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

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

Webbiquity

JUNE 25, 2012

Sales leads generated through inbound marketing–the combination of content marketing, blogging, social media, website chat and SEM–cost 61% less than those produced through traditional demand generation techniques (e.g., Photo credit: DIY Marketers.

Social Media 100

Social Media Social Marketing Allocation SEM 100

ViewPoint

FEBRUARY 24, 2016

In fact, Aberdeen research shows that 60% of leads, on average, still come in through outbound marketing efforts – vs 40% from inbound.". From Mike Weinberg, New Sales. Simplified. : "Many in what’s called the Sales 2.0 movement harshly declare that proactive targeting and prospecting for new business is dead.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

Marketing Insider Group

JULY 21, 2010

Background This study is the 2 nd phase of a research project by both TechTarget and Google. In this 2 nd phase, released in September, 2009, the companies partnered with research firm OTX to validate their findings but this time they presented the survey respondents with actual search engine results pages.

Paid Search Agency 100

Paid Search Agency Web 2.0 Customer Satisfaction Keywords 100

Marketing Insider Group

JUNE 11, 2010

I link to some of the latest research from firms like emarketer, Forrester, Morgan Stanley and the Altimeter Group and cite popular social media experts like Charlene Li, Shannon Paul, Jay Baer and Jason Falls. Share: Read more from Social Media B2B Marketing , Social Media Click here to cancel reply. Share your thoughts, post a comment.

Social Media 100

Social Media Buy Media Marketing & Strategy 100

ViewPoint

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. Your website The source of your cheapest and most qualified sales leads is right at your fingertips: your company website.

B to B 120

B to B netFactor Media SEM 120

Marketing Insider Group

JUNE 18, 2010

Search Engine Optimization (SEO) SEO continues to provide one of the best sources of leads for both B2B and B2C companies. When prospects are ready to buy, they will use keyword search to research products and solutions. You want to be found when they do.

Tactics 100

Tactics Paid Search Agency Demand Generation Agencies Leads 100

SalesIntel

JULY 30, 2021

Research-on-Demand – We don’t just provide the data we have. The problem with calculating your Marketing ROI starts with the definition of a sales lead and goes way beyond conversion rates, channel attributions, and much more. The key highlights include: Calculating the True Cost of a Lead. Trust me, it’s not easy.

Sales Management 52

Sales Management Top of Funnel Webinar Metrics Digital Marketing Funnels 52

Marketing Insider Group

JUNE 24, 2010

By summarizing Morgan Stanley’s latest research , I demonstrated the tremendous growth of the mobile internet channel and suggested that mobile is the next big thing. Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty.

Web 2.0 100

Web 2.0 Paid Search Agency Peer-to-peer Buzz 100

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

Belkins

SEPTEMBER 13, 2019

The price of badly calculated intrusion into your prospect’s routine is too much to handle, so telemarketing stepped back long ago, making way for account-based marketing and account-based sales development. Research your niche carefully to be aware of all the tools, tendencies, and changes that you might have been missing.

Sales Qualified Leads 40

Sales Qualified Leads Resource Management Burn Rate Ideal Customer Profiles 40

ViewPoint

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management.

Demand 120

Demand Process Work Management Marketing Management 120

markempa

JUNE 29, 2007

Listen to podcast now (31 min MP3) Show Agenda Benchmark data that B2B all marketers must know Fresh ideas and best practices for lead qualification Why you should capture and track all web inquiries in your CRM How many buyers/influencers in the typical F500 buying process (hint: its big!)

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

Marketing Insider Group

MAY 18, 2010

B2B companies that succeed are those that have a clear objective and implement a strategy based on market research and a commitment to seeing their efforts through to completion.

Social Media 100

Social Media Social Marketing B2B Marketing Paid Search Agency 100

Marketing Insider Group

DECEMBER 7, 2010

In their research with 1,000 sales executives in the U.S., Brazil and China, Ogilvy found that social media is extremely influential over buyers’ purchase decisions, that sales people see this change but do not think their companies are adapting quickly enough.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency B2B Marketing Social Marketing 100

Marketing Insider Group

JUNE 3, 2010

Research smart placement : And now that you understand your prospects needs and you’ve created compelling content, you need to place that content where the largest majority of your prospects will find you. Nothing drives response more than strong titles addressing prospect needs.

Lead Scoring 100

Lead Scoring Lead Ranking Sales Qualified Leads Top of Funnel 100

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

Marketing Insider Group

DECEMBER 14, 2010

All despite the fact that I did no keyword research. Confessions Of A B2B Marketer 5 Sales Closing Techniques 7 Tips For Successful Lead Follow-up About Michael Brenner Michael Brenner is the author of B2BMarketingInsider and serves as Director of Online and Social Media Marketing for SAP.

