectations of selling. Marketing to sales: “We get the leads, you get the sales.” What organizations/associations do they belong to?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JUNE 8, 2005

« Closing the loop to improve lead generation performance | Main | Using thought leader content as a lead generation tool » Process Mapping is an essential step to measuring Lead generation ROI Its been well documented that quality of collaboration between sales and marketing directly impacts ROI.

Lead Generation 120

Lead Generation ROI Process Generation 120

markempa

JUNE 7, 2005

"I look at our lead generation efforts, specifically in this economy, as a financial portfolio. If I can’t measure the tactics or programs in terms on return on invest to the organization…leads generated, business closed, opportunities in the funnel, then why should I expect the company to invest in my fund."

Lead Generation 120

Lead Generation B2B Sales Generation Top of Funnel 120

markempa

JUNE 13, 2007

The above trigger event mind map figure (Click Image to Enlarge) shows just some of the possible trigger events that you can track. Trigger events matter for two key reasons. Relevance is one of the most difficult things to achieve with lead generation programs but trigger events can help a great deal.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

MARCH 30, 2005

Sirius Decisions , a leading B-to-B research firm concludes, "While brand isnt dead, we believe it has become a byproduct of reputation, the first of three overall outputs todays b-to-b organizations must systematically produce in order to be successful.

Word of Mouth 120

Word of Mouth Lead Generation WOM B to B 120

markempa

FEBRUARY 7, 2006

I plan to ask Jill the following questions: Why has it become more difficult to sell to large organizations? When sellers have difficulty getting into large organizations, is there generally a root cause for their lack of success? Continue reading if you want to see the questions I plan to ask Jill. Are elevator speeches useful?

Lead Generation 120

Lead Generation Paid Search Agency Companies Generation 120

markempa

MAY 23, 2005

from JSLogan - Making the Most of Your Business B2B Lead Generation has a thought provoking post on the measurement of marketing and the roll of the CEO in empowering CMOs. In my experience, conflicts between sales and marketing organizations are over stated and artificial. Sure, there are conflic.

CMO 120

CMO Lead Generation Marketing Budget BtoB 120

markempa

MARCH 2, 2007

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Close the loop with your sales team regularly.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

markempa

APRIL 12, 2007

« Your questions answered on Lead Generation via Podcasts | Main | On B2B Demand Generation tools and Lead Generation Dashboards » Closed-Loop Marketers More Likely to Reach ROMI Goals As Ive written before, Im a big proponent of using closed loop feedback to improve marketing and lead generation ROI.

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