markempa

JUNE 28, 2007

Guys writes, “The backbone of traditional marketing has long been the 4Ps: product, pricing, placement and promotion. While these fundamentals still hold true, the Internet has changed marketing and the fundamentals we apply to it. New and innovative online marketing tactics help companies build their brand and generate leads online.

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 120

markempa

OCTOBER 28, 2005

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 B to B Leads 120

markempa

JULY 10, 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. " Read the entire summary and review.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 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. So too with lead generation.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

AUGUST 14, 2006

Categories B2B Telemarketing Books Cold Calling CRM Current Affairs Direct Marketing Email Marketing Event Marketing Human Touch Lead Generation Lead Management Lead Nurturing Lead Qualification Leadership Marketing Strategy My Podcast Personal Messages Podcasting Public Relations (PR) Referral Marketing ROI Measurement Sales Sales Leads Social Media (..)

Lead Generation 120

Lead Generation Webinar Metrics B2B Sales Generation 120

markempa

JUNE 7, 2005

« A Lead Generation Fable | Main | In defense of thought leadership » Lead Generation Execution Susan Getgood wrote a thoughtful post that offers some strategies and tactics for better lead generation execution.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

AUGUST 22, 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.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Thought Leadership 120

markempa

OCTOBER 2, 2006

Categories B2B Telemarketing Books Cold Calling CRM Current Affairs Direct Marketing Email Marketing Event Marketing Human Touch Lead Generation Lead Management Lead Nurturing Lead Qualification Leadership Marketing Strategy My Podcast Personal Messages Podcasting Public Relations (PR) Referral Marketing ROI Measurement Sales Sales Leads Social Media (..)

Lead Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

markempa

AUGUST 15, 2006

Meet experts; mingle with your peers; and discover new data, strategies, and tactics (includes search, podcasting, email & microsites). Meet experts; mingle with your peers; and discover new data, strategies, and tactics (includes search, podcasting, email & microsites).

B to B 120

B to B Demand Generation Agencies Demand Generation Lead Generation 120

markempa

APRIL 5, 2006

I like the article because it touches on several critical success factors for B2B lead generation success that Ive addressed including: How do you clearly define a lead?

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

markempa

JUNE 16, 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. mean, come on. mean, come on.

PR 120

PR Lead Generation Rules Generation 120

markempa

MARCH 2, 2006

MB) Whats the proper role of marketing? What tactics work and which dont? MB) Whats the proper role of marketing? What tactics work and which dont? FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. Who should do what? Does it work?

Segmentation 120

Segmentation Lead Generation Paid Search Agency B2B Thought Leadership 120

markempa

MARCH 8, 2006

Watch the recorded webcast now Sponsored by Eloqua , provider of the leading integrated demand generation platform for executing, automating and measuring highly effective B2B marketing programs. Register for this webcast registration is closed. Register for this webcast registration is closed.

Webcast 120

Webcast Ideal Customer Profiles Lead Generation Generation 120

markempa

JUNE 8, 2007

As I write this post his book is ranked in the top 100 of Amazon Best Sellers.

PR 120

PR Rules Lead Generation B2B Thought Leadership 120

markempa

MAY 25, 2005

Cullinane asserts that we can manage word-of-mouth just as we would any other lead generation tactic. Cullinane suggests the following to generate leads by harnessing the Word-Of-Mouth Process: Leverage The Influentials (aka Industry Experts ) Become a Recognized Expert - act like a thought leader. Leverage Your Social Network.

Word of Mouth 120

Word of Mouth Lead Generation Sales Qualified Leads WOM 120

markempa

JUNE 13, 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 Generation Leads 120

markempa

OCTOBER 19, 2006

from FreshSqueezedMarketing I saw an interesting link to a Marketing Sherpa study on Lead Scoring by Brian Carroll on his B2B Lead Generation Blog.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

MAY 9, 2006

Ive interviewed hundreds of companies, and less than 10% have a clear, written, and universally accepted definition of what a sales lead means. Even in small companies, I can ask three sales people “what is a sales lead to you?” Even in small companies, I can ask three sales people “what is a sales lead to you?”

