markempa

AUGUST 24, 2007

I could hear his frustration when he said, "But we are still unable to close-the-loop and measure ROI on most of the sales leads we pass to sales." " I asked him where he thought the breakdown was happening and he said, "my sales team. They dont update the CRM so I cant get the reports I need.

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead Generation 120

markempa

APRIL 5, 2007

Our first interactive show will be on lead generation via podcasts. As a lead generation tactic, podcasting is still in its infancy but its expected to be used by many more b-to-b marketers in 2007. Our first interactive show will be on lead generation via podcasts.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

AUGUST 29, 2007

Do you think a typical marketer or sales person (who isnt a good “networker” already) can build relationships and generate sales leads for their company from a social networking tool? Heres my question… If you use social networking tools, Id love to get your input. Why or why not? And if not, should you start?

Social Networks 120

Social Networks Lead Generation Network Marketing B2B Marketing 120

markempa

JANUARY 24, 2007

MB) January 24, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference Podcast: Use Feedback to Boost Lead Generation : » B2B Lead Generation Blog from wagg.it Listen to podcast now (MP3 16:55 min 5.5 It is import. Now what do you do? You’re not alone.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

MAY 9, 2007

On June 6th, I’m doing a webcast on a multimodal approach to lead nurturing as part of ON24s Wednesday Webcast with Experts Series. I hope you can make it. Register here. companys focus.

Lead Generation 120

Lead Generation Lead Nurturing ROI Generation 120

markempa

SEPTEMBER 12, 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 B2B Marketing BtoB Lead Scoring 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

AUGUST 16, 2007

And Ive got a lot of great feedback and questions. You can now watch the recorded archive Thank you to ON24 for sponsoring and to the AMA for hosting the event.

Webcast 120

Webcast Lead Generation Sales Qualified Leads Work Management 120

markempa

AUGUST 22, 2007

August 22, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference Off topic: Response to meme - 8 Random Things About Me : Comments Off topic: Response to meme - 8 Random Things About Me Ardath Albee, over at Marketing Interactions , tagged me for a meme "8 random things about me.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Thought Leadership 120

markempa

NOVEMBER 1, 2006

« Targeting Your B2B Lead Generation | Main | Podcast: Tradeshow and Event Marketing with Ruth Stevens » Target Marketing: What’s a Lead? Many marketers believe generating more sales leads is the key to hitting revenue targets. That’s not always true. That’s not always true.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

markempa

MARCH 30, 2007

« Webcast: How to Precisely Define a "Lead" Before Marketing Begins | Main | On building targeted lists for B2B Lead Generation Programs » Now Announcing the "Start With A Lead" Podcast Show I am pleased to announce that Ill be hosting a new podcast show called "Start with a Lead" debuting in April.

Lead Generation 120

Lead Generation Leads Lead Marketing Qualified Leads 120

markempa

JUNE 28, 2007

Implementing the 4Ts can help you get the most out of the Internet in your b-to-b sales and marketing efforts, and can help improve the alignment between sales and marketing within an organization.”

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 120

markempa

MARCH 6, 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. Thank you to ON24 Inc.

Webcast 120

Webcast Lead Generation Ideal Customer Profiles Sales Qualified Leads 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. Bryan replies, "So many companies are still scraping the bottom end of their sales funnel while many potential prospects are left unsold.

Lead Generation 120

Lead Generation ROI Top of Funnel B2B Marketing 120

markempa

APRIL 18, 2007

As a result there’s been a surge of interest in software and tools to manage the process of lead management, lead nurturing and lead generation with a greater emphasis on measurability. recent exchange he had with Brian Carroll on his B2B Lead Gene. recent exchange he had with Brian Carroll on his B2B Lead Gene.

Demand Generation Agencies 120

Demand Generation Agencies Lead Generation Marketing Automation Services Demand Generation 120

markempa

NOVEMBER 22, 2006

Brian Carroll at B2b Lead Generation links to an article at MarketingProfs titled: Five Proven Ways to Waste Money with Pay-Per-Click-Advertising (free regn required).

Lead Generation 120

Lead Generation Sales Qualified Leads Generation B2B Thought Leadership 120

markempa

JUNE 14, 2007

Brian Carroll, on his B2B Lead Generation blog, writes that social media favors trendy marketing mediums because they are easier to link to and popular. Read More] Tracked on June 20, 2007 at 10:50 AM Comments Social Media Pundits Disconnect from B2B Marketing As someone in B2B, do you feel left out of the social media buzz?