Business 100

Business Peer-to-peer Web 2.0 Customer Satisfaction 100

Marketing Insider Group

MAY 5, 2010

When I see B2B Marketers who have forgotten that we serve customers and create marketing campaigns with little research into customer needs or pains or the words they use to express their pains, it makes me crazy. To share the love. I am frustrated every day. I am a perfectionist.

B2B Marketing 100

B2B Marketing Paid Search Agency Planning B2B 100

Marketing Insider Group

MAY 5, 2010

When I see B2B Marketers who have forgotten that we serve customers and create marketing campaigns with little research into customer needs or pains or the words they use to express their pains, it makes me crazy. To share the love. I am frustrated every day. I am a perfectionist.

B2B Marketing 100

B2B Marketing Paid Search Agency Planning B2B 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

markempa

AUGUST 30, 2007

Start By Defining A Lead Roy Young , President with Ann Handley, Chief Content Officer, MarketingProfs All Sound And Fury, Signifying Nothing: Executing Your Lead Generation Plan Mike Schultz , Publisher, RainToday.com and Principal, Wellesley Hills Group B2B Sales Lead Success Checklist M.H.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

SEPTEMBER 12, 2007

According the MarketingSherpa research , " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs." Her article summarizes some new research by the Association of National Advertisers in conjunction with Marketing Management Analytics.

Lead Generation 120

Lead Generation B2B Marketing BtoB Lead Scoring 120

markempa

AUGUST 15, 2011

Tweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients.

Top of Funnel 120

Top of Funnel Practices Lead Generation Contact Marketing 120

markempa

MAY 9, 2007

« B2B Lead Generation Blog is todays TypePad Featured Blog | Main | The Difference Between ROI and Marketing Accountability » How Lead Nurturing Improves Lead Generation ROI I know theres a lot of emphasis on lead generation (thats a good thing) but, getting a ton of leads doesnt guarantee that increased sales will follow.

Lead Generation 120

Lead Generation Lead Nurturing ROI Generation 120

markempa

APRIL 19, 2007

« On B2B Demand Generation tools and Lead Generation Dashboards | Main | On Lead Nurturing: Looking for a "hot" date? » Lead Generation via Podcasts: An Interview With Paul Dunay Did you know that podcasting can help you generate more leads and nurture future customers?

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

JUNE 19, 2006

Often, they feel it is better to hire more sales people to increase sales than investing more money into lead generation programs. 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.

Lead Generation 120

Lead Generation Generation Optimization 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

AUGUST 11, 2006

And, as my recent post about MarketingSherpa’s research shows, blogs have become a great lead generation tool for marketers. And, as my recent post about MarketingSherpa’s research shows, blogs have become a great lead generation tool for marketers. This is the perfect time to release a book on corporate blogging.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

OCTOBER 31, 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 Lead Scoring Lead Ranking Generation 120

markempa

MAY 13, 2007

So heres the challenge that most marketers face.they want to think long term but keep getting sucked in by the more immediate and pressing issue of a not having enough high quality sales leads. In addition, we cant ignore research showing the average tenure of a CEO is six years. We all want our ROI, and we want it now!

Lead Generation 120

Lead Generation ROI Top of Funnel B2B Marketing 120

markempa

MAY 24, 2005

« Lead generation ROI depends on a good handoff | Main | How to leverage word of mouth for more leads » Velocity of Lead Follow-Up Is Critical To Winning the Complex Sale Many things with lead generation seem easier than they are. The speed of lead follow-up is a major contributor to this problem.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

Marketing Insider Group

OCTOBER 14, 2010

Paid search is an important part of our marketing mix and one that has driven…(fill in something quantifiable like sales, leads or contacts followed by the number of total impressions because that usually sounds like an impressive number). As always feel free to call me with any additional questions.

Paid Content 100

Paid Content Paid Search Agency Budget Programs Marketing Budget 100

Industrial Marketing Today

OCTOBER 1, 2011

Marketing can analyze site statistics and use other research tools to develop a list of keywords, phrases and terms. However, it is sales that actually hears how customers describe their products and services. I’m not implying that inbound marketing alone will do everything needed to generate leads and drive industrial sales.

Top of Funnel 60

Top of Funnel Inbound Marketing Bulldog Solutions Lead Scoring 60

markempa

MARCH 21, 2006

I wrote a post called, " Asking for referrals does more than Generate Leads ," based on the Harvard Business Review article, “The One Number You Need to Grow” by Frederick F. During two years of research, Reichheld discovered, that the answer to this basic question, Would you recommend our products/services to a business peer?,

Lead Generation 120

Lead Generation B2B Sales Peer-to-peer Lead Scoring 120

markempa

JULY 21, 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 Nurturing 120

Lead Nurturing Lead Generation Sales Qualified Leads Webinar Metrics 120