markempa

MARCH 27, 2005

« Give Lead Generation Some Respect | Main | Podcast: How Trigger Events improve Lead Generation » Sales Leads Via RSS via Salesforce.com Otter Group CEO, Kathleen Gilroy , pointed me Charlie Woods, Moonwatcher Blog , and his intriguing post on the subject of distributing sales leads via RSS.

RSS 120

RSS Salesforce.com Lead Generation Sales Leads 120

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

markempa

AUGUST 17, 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. How can you leverage events?

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

markempa

JUNE 7, 2005

If you must cold call, how do make each call relevant? I did a webcast with Jeff Thull on how to have relevant conversations with executives in mid-size to Fortune 500 companies. Jeff is the author Mastering the Complex Sale ® and The Prime Solution ®. Thats what this webcast is about.

Cold Calling 120

Cold Calling Lead Generation B2B Sales Webcast 120

markempa

JULY 9, 2007

« Off-Topic: On Selling Ideas in 1776 | Main | Inquiry management and search marketing strategy » Early Stage Leads are too important for Sales People Alone The management of sales leads is critical to generating Return on Marketing Investment. He just wrote (round two) and I think its worth checking out.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

MARCH 30, 2007

Lets say you want to invite, via e-mail, a specific group of individuals in your database to a webinar or webcast. The goal is not to try to buy the biggest list possible, but instead build the most relevant list possible based your ideal customer profile. Could you do it with confidence? So where should you start?

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

Marketing Insider Group

JUNE 18, 2010

Nurture your email list with an invitation to visit a resource center that provides thought leadership from well-known experts, webcast and podcast replays, short videos and product demos, customer testimonials and case studies. Offer tested content that meets well-defined prospect needs.

Tactics 100

Tactics Paid Search Agency Demand Generation Agencies Marketing Qualified Leads 100

markempa

OCTOBER 11, 2006

« White Papers and Lead Generation, Key for BtoB Marketers | Main | Lead Generation for the Complex Sale » How to Become a Thought Leader and Attract Customers Would you like to be more visible and generate sales leads on a limited budget? Become a thought leader ! Become a thought leader !

Lead Generation 120

Lead Generation B2B Thought Leadership Thought Leadership Generation 120

NetLine

JULY 23, 2020

This is what leads us to the 37% of marketers who feel unsure of how to measure the performance of their brand based on the lack of clarity throughout. Strengthening Relationships with Sales Leads to Long-term Payoffs . Building a strong relationship between Sales and Marketing is something that every business aspires toward.

Marketing Report 85

Marketing Report Top of Funnel B2B Marketing Webinar Metrics 85

markempa

APRIL 19, 2007

» Lead Generation via Podcasts: An Interview With Paul Dunay Did you know that podcasting can help you generate more leads and nurture future customers? Buyers want to know you understand them and that you’re relevant to their specific needs. Research shows that Podcasts do impact B2B purchase decisions.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

Adobe Experience Cloud Blog

MAY 27, 2011

Post-event follow up with attendees – and good timing – is critical to keeping momentum and turning your B2B marketing investment into qualified sales leads. Follow up with each relevant question individually after the event. Some webcast platforms allow you to build a feedback survey directly into the webinar experience.

Marketing Management 48

Marketing Management Webinar Metrics Marketing Automation Services Webcast 48

markempa

JUNE 8, 2007

During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. David also writes the Web Ink Now blog and has been named to the MarketingSherpa Viral Marketing Hall of Fame for the past two years in a row.

PR 120

PR Rules Lead Generation B2B Thought Leadership 120

markempa

JUNE 29, 2007

Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call. This indicates the importance of relevant educational events and online content for lead generation.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

markempa

JUNE 21, 2006

Likewise, the harmonious interaction of sales and marketing is crucial. If they are askew and going in dissimilar directions, sales and marketing will not empower a successful complex sale or sales lead strategy. Bottom-line sales performance reflects just how well sales and marketing are working together.

Lead Generation 120

Lead Generation B2B Sales B2B Thought Leadership B2B Marketing 120

markempa

AUGUST 23, 2006

Can you send them other relevant and educational content? As noted in “ Sales leads are too valuable for sales people alone ,” you need to look at how you can help your sales people, who likely don’t have time to do followup on early-stage leads. Ask why they downloaded the white paper.

