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? Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Thought Leadership Thought Leadership Generation 120

Industrial Marketing Today

OCTOBER 2, 2010

According to SirrusDecisions research, the B2B buyer receives 20.3 Results achieved: The company has seen a 26% increase in engine and automotive shipping customers since the campaign began in 2009 FreightCenter.com exceeded its original goal of a 50/50 split in only 18 months. email campaigns per week, up from 15.4 per week in 2006.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Webbiquity

FEBRUARY 14, 2010

Sirrius Decisions projects that penetration of marketing automation systems will increase from less than 10% in 2005 to more than 50% of BtoB marketers by 2015. Prospects no longer rely on sales people and marketing collateral for information; most of their research is now done before they ever make contact with a sales rep.

Manticore 100

Manticore Marketing Automation Services Lead Generation Marketing Automation 100

markempa

APRIL 19, 2007

Research shows that Podcasts do impact B2B purchase decisions. Research shows that Podcasts do impact B2B purchase decisions. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Buyers want to know you understand them and that you’re relevant to their specific needs.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

AUGUST 30, 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 Generation B2B Thought Leadership Leads 120

markempa

OCTOBER 31, 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 Lead Ranking Lead Scoring Generation 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

MAY 9, 2007

Startling as it may seem, recent research (and even studies from ten years ago) shows that longer-term leads (future opportunities), often ignored by salespeople, represent almost 80% of potential sales. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Lead Nurturing ROI Generation 120

markempa

AUGUST 17, 2007

Here are some direct mail content ideas: personal letters, dimensional mailers, books, newsletters, press releases, white papers, event invitations, research reports, case studies, success stories, article reprints and third-party articles. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Ranking 120

markempa

JULY 9, 2007

Often when prospects have an identified need, they can spend months researching and seeking information on solutions that may satisfy that need. Often when prospects have an identified need, they can spend months researching and seeking information on solutions that may satisfy that need.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

JUNE 29, 2007

They interviewed over 1000 marketers, plus this year they gathered in-depth research from 4,658 actual business technology buyers. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 If you are a marketer for a company that sells technology, I encourage you to get a copy of this report.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

markempa

MARCH 30, 2007

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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Your database will become one of your most valuable assets if you treat it like one.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Ranking 120

markempa

MAY 13, 2007

In addition, we cant ignore research showing the average tenure of a CEO is six years. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 The analysts who predict the future success of a company and then punish them for falling short? The media who criticize leaders for thinking long-term?

Lead Generation 120

Lead Generation ROI Top of Funnel B2B Marketing 120

markempa

MARCH 21, 2006

During two years of research, Reichheld discovered, that the answer to this basic question, Would you recommend our products/services to a business peer?, Jim Lenskold and Bill Lee just wrote a practical article on MarketingProfs which builds on Reichheldss research and ideas. correlated directly to growth rates.

Lead Generation 120

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

Industrial Marketing Today

MAY 14, 2010

BTW, it recently won BtoB Magazine’s BtoB Social Media Awards 2010 in the blog category. I’d like to produce research with some metrics but that too costs quite a bit, especially from someone reputable like Forrester. Do you have any strategies for this?

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

markempa

JULY 28, 2006

In the meantime, I do want to quickly share some interesting research from MarketingSherpa. In the meantime, I do want to quickly share some interesting research from MarketingSherpa. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Stay tuned. Stay tuned.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MAY 8, 2006

My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy. My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy.

Lead Generation 120

Lead Generation Generation Cold Calling Leads 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. percent higher More than 10 percent decrease in ramp up time for new sales people I expect there will be more research on this very important subject.

Lead Generation 120

Lead Generation Generation Optimization Leads 120

EMagine B2B Blog

JULY 27, 2009

B2B marketers need to take note of where social media usage really is, according to recent research (summarized in BtoB “Top Agency”) conducted by Michael Stelzner and sponsored by Social Media Success Summit 2009.

Social Media 40

Social Media BtoB Media Internet Marketing 40

markempa

JULY 21, 2005

« New and Improved Lead Nurturing Article | Main | Getting into big companies » New Lead Nurturing Webinar Startling as it may seem, recent research (and even studies from ten years ago) shows that longer-term leads (future opportunities), often ignored by salespeople, represent nearly 80% of potential sales.