Lead Generation 120

Lead Generation Ideal Customer Profiles Activities Marketing Qualified Leads 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

JANUARY 3, 2006

" Seriously, this has been a labor of love and I hope this book profoundly changes the way people think about lead generation and makes a huge impact. Though there are scores of books on direct marketing, branding, advertising, marketing tactics, PR, varied sales approaches, cold calling, etc.,

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

AUGUST 10, 2005

How Clients Buy: The Benchmark Report on Professional Services Marketing and Selling from the Client Perspective by RainToday.com If you are a marketer for a company that sells software, hardware, or IT Services, I urge you to get a copy of MarketingSherpas IT Marketing Benchmark Guide.

Lead Generation 120

Lead Generation Work Management Marketing Management Marketing Report 120

markempa

JANUARY 25, 2006

To that end, Ive developed a model that hypothetically shows the correlation between steps in a prospects buying process and the sales effort together with tactics that might be of interest at each stage. I have found it helpful to look at the potential customers buying process on the basis of modalities it employs at each buying step.

Lead Generation 120

Lead Generation Webinar Metrics Lead Ranking Generation 120

markempa

JULY 5, 2007

The variety tactics we use now different but the overall process of selling ideas is virtually the same. That eassy taught how to bring an group of musicians with different styles together (soon to be people and ideas) to make an audience believe in what you were playing.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

MAY 23, 2005

Seven Strategies for the New Year Here are a few strategies that I would ad: Develop a lead generation calendar - map out your activities and then really follow it! Act like a good financial manager - your lead generation efforts should include a porfolio many tactics that you apply consistently over time.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

MAY 21, 2007

Act like a good financial manager - Your lead generation efforts should include a portfolio of tactics that you apply consistently over time. Define your goals for lead generation – Be clear on what you want. Create a plan to add value every time you touch your future customers with relevant ideas, content and resources.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JULY 11, 2005

Marketers must remember that were in charge of controlling what is measured. Relying on just on the tactics that are easy to measure such as tele-prospecting , webinars , website logs , email campaigns while not measuring ROI for public relations and branding is not being fully accountable.

Lead Generation 120

Lead Generation ROI B2B Marketing BtoB 120

markempa

FEBRUARY 7, 2006

What can marketing do to help? Whats the proper role of marketing and sales in these plans? What tactics work and which dont? As a seller begins to think about selling to a big company, what’s the best way to start? How do you develop an account entry plan? Who should do what? What’s your view on the use of email?

Lead Generation 120

Lead Generation Paid Search Agency Companies Generation 120

markempa

MAY 23, 2005

Relevant content builds credibility, generates positive word of mouth (wom) and creates a buzz for future events. By following this basic truth, InTouch , increased webinar registrations by 255% with out changing any webinar promotion tactics. The results. The results.

Webcast 120

Webcast Lead Generation Webinar Metrics ROI 120

markempa

NOVEMBER 1, 2003

Listen to lead generation interview (File size is 1.48 MB) (Show length 6:28 minutes) Show Notes What is lead generation for the complex sale? What is a complex sale? Strategy vs. Tactics – what’s going on? Listen to lead generation interview (File size is 1.48 What is a complex sale?

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation B2B Thought Leadership 120

markempa

JUNE 7, 2005

It begins with a mindset that see lead generation as an ongoing conversation - with human beings - thats both multimodal and iterative. Click image to enlarge) Are there any tactics/modalities that Im missing? Download lead generation map.pdf Okay back to writing. Download lead generation map.pdf Okay back to writing.

Lead Generation 120

Lead Generation Marketing Budget B2B Sales Generation 120

markempa

JULY 30, 2007

« Inquiry management and search marketing strategy | Main | 7 Tips to Improve Sales Follow-up & Close More Leads » 9 1/2 Ways. to Generate and Follow Leads Often people are looking for a single superior tactic to give them all the leads they need. Get on sales and marketing the same page.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

JANUARY 18, 2005

« Caution Sales: Hot Leads may burn you | Main | 10 things marketers will focus on in 2005 » Disciplined Lead Qualification improves sales performance Recent studies show that sales people want selling time more than sales leads.

Lead Qualification 120

Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120

markempa

MAY 18, 2005

Though there are scores of books on direct marketing, branding, advertising, marketing tactics, PR, varied sales approaches, cold calling, etc.; I have yet to find a text that addresses the holistic approach to lead generation for the complex sale.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120