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 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.

PR 120

PR Lead Generation Rules Generation 120

markempa

FEBRUARY 1, 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 Generation Leads Lead 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

DECEMBER 7, 2006

I had the chance to interview Michael Webb, founder of Sales Performance Consultants and an expert on sales process improvement on his excellent book, Sales and Marketing the Six Sigma Way. Michael gives some great input on how sales and marketing can use the six sigma process to create better sales and marketing results.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Generation 120

markempa

MAY 21, 2007

Develop a lead generation calendar - Map out your activities for each month and then really follow it! Create a plan to add value every time you touch your future customers with relevant ideas, content and resources. And don’t just make irrelevant pitches more often! Also, don’t create the biggest database possible.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 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

markempa

MAY 18, 2007

Arrange your compensation so there’s a shared accountability around lead generation. Close-the-loop on each sales lead being generated. Integrate sales and marketing activity by using the same database or CRM system. Do your lead generation messaging align with your target audiences needs? Then be understood.”

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

JUNE 13, 2007

First, they may indicate the status quo in an organization is changing and secondly, they can contribute to the development of timely and relevant sales and marketing messaging. 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

NOVEMBER 10, 2005

Relevant content is key. Lead nurturing is about sharing content that helps people find the answers to these questions and reminds them of the benefits of working with you. You have given me useful and relevant ideas around this issue. Relevant content is key. You have given me useful and relevant ideas around this issue.

Sales Cycle 120

Sales Cycle Lead Generation B2B Sales 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. Or do you proceed with a strong and stable base?

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

JANUARY 3, 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 9, 2015

I’ve found that many marketers get stuck on not having enough good and effective lead nurturing content. My advice is to start accumulating and building your lead nurturing library now. How do you build your library of relevant lead nurturing content ? How can you leverage events? What can you do online?

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 120

markempa

APRIL 18, 2005

Lead generation starts the dialog with the right people within the right companies to find more immediate opportunities. Lead nurturing keeps the conversation going with relevant and meaningful personal touches regardless of their timing to buy.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

JUNE 8, 2005

If you want to be looked upon as an expert, your thought leading content needs to focus on your potential customer’s needs, issues and concerns. It must be relevant! If you want to be looked upon as an expert, your thought leading content needs to focus on your potential customer’s needs, issues and concerns.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 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. The content does not have to be flashy, just relevant.)

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

PureB2B

APRIL 17, 2018

They can help you generate awareness around your brand, expand your reach, drive more sales leads, and so much more. It all starts from offering content that’s relevant and helpful for audiences, and following up with more content pieces that can help nurture your visitors throughout their content consumption journey.

Marketing Strategy 62

Marketing Strategy Marketing & Strategy Effectiveness Lead Scoring 62

PureB2B

APRIL 17, 2018

They can help you generate awareness around your brand, expand your reach, drive more sales leads, and so much more. It all starts from offering content that’s relevant and helpful for audiences, and following up with more content pieces that can help nurture your visitors throughout their content consumption journey.

Marketing & Strategy 48

Marketing & Strategy Marketing Strategy Effectiveness Lead Scoring 48

Webbiquity

OCTOBER 16, 2012

52% of CEOs who are active in social media say that it helps their companies rise in search rankings, and 48% say that social media has generated qualified sales leads. ( 41 Stories ). 51% maintain blogs, 42% conduct webinars and webcasts, and 41% produce videos. Relevance is critical is content marketing. 41 Stories ).

Paid Content 100

Paid Content Social Media Stats Social Marketing 100

markempa

APRIL 24, 2007

He goes on in the post to talk about how to use your relevant and educational content as part of the lead nurturing mix. I wrote about this in my post, Why Most B2B Sites Fail to Convert Sales Leads. The challenge is to make each conversation you have be relevant and meaningful. Think about your web forms.

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 120

markempa

JULY 30, 2007

If youre involved in a complex sale, Im sure youll find a few of the 9 1/2 tactics on lead generation relevant. Get on sales and marketing the same page. If youre involved in a complex sale, Im sure youll find a few of the 9 1/2 tactics on lead generation relevant. Dont ask for too much too soon.

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. They are not paid to do anything else.

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Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120