markempa

MARCH 30, 2007

I have found marketers often overlook the lists and data they already have in search of new contacts rather than building upon relevant conversations. Related Article: BtoB Magazine: Unisys gets boost from good data I recommend you start by collecting all of your existing in-house marketing lists into one place.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

markempa

MAY 8, 2006

Its important to note that these tools will help users begin conversations but they wont do the hard work of building relationships for you. Its important to note that these tools will help users begin conversations but they wont do the hard work of building relationships for you.

Lead Generation 120

Lead Generation Generation Cold Calling Leads 120

markempa

AUGUST 16, 2006

Just like blogs and podcasts , e-books are a terrific way to spread ideas, engage conversations and generate demand. Just like blogs and podcasts , e-books are a terrific way to spread ideas, engage conversations and generate demand. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

APRIL 3, 2006

To develop an effective lead generation program, you need a process that identifies decision makers along with their sphere of influence before you can initiate a productive conversation. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

JUNE 19, 2006

A new white paper by CSO Insights supports my research and shows that companies that support their sales teams with lead generation programs have higher conversion rates and increased sales effectiveness than those who dont. percent higher Conversion rate from leads to first calls is 16.5

Lead Generation 120

Lead Generation Generation Optimization Leads 120

markempa

NOVEMBER 8, 2005

It begins with the mindset that lead generation is really a conversation rather than a series of campaigns. It begins with the mindset that lead generation is really a conversation rather than a series of campaigns. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Leads Lead Marketing Qualified Leads 120

markempa

JUNE 16, 2006

Just like many marketers resist changing the way they do lead generation from “campaigns” to “conversations.” Just like you cant dominate a conversation without risking that people may tune you out. It all began in this conversation, Direct-to-Consumer News Releases: Do they suck?

PR 120

PR Lead Generation Rules Generation 120

markempa

JUNE 21, 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 Generation B2B Thought Leadership 120

markempa

JUNE 14, 2006

Youll do better by thinking of lead generation as a process of micro-conversions that build an opportunity profile over time, such as requesting an email address, then asking for first and last name, later requesting a phone number, and so on. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

JULY 11, 2005

Thanks to Kate Maddox and BtoB Magazine for pointing me to the upcoming 2005 Marketing Accountability Forum. Thanks to Kate Maddox and BtoB Magazine for pointing me to the upcoming 2005 Marketing Accountability Forum. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation ROI B2B Marketing BtoB 120

markempa

JANUARY 25, 2006

An interesting conversation started on podcasts vs. webinars at the Church of the Customer Blog. An interesting conversation started on podcasts vs. webinars at the Church of the Customer Blog. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Comments Podcasts vs. Webinars which is better?

Lead Generation 120

Lead Generation Webinar Metrics Lead Ranking Generation 120

markempa

FEBRUARY 28, 2007

« Podcast: Use Feedback to Boost Lead Generation | Main | Going beyond the sales lead » On giving away ideas I had coffee with a potential partner and our conversation ebbed to a discussion about marketing philosophy and lead generation. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MAY 18, 2007

During huddles, you can brainstorm, go over marketing and sales programs, and accomplish or think about any or all of the things on the list below: Get feedback from the sales team – look at the conversion process and have regular face-to-face meetings or conference calls. Where is your sales team getting stuck?

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

APRIL 18, 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. 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

JUNE 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 B2B Sales Generation Leads 120

markempa

JULY 7, 2006

Companies that make closed loop feedback work have higher lead-conversion rates than those that do not. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 It is important to note that this process works best when youve developed an universal lead definition to assure buy-in from all stakeholders first.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

JUNE 7, 2005

« Strategize to get more referral leads | Main | Landing Page Handbook: How to Raise Conversions by 40% » Website Landing Pages impact Lead Generation results Lead generation remains the top priority for B2B websites. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Landing Pages 120

Landing Pages Lead Generation Lead Scoring Lead Ranking 120

markempa

JUNE 23, 2005

« B2B Marketing and PR Internship | Main | Improving Lead Generating And Conversion Rates » Marketing to Small-Medium Businesses Via IT Consultants & Resellers I was quoted in a special report by MarketingSherpas contributing Editor, Dianna Huff.

Advertising Mediums 120

Advertising Mediums Consulting Lead Generation B2B Marketing 120

markempa

JUNE 7, 2005

« Landing Page Handbook: How to Raise Conversions by 40% | Main | Bigger Budgets For Marketers Who Measure Lead Generation Effectiveness » Lead generation modality map for complex sales I asked InTouch client, Cheryl Hatlevig of Adesso Systems , to share her philosophy on doing lead generation for the complex sale.

