The Point

FEBRUARY 24, 2011

Never mind the business case for such a heavy-handed approach, how would you feel personally if you received 6 phone calls over less than 2 weeks in response to an innocent sales inquiry? In an era of marketing automation and automated lead management, you don’t have to rely solely on phone calls to follow up on leads.

Leads360 100

Leads360 Sales Leads Telemarketing Leads 100

The Mx Group

SEPTEMBER 22, 2017

Nurture Stalled Leads with B2B Telemarketing. You might think telemarketing is an old-school strategy, but this tried-and-true tactic can give your current campaigns a powerful boost. It introduces a personal touch that can be pivotal in the buyer’s journey. To close more in Q4, it’s worth digging into your database.

Telemarketing 76

Telemarketing Marketing Automation Services Sales Qualified Leads Eye-Tracking 76

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. The time I spend thinking, and the opportunity that gives the person I’m talking to provide additional details, has proven to be a positive for both sides. Jim Obermayer: At a higher price.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

DECEMBER 19, 2013

Salespeople have said to me that they will follow-up on sales leads: If there is a phone number. If the person has the right title (or any title). If the person has money. If the person is qualified to buy. If the person has an email. If the lead isn’t too far away. A time-frame to buy.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

JANUARY 9, 2014

A form completion is a lead. A form completion is an expression of potential interest in what your copy describes that the person will get in exchange for their information. The only intent a person has when completing the form is to gain access to what you’ve promised. James Obermayer | Sales Lead Management Association.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. With so many different departments involved, lead generation isn’t just a sales or a marketing issue anymore.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

markempa

JUNE 7, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Marketing Budget 120

Marketing Budget Lead Generation Work Management Lead Management 120

Valasys

DECEMBER 4, 2019

Forget the questions like what’s the best time to cold call business owners & the best time for telemarketers to call – most B2B marketers are in a state of bamboozlement over the question of whether cold calling is still effective. What’s better is the warm calling.

Cold Calling 64

Cold Calling Work Management Marketing Management Telemarketing 64

ViewPoint

MAY 15, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask).

Telemarketing 120

Telemarketing Sales Qualified Leads Blogger Marketing Management 120

The Mx Group

APRIL 2, 2018

it’s also important to think about things like events, telemarketing and even dimensional direct mail to ensure program success. Plus, you want to personalize and customize thoughtfully to create impactful experiences for your target accounts and contacts. What successful personalization looks like. View The On Demand Webinar.

Touchpoints 67

Touchpoints Account Based Marketing ABM Telemarketing 67

Webbiquity

JULY 12, 2016

An enterprise-grade marketing automation and analytics platform with solutions for lead management, email marketing, consumer marketing, customer base marketing, and mobile marketing. Marketing automation tool combining email marketing, lead management, and reporting with sales alignment. 1) Marketo. 2) HubSpot.

Marketing Automation Services 100

Marketing Automation Services Enterprise Management Marketing Automation Marketing Management 100

markempa

MAY 8, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! The article features tools that will aid sales people, entrepreneurs, and professionals with their personal lead generation efforts.

Lead Generation 120

Lead Generation Generation Cold Calling Leads 120

Online Marketing Institute

JULY 31, 2009

The lead management automation market, about which I blogged previously , continues to attract new players at a rapid rate. The main problems targeted are keeping the pipeline full of marketing-qualified leads and automating the process of nurturing demand not yet ready to buy.

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

The Mx Group

AUGUST 16, 2017

Demand Gen and Lead Management. B2B Telemarketing. Do they specifically identify the process that person went through? Topics Demand Gen & Lead Management. Sales Empowerment. Bottom-line Results. Technology Expertise. B2B Marketing Strategy. Account-Based Marketing. Brand Strategy. Buyer Strategy.

Buyer Personas 84

Buyer Personas Account Based Marketing Demand Generation Agencies Work Management 84

markempa

MAY 23, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 As you know it doesnt always stay that way.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

The Mx Group

MAY 5, 2017

Get Personal. Personalized messages can deliver real value, while generic marketing hardly ever speaks to anyone. Marketing automation can take personalization much further. And real-time personalization can shift your website experience to match specific visitors. Telemarketing is just one example.

