markempa

NOVEMBER 1, 2006

In this month’s issue of Target Marketing , I wrote the cover article on " What’s a Lead? This article also emphasizes the critical role that the (often overlooked) phone plays in the lead qualification process. Read Target Marketing: What’s a Lead? Read Target Marketing: What’s a Lead?

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

markempa

JUNE 29, 2007

Companies who provided fewer but higher quality "sales ready" leads to their sale people have better sales conversion rates than those that send lots of early stage leads and that creating a "cost per lead" culture just does not work. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

markempa

AUGUST 23, 2006

Early-stage leads - those who are not ready to speak to a sales person yet – can be developed further with an effective lead nurturing program. Do you qualify leads before sending them to your sales team? So dont pass white paper inquiries to your sales people until theyre more rigorously qualified as sales-ready leads.

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 120

markempa

OCTOBER 31, 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 Lead Scoring Lead Ranking Generation 120

markempa

OCTOBER 17, 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 CRM Work Management Lead Scoring 120

markempa

APRIL 18, 2005

« Lead generation & nurturing with a human touch | Main | Ten ways to Better Manage Sales Leads » MarketingSherpa Seeks Best Marketing Blog MarketingSherpa just opened up nominations for Best Blog Readers Choice Awards. Be sure to let them know about your favorite Marketing, Advertising, and PR blogs.

Lead Generation 120

Lead Generation B2B Marketing Generation B to B 120

markempa

MARCH 6, 2006

Well meaning marketers can ruin their lead generation results by rushing an unqualified list of tradeshow attendees to their sales team. After doing numerous lead qualification programs , we have found 5% to 15% of trade show inquiries are truly sales ready leads. " I agree. " I agree.

Lead Generation 120

Lead Generation Conference B2B Sales Sales Qualified Leads 120

markempa

JULY 3, 2006

Later, we met up with our friend, Dan Janal, of PR Leads fame for dinner. Later, we met up with our friend, Dan Janal, of PR Leads fame for dinner. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market We both wished we had a camera to capture this event.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Thought Leadership Generation 120

markempa

JUNE 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 Optimization Leads 120

markempa

JUNE 28, 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.

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 120

markempa

NOVEMBER 22, 2006

The DMA report found that the phone and e-mail produced the highest response rates respectively—among direct marketing media channels in terms of generating leads. The DMA report found that the phone and e-mail produced the highest response rates respectively—among direct marketing media channels in terms of generating leads.

Response Rate 120

Response Rate Lead Generation BtoB Telemarketing 120

markempa

MARCH 8, 2006

« Webcast: 8 Critical Success Factors for B2B Lead Generation | Main | Customer Referrals and Your Sales and Marketing Department » Lead generation and the number Many financial executives still view marketing as an expense a.k.a. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

JANUARY 23, 2006

« Improve your online sales lead tracking | Main | The Lead Generation Advantage for Small Businesses » Marketing Spend Shifting to Below-the-line This article is a little hard to read if you arent up on buzzwords. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Budget Management Spending B2B Marketing 120

markempa

MAY 26, 2005

" There was an interesting discussion on PRs Value in Sales Lead Generation here a while back. Link: Online Marketing Blog: RSS Your Search Engine PR - Daily Search Marketing News. " There was an interesting discussion on PRs Value in Sales Lead Generation here a while back.

RSS 120

RSS Press Lead Generation B2B Thought Leadership 120

markempa

AUGUST 7, 2006

August 07, 2006 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference Webinar: Eight critical success factors for lead generation : » Eight Critical Success Factors for Lead Generation from Internet Marketers Network On August 10th at 1 p.m.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Generation Webinar Metrics Generation 120

markempa

MAY 13, 2007

The CEOs who cower to the will of their investors, boards, analysts and media? The media who criticize leaders for thinking long-term? 3: Positioning: How To Test, Validate, And Bring Your Idea To Market So whos to blame? The investors who applaud short-term returns in their portfolio?

Lead Generation 120

Lead Generation ROI Top of Funnel B2B Marketing 120

markempa

AUGUST 22, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Thought Leadership 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., yes thats Tax Day.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

MAY 18, 2007

Train your sales people on how to optimize your lead generation investment and give your feedback. Centralize the lead qualification process. Share lead generation best practices amongst the sales team. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

AUGUST 11, 2005

" One final thought - dont rush a list of webinar attendees or white paper download registrants to your sales team and call them sales leads. After doing numerous lead qualification programs, Ive found that roughly 5% to 15% (at best) of inquiries are truly sales ready opportunities.

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

markempa

JUNE 27, 2006

I appreciate for your support and will continue to work on keeping this blog a positive resource. I appreciate for your support and will continue to work on keeping this blog a positive resource. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market Congratulations to all of the winners and nominees.

B to B 120

B to B Lead Generation B2B Marketing Generation 120

markempa

JANUARY 23, 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 BtoB B2B Marketing B2B Thought Leadership 120

markempa

JUNE 21, 2006

Read More] Tracked on July 16, 2006 at 08:50 AM Comments How a Blog Turns Into a Book Deal: The Story of my book, Lead Generation for the Complex Sale With my book just being released, I’ve had a lot of people ask me how I got my book deal. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation B2B Sales Generation B2B Thought Leadership 120

markempa

MAY 21, 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 Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JUNE 13, 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 Ideal Customer Profiles Generation Leads 120

markempa

JUNE 14, 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. They are coming to your site for information.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

JUNE 15, 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 Webinar Metrics Generation B2B Thought Leadership 120

markempa

SEPTEMBER 4, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

markempa

MAY 8, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Features Generation B2B Thought Leadership 120

markempa

FEBRUARY 24, 2006

However the report states, "96% of authors reported that publishing a business book positively affected their practices." " So does writing a book help you lead generation? However the report states, "96% of authors reported that publishing a business book positively affected their practices."

Lead Generation 120

Lead Generation B2B Sales Sales Leads Generation 120

markempa

AUGUST 16, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Webcast 120

Webcast Lead Generation Sales Qualified Leads Work Management 120

markempa

OCTOBER 22, 2005

Telephone leads all media with the highest response rate of 5.53 Telephone leads all media with the highest response rate of 5.53 3: Positioning: How To Test, Validate, And Bring Your Idea To Market Dimensional mail was close behind at 5.28 percent, and e-mail produced an average response rate of 3.39

Telemarketing 120

Telemarketing Lead Generation Tactics Generation 120

markempa

OCTOBER 17, 2006

3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Generation 120

markempa

JUNE 13, 2006

Read More] Tracked on June 13, 2006 at 05:44 PM » Lead Generation for The Complex Sale from Marketing Interactions Ever wondered how you can get the inside track on selling complex sales to the B2B market? I had the pr. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation B2B Sales Generation Leads 120

markempa

MAY 20, 2005

« Asking for referrals does more than generate leads | Main | Lead generation ROI depends on a good handoff » Lead Generation via Industry Experts Proactively building relationships with industry experts is a powerful way to generate sales leads and positive word of mouth (WOM).

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

markempa

JUNE 23, 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.

Advertising Mediums 120

Advertising Mediums Consulting Lead Generation B2B Marketing 120

markempa

AUGUST 16, 2006

3: Positioning: How To Test, Validate, And Bring Your Idea To Market

B2B Sales 120

B2B Sales Lead Generation Sales Leads B2B Thought Leadership 120