Lead Generation 120

Lead Generation B2B Sales Generation Top of Funnel 120

markempa

JUNE 7, 2005

I did a webcast with Jeff Thull on how to have relevant conversations with executives in mid-size to Fortune 500 companies. The challenge of cold calling is make sure each conversation we have is relevant and meaningful. The challenge of cold calling is make sure each conversation we have is relevant and meaningful.

Cold Calling 120

Cold Calling Lead Generation B2B Sales Webcast 120

markempa

AUGUST 11, 2005

Ive found it is far more effective to focus on lead generation via micro-conversions that build an opportunity profile over time such as; requesting an email address, then asking for first and last name, later requesting a phone number and so on. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

markempa

JANUARY 19, 2006

Lead generation is a conversation, a dialogue; it is not a series of campaigns. Lead generation is a conversation, a dialogue; it is not a series of campaigns. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Think relationships. Again, companies dont buy; people do. Think multimodal.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

APRIL 3, 2005

I interviewed Anne Holland on how marketers can improve their landing page conversion rates and attract more sales leads. I interviewed Anne Holland on how marketers can improve their landing page conversion rates and attract more sales leads. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Landing Pages 120

Landing Pages Lead Generation Generation Leads 120

markempa

APRIL 18, 2005

Its really a dialogue - a conversation. Lead nurturing keeps the conversation going with relevant and meaningful personal touches regardless of their timing to buy. Its really a dialogue - a conversation. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

MAY 24, 2005

They have an amazing lead conversion rate, which is triple the amount of their industry peers. They have an amazing lead conversion rate, which is triple the amount of their industry peers. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Does that seem a bit too militant for your taste?

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

markempa

JUNE 7, 2005

Its a conversation - a dialog. Its a conversation - a dialog. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 First of all, thought leaders dont refer to themselves as thought leaders. Uh, that’s not the point. First of all, thought leaders dont refer to themselves as thought leaders.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Lead Generation Generation 120

markempa

NOVEMBER 1, 2003

Relationship Mindset – lead generation is conversation Lead Maturation – Banana mindset – sales readiness FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation B2B Thought Leadership 120

Webbiquity

FEBRUARY 21, 2011

3 items that should be in your 2010 email budget by BtoB Magazine. Achinta Mitra provides step-by-step instructions for integrating Google Analytics with standard ESP email tracking, which produces much richer data to help optimize conversion rates. by BtoB Magazine. by eMarketer. Email Marketing Tips and Tactics.

Marketing Budget 100

Marketing Budget Email Marketing Tactics Tips 100

Ambal's Amusings

NOVEMBER 19, 2009

Ardath Albee's book eMarketing Strategies for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Provide a Takeaway that is Conceptual, Conversational & Convertible. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! Ardath Albee's book eMarketing Strategies for the Complex Sale.

Work Management 100

Work Management Marketing Management Demand Generation Agencies Paid Search Agency 100

markempa

MARCH 2, 2007

But marketers often get so wrapped up in driving activity that they seem to forget its about driving sales conversion. This is especially true with complex sales that require multiple conversations on the phone before you may get your first face to face meeting in the later stages of their buying process. So does the second.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

markempa

APRIL 24, 2007

Dont blow it on the first date by thinking of it as a campaign rather than a conversation. The challenge is to make each conversation you have be relevant and meaningful. A more memorable conversation that will likely lead to others and eventually a relationship. The reward? Take time to nurture your existing customers too.

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Because it is a simple process improvement that delivers tangible ROI.

ROMI 120

ROMI Lead Generation Work Management B2B Marketing 120

markempa

JUNE 7, 2005

It begins with a mindset that see lead generation as an ongoing conversation - with human beings - thats both multimodal and iterative. It begins with a mindset that see lead generation as an ongoing conversation - with human beings - thats both multimodal and iterative. Not just a campaign. Not just a campaign.

Lead Generation 120

Lead Generation Marketing Budget B2B Sales Generation 120

markempa

MAY 18, 2005

Conversely, it has been pointed out that 80% of marketing expenditures on lead generation and collateral are wasted because the leads are ignored by sales people. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Why did I write the book?

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

AUGUST 1, 2006

Conversely, it has been pointed out that 80 percent of marketing expenditures on lead generation are wasted because the leads are lost, ignored or discarded by sales people. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Please download it and pass it on. Please download it and pass it on.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

Webbiquity

NOVEMBER 28, 2011

” Executives & Online Video [CHARTS] by eStrategy After Hours David Erickson shares eMarketer findings about the popularity of online video among business executives. companies are currently using blogs for marketing purposes, up from 29% in 2009 and just 16% in 2007. ” Nearly a quarter prefer video content to text.

Paid Content 100

Paid Content Social Media Statistics Paid Search Agency 100