Lead Nurturing 120

Lead Nurturing Lead Generation Sales Qualified Leads Webinar Metrics 120

markempa

JUNE 14, 2006

Research shows shows that if you require registration on your website to download content such as articles, white papers, studies or other "free" resources, you could be losing 75%-85% of your potential leads! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

B2B Sales 120

B2B Sales Lead Generation Lead Ranking Lead Scoring 120

markempa

JANUARY 4, 2006

« Its a New Year for Lead Generation for the Complex Sale | Main | Use Event Marketing Successfully for Lead Generation » Top Six Lead Generation Challenges for the Complex Sale in 2006 Based on our research, I think companies with complex sale will face the following six lead generation challenges in 2006: 1.

Lead Generation 120

Lead Generation B2B Sales Lead Ranking Lead Scoring 120

markempa

DECEMBER 21, 2006

According to their research, " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs." According to their research, " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs." Bottom line: its the numbers.

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified Leads 120

markempa

NOVEMBER 14, 2005

Research shows that the number one priority for B2B websites is lead generation. Research shows that the number one priority for B2B websites is lead generation. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 If you dont have a analytics tool already, you should check it out.

Lead Generation 120

Lead Generation Analytics Generation Google 120

markempa

JUNE 13, 2007

You can research new business opportunities based on trigger events, for little to no cost, by leveraging press releases, websites and news wires. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 See the above mind map for examples) 2.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

FEBRUARY 1, 2006

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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

FEBRUARY 28, 2007

People use the web for research; they are looking for fresh ideas, insight and actionable information. People use the web for research; they are looking for fresh ideas, insight and actionable information. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 If I wanted to compete with you.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JUNE 7, 2005

Im more impressed by the amount of research and testing that went into this book. Im more impressed by the amount of research and testing that went into this book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 I got a copy of the handbook and finally had a chance to read it.

Landing Pages 120

Landing Pages Lead Generation Conversion B2B Thought Leadership 120

markempa

JULY 13, 2006

They just announced the results of a joint research study on the emerging role of new media, particularly podcasts , on B2B technology purchase decisions. They just announced the results of a joint research study on the emerging role of new media, particularly podcasts , on B2B technology purchase decisions.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120

The ROI Guy

SEPTEMBER 29, 2010

In the recent BtoB magazine article, " Tech Media Evolution a Bellwether ", the major technology publishers were examined to understand how quickly the shift to interactive marketing was occurring. Looking at the top three technology publishers: IDG generated 43% of its revenue from print in fiscal year 2008 and 39% in fiscal year 2009.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

markempa

JUNE 16, 2005

« Research confirms that B2B Companies Continue to Struggle with Lead Generation and Follow-up | Main | Marketing to Small-Medium Businesses Via IT Consultants & Resellers » B2B Marketing and PR Internship Wanted: an exceptional college student to work with me on special projects.

Lead Generation 120

Lead Generation PR B2B Marketing Peer-to-peer 120

markempa

MAY 20, 2005

Research them, their companies, their clients or customers. Do your research (step 2 above). Over time, as you build your lead generation program, your experts may be interested in co-developing white papers, special research reports, articles, and events with you. Research them, their companies, their clients or customers.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Ranking Lead Scoring 120

markempa

MAY 24, 2005

Take sales lead follow-up for example, research shows that sales people do not fully pursue around 70% of leads generated by marketing. Take sales lead follow-up for example, research shows that sales people do not fully pursue around 70% of leads generated by marketing. That amounts to literally billions of wasted marketing dollars.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

markempa

MARCH 30, 2005

Recent research shows that reputation makes a huge difference for B2B companies in the following areas; demand creation, lead generation and overall revenue growth. Recent research shows that reputation makes a huge difference for B2B companies in the following areas; demand creation, lead generation and overall revenue growth.

Word of Mouth 120

Word of Mouth Lead Generation WOM B to B 120

markempa

JANUARY 18, 2005

Research shows, that top sales performers have the best opportunity screening skills. Research shows, that top sales performers have the best opportunity screening skills. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Lead Ranking 120

The ROI Guy

FEBRUARY 15, 2011

Tuesday, February 15, 2011 Updated Alinean Social Media ROI Calculator - New Graphics and Refined Research Weve just updated the Alinean Social Media ROI Calculator with some hot new graphics, and refined value quantification research and analytics. Alinean recognized by BtoB Magazine’s as one of To. Latest Research.

ROI 40

ROI Social Media Marketing Budget Budget Programs 40

The ROI Guy

JULY 15, 2009

Wednesday, July 15, 2009 VMware launches Realized ROI toolkit, powered by Alinean Provides quantifiable proof to customers of the realized ROI from prior VMware deployments. Alinean recognized by BtoB Magazine’s as one of To. Latest Research. Provocation-Based Selling: Loosening the Status-Qu. Let the Good Times Roll?

ROI 40

ROI Marketing Budget Budget Programs Work Management 40