Social Media 120

Social Media Lead Generation B2B Marketing Social Marketing 120

markempa

JANUARY 23, 2007

If youre a small business owner (or plan to be one in the future) youll want to put this book on your reading list. It’s great. If you decide to get a copy, you should check out his bonus offers. Ill be posting my Amazon review soon.

Lead Generation 120

Lead Generation B2B Sales Work Management B2B Marketing 120

markempa

APRIL 19, 2007

Outsource podcast production or do-it-yourself Hints and tips for marketers to start podcasting for lead generation Listen to podcast now (MP3 22 min 5.6

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

AUGUST 17, 2007

You might also find value in my recent webinar on lead nurturing relevant. Do you have any other lead nurturing content ideas that youd like to share? This is by no means a comprehensive list of ideas but it should get you started.

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

markempa

DECEMBER 6, 2006

Read More] Tracked on February 07, 2007 at 10:39 AM Comments Where do Your Email Newsletters go? from From the Innovators Desk I know that we can get a lot of information from newsletters, but it is a pretty cumbersome way to get our information.

Newsletter 120

Newsletter Lead Generation Generation B2B Thought Leadership 120

markempa

OCTOBER 19, 2006

Working [Read More] Tracked on February 27, 2007 at 11:19 PM Comments Lead qualification and scoring for better leads The biggest mistake made by marketers is to give mere inquiries to a salesperson. My company wanted to focus mainly on business seminars to improve customer relationships.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

FEBRUARY 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. " Again, its not the car. Its the crew and driver.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 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. I’m wondering what you do in your company to foster better sales and marketing collaboration?

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

JULY 7, 2006

I define closed-loop feedback as the principle of eliciting a continuous flow of pertinent information from the sales team that tracks each qualified lead from start to end, whether to sales close or to rejection. Also, their close rate on sales leads has increased by 500 percent since they kicked off the program.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

JULY 5, 2007

Heres some "on-topic" resources for selling your ideas in the workplace: How to Sell an Idea is a concise and well written guide on selling ideas. Selling your ideas: A critical executive skill is another good resource on selling ideas.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

DECEMBER 21, 2006

Read More] Tracked on October 29, 2007 at 06:20 PM Comments Budget Wars: Sales & Finance vs Marketing I look at the challenge that marketers often face when it comes to getting their budgets approved by finance and I wonder why does it have to be so hard?

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified Leads 120

markempa

MAY 21, 2007

Instead, seek to create the most relevant database possible which contains the right companies and contacts that influence the buying decision. In the beginning, you won’t have all the data you need. Be patient and youll build the opportunity profile over time.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

AUGUST 1, 2007

So what can be done about it? So what can be done about it?

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads Top of Funnel 120

markempa

JUNE 13, 2007

BTW - You can read more about trigger events in Chapter 5 of Lead Generation for the Complex Sale or search my blog archives for " trigger event." " Also, Jill Konrath has some great information on trigger events (geared for sales people) in her book Selling to Big Companies and her blog too.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

MARCH 30, 2007

Keep your database it current and you won’t have to worry about buying more questionable business cards and youll see better ROI from your lead generation investment.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

markempa

JUNE 8, 2005

Read More] Tracked on October 09, 2007 at 08:57 PM Comments Using thought leader content as a lead generation tool Demonstrating your expertise gives you an edge to combat commoditization by attracting more business and proactively building your reputation.

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. Close the loop with your sales team regularly.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

markempa

APRIL 12, 2007

By implementing closed-loop-feedback huddles, I’ve watched clients increase revenue from marketing leads, improve lead conversion and help more sales people meet quota. Not to mention they actually know the real value of their marketing and sales pipeline.

ROMI 120

ROMI Lead Generation Work Management B2B Marketing 120

markempa

APRIL 24, 2007

I wrote about this in my post, Why Most B2B Sites Fail to Convert Sales Leads. April 24, 2007 | Permalink Technorati Tags : dating , lead generation , lead nurturing , referrals , word of mouth TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference On Lead Nurturing: Looking for a "hot" date?

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 120

markempa

JULY 30, 2007

To Follow the Leads July 30, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference 9 1/2 Ways. to Generate and Follow Leads : Comments 9 1/2 Ways. to Generate and Follow Leads Often people are looking for a single superior tactic to give them all the leads they need.

Lead Generation 120

Lead Generation Generation Leads Lead 120