markempa

OCTOBER 6, 2006

« Webinar: A Multimodal approach to Lead Nurturing for Complex Sales | Main | How to Become a Thought Leader and Attract Customers » White Papers and Lead Generation, Key for BtoB Marketers Complex sales cycles make the development of multi-modal marketing strategies critical.

BtoB 120

BtoB Lead Generation Paper Generation 120

markempa

JULY 10, 2006

« BeTuitive Publishing Book Review | Main | How Podcasts Impact B2B Purchase Decisions » Sales Leads Are Too Valuable For Sales People Alone David Meerman Scotts blog post, " Sales Leads Are too Valuable for Sales People ," is worth a read. Every salesperson loves leads.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

ANNUITAS

APRIL 9, 2015

The purpose of a demand generation program is to drive revenue, not leads, and the only way to truly measure success is revenue in the form of contribution to pipeline and sales. Lead volume is certainly important, but useless as a measure of success unless it is weighed against the revenue it drives.

Conversion Rate 100

Conversion Rate Conversion Lead Ranking Demand Generation 100

PureB2B

FEBRUARY 26, 2020

As with any good marketing, bringing in quality leads is the foundation of a good marketing pipeline. Many leads don’t make a sale. Leads that show initiative in buying and interest in your products and solutions are quality leads. Take ownership of the pipeline and tackle revenue results.

Top of Funnel 68

Top of Funnel Sales Qualified Leads Lead Qualification Marketing & Strategy 68

markempa

JUNE 7, 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.

Paper 120

Paper Lead Generation Generation B2B Thought Leadership 120

ClearVoice

APRIL 2, 2021

Here are a few examples of lead generation activities that you may consider implementing: Running advertisements online. Giving away free content — such as ebooks or white papers — in exchange for email addresses. Sourcing lead or contact lists. You should reach out to those leads personally as soon as possible.

Sales Cycle 59

Sales Cycle Lead Qualification Work Management Marketing Management 59

PureB2B

FEBRUARY 26, 2020

As with any good marketing, bringing in quality leads is the foundation of a good marketing pipeline. Many leads don’t make a sale. Leads that show initiative in buying and interest in your products and solutions are quality leads. Take ownership of the pipeline and tackle revenue results.

Top of Funnel 62

Top of Funnel Sales Qualified Leads Lead Qualification Marketing & Strategy 62

The Point

NOVEMBER 22, 2016

This isn’t the first time that we’ve come across a company that insists on letting SDRs “have a crack” at leads before, in effect, turning them over to marketing in the form of a nurture program. But, in my view, to do so implies that nurturing has no role to play in the lead qualification process.

Lead Nurturing 100

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 100

markempa

JUNE 14, 2006

« New Book: Lead Generation for the Complex Sale is officially released | Main | PR Has New Rules for Reaching Buyers Directly » Why Most B2B Sites Fail to Convert Sales Leads Most people coming to your website arent coming to your website to buy. They are coming to your site for information.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

AUGUST 2, 2016

To do that, you need to ask a question that helps you understand their motivation : What question were you hoping to answer by downloading our white paper or what motivated you to download our white paper? The key is looking back to your past marketing activities to find the gold lost in the sales pipeline.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 120

ViewPoint

JANUARY 26, 2012

One reason for the phone’s consistent powerhouse performance is its unique capability to replicate the face-to-face selling environment at a lower cost than a personal sales call. Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing. Business marketers spend an average of 18.6%

B to B 120

B to B netFactor Media SEM 120

markempa

APRIL 24, 2009

Please confirm the client’s availability to speak prior to submitting.

Demand Generation Agencies 120

Demand Generation Agencies Case Study Case Studies Demand Generation 120

Marketing Insider Group

OCTOBER 7, 2010

This Close involves drawing a vertical line down the middle of a sheet of paper, and a horizontal line that intersects the top of the vertical line. This creates a large “T” on the paper. I printed this and passed it out during our last sales meeting. For these people, the Visual Close can be very effective.

Top of Funnel 100

Top of Funnel Telemarketing Work Management Marketing Management 100

Marketing Insider Group

SEPTEMBER 15, 2010

In social media content is not necessarily about creating white papers or videos. Context: this is important because some traditional marketing assets like white papers or product demos do not perform very well in social media. It can include 140 character tweets, photos, brief product updates or FAQs.

Social Media 100

Social Media Media Customer Satisfaction Web 2.0 100

Marketing Insider Group

JULY 13, 2010

The white paper also showed that business professionals are using social media more than online editorial and vendor content. Special thanks to George Krautzel , Co-Founder and President, Toolbox.com for providing us with a copy of the white paper. by Michael Brenner, July 13, 2010 Related Posts: Finding The Time To Tweet or Blog?

Social Media 100

Social Media Peer-to-peer Social Marketing B2B Marketing 100

Adobe Experience Cloud Blog

JANUARY 18, 2013

by Dayna Rothman To truly build a high-performance revenue engine, you need to have solid alignment between sales and marketing. One of the keys to creating this synergy is the effective use of a Sales Development Team (you may call this inside sales, lead qualification, or even business development).