Marketo 63

Marketo Marketing Automation Services Lead Scoring Marketing Automation 63

markempa

JUNE 29, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! They also have practical data on search, email, PR, direct mail, lead generation, trade shows, podcasting, telemarketing, budgeting and more.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

markempa

NOVEMBER 22, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Response Rate 120

Response Rate Lead Generation BtoB Telemarketing 120

markempa

JUNE 28, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Some of the leads are “hot” and ready to buy while others are long-term and need nurturing.

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 120

Adobe Experience Cloud Blog

MARCH 3, 2011

Direct marketing, (such as email, e-newsletters and telemarketing) is ideal for outbound efforts. Communicate with leads in time. Too many companies lose business because of lack of timely follow up on leads. With 7 out of 10 of leads eventually making a purchase, there is no reason they shouldn’t be purchasing from you.

Sales Qualified Leads 48

Sales Qualified Leads Lead Scoring Lead Ranking Buying Cycle 48

Marketing Insider Group

AUGUST 12, 2010

Give them leads they can close and then we can all share in the success of hitting the numbers. hot lead management. I wrote about this subject in my book titled How to Create an Unstoppable Marketing and Sales Machine. More often then not sales wants only to spend time on value add sales work I.e

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Scoring 100

markempa

APRIL 18, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Nigel over at Selling IT shares his insights from a recent keynote speech that he attended by lead generation maven, Ruth Stevens.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Telemarketing 120

Adobe Experience Cloud Blog

OCTOBER 3, 2011

They were looking for four things: Ability to target limited telemarketing (BDRs) to call the right person. A way to leverage global marketing campaigns and a faster, easier way to create and change landing pages and capture leads. Target profiling and lead scoring. The Final Score: >700 emails campaigns.

Lead Scoring 48

Lead Scoring Lead Ranking Lead Nurturing Sales Qualified Leads 48

markempa

SEPTEMBER 30, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Sales B2B Marketing B2B Thought Leadership 120

markempa

SEPTEMBER 5, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Sales B2B Marketing B2B Thought Leadership 120

markempa

APRIL 18, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Without a skilled and knowledgeable driver behind the wheel, you may never get out of first gear no matter how great the car is.

Demand Generation Agencies 120

Demand Generation Agencies Lead Generation Marketing Automation Services Demand Generation 120

markempa

OCTOBER 28, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation B to B Leads 120

markempa

AUGUST 7, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! EDT, Brian Carroll will be hosting a webinar on critical but often overlooked factors for successful lead generation.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Generation Webinar Metrics Generation 120

The Mx Group

NOVEMBER 9, 2017

They can trigger more effective telemarketing outreach, allow for more personalized experiences on your website, and provide more information for valuable sales conversations. Be clear that you won’t be sending a higher volume of emails; you’ll be sending more meaningful, relevant emails in a more strategically timed manner.

Marketing Automation Services 54

Marketing Automation Services Marketing Automation Buy Automation 54

Marketing Insider Group

MAY 12, 2010

Best, Michael Carlos Hidalgo Aug 3 2010 Michael: I enjoy your posts and like the list for lead generation success, but would submit that shifting from lead generation to lead management is what is key for success. Lead management and nurturing are certainly important to ensure there is proper conversion down the funnel.

Lead Generation 100

Lead Generation Sales Management Lead Ranking ROI 100

markempa

JUNE 14, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! " Personally, I think the reason B2B marketing receives less attention comes down to time and momentum. You can’t do that with Hawking.”

Lead Generation 120

Lead Generation Social Media B2B Marketing Social Marketing 120

markempa

SEPTEMBER 20, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Sales Leads B2B Sales Leads 120

markempa

JUNE 8, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

PR 120

PR Rules Lead Generation B2B Thought Leadership 120

markempa

JUNE 15, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! The study found that, 58% of polled executives rated their marketing departments lead development capabilities as "fair" or "poor.

Lead Generation 120

Lead Generation Webinar Metrics Generation B2B Thought Leadership 120

markempa

SEPTEMBER 4, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

markempa

MAY 8, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation 120

Lead Generation Features Generation B2B Thought Leadership 120

markempa

AUGUST 16, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Webcast 120

Webcast Lead Generation Sales Qualified Leads Work Management 120