Allocation 48

Allocation Work Management Lead Qualification Lead Scoring 48

Ambal's Amusings

FEBRUARY 18, 2010

As such, inbound marketing provides an effective foundation to a comprehensive demand generation strategy when integrated with more targeted, outbound activity as well as systematic lead qualification and lead nurturing. How to Choose Your Carrot: Effective Lead Generation Offers for High-Technology Marketers (White Paper).

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency Emarketing Inbound Marketing 100

markempa

SEPTEMBER 4, 2007

I’ll be speaking on “Blogging, Podcasting, Speaking Gigs, & Book Authorship: How to Generate Leads and Measure ROI as an Authority.” Some of the other topics include: New B-to-B Search Marketing; Maximizing White Papers, Ezines Webinars & Podcasts; Marketing to Fortune 500; Video, Viral & Web 2.0 I hope you can make it.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

markempa

MARCH 30, 2005

« My Mention In Writers Digest | Main | Word of Mouth Marketing relies on reputation not branding » New PDF Tracking Gives Us Pause If you require registration on your website to download white papers or other "free" resources, youre losing up to 75%-85% of your potential sales leads (2004 MarketingSherpa Report ).

Lead Generation 120

Lead Generation B2B Thought Leadership Word of Mouth Generation 120

markempa

AUGUST 17, 2007

How do you build your library of relevant lead nurturing content? A lead nurturing program can leverage existing investments that you have made in other marketing tactics such as events, white papers, contributed articles, or any other thought leading content. What can you send via email?

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

markempa

JUNE 19, 2006

Contrarily, my research shows that for the complex sale, it is far more effective to support proven sales people with good lead generation than hiring additional sales people. I interviewed Barry Trailer, Partner of CSO Insights about their White Paper, "Optimizing Lead Generation - Whats the Payback?

Lead Generation 120

Lead Generation Generation Optimization Leads 120

markempa

OCTOBER 11, 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. Become a thought leader ! Become a thought leader !

Lead Generation 120

Lead Generation B2B Thought Leadership Thought Leadership Generation 120

markempa

AUGUST 18, 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.

BtoB 120

BtoB Lead Generation B2B Sales Generation 120

markempa

JULY 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 Purchase B2B Thought Leadership Generation 120

Marketing Insider Group

DECEMBER 1, 2010

Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. Share: Read more from Strategy B2B Marketing , Digital Marketing , Marketing Innovation , Strategy 12 Comments Post a comment Diane K.

B2B Marketing 100

B2B Marketing Planning Paid Search Agency Top of Funnel 100

Adobe Experience Cloud Blog

OCTOBER 14, 2008

From reading your blog, I see that you write a lot about lead management and lead generation, what are your top 3 tips to help companies develop integrated campaigns to generate more high-quality sales leads? Work with publishers who are syndicating your white papers on their sites. This is a great question.

Thought Leadership 48

Thought Leadership Lead Generation Sales Management Sales Qualified Leads 48

Conversica

SEPTEMBER 6, 2018

Quality lead generation is more than driving traffic to your website. As you begin to see more visitors hit your site, lead qualification becomes more important. High-quality leads mean that your sales reps spend time with the right prospects, and sales management can develop accurate forecasts.

Lead Qualification 40

Lead Qualification Sales Qualified Leads Lead Scoring Lead Ranking 40

markempa

SEPTEMBER 1, 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 B2B Marketing B2B Thought Leadership 120

markempa

MAY 22, 2017

Setup rule if a qualified lead is not opened/edited by the assigned rep within 24 hours , they get a reminder message from their manager. And if a sales lead goes more than 48 hours, they get a call to see if that contact needs to reassigned or if they need help. Use your potential customer’s and your sales rep’s time well.

Lead Ranking 291

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 291

markempa

OCTOBER 2, 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 Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

markempa

AUGUST 22, 2007

I’ve visited 49 out of 50 states (Alaska some day…) Well thats about as random as I could get. Ardath, thanks for the tag.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Thought Leadership 120

B2B Marketing Zone Posts

AUGUST 3, 2009

Ebooks and White Papers: A Complementary Pair - Savvy B2B Marketing , July 23, 2009. Ebooks and White Papers: A Complementary Pair - Savvy B2B Marketing , July 23, 2009. Is Sales Connecting the Dots with Buyers? Leads Don’t Suck - Good Leads Are… , July 16, 2009. July 23, 2009.

Social Media 40

Social Media B2B Sales Twitter Market2Lead 40

markempa

NOVEMBER 8, 2005

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 Leads Lead Marketing Qualified 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). Give them a call.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

markempa

JUNE 7, 2005

" Bill addresses the following lead generation modalities; white papers, search (SEO), display ads, email newsletters and public relations. I agree that Blogs and RSS will continue grow in importance (as lead generation tools) but, Im not sure that they will replace any of these modalities - at least not yet.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

MARCH 18, 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 Leads Lead 120

markempa

FEBRUARY 1, 2006

" This idea is already in lead generation playbooks for most of the largest consulting firms. We see the halo effect demonstrated in places like the Harvard Business Review where its quite common to see business executives collaborate on papers with a professor or sponsor research projects.

Lead Generation 120

Lead Generation Generation Leads Lead 120