markempa

JUNE 29, 2007

Companies who provided fewer but higher quality "sales ready" leads to their sale people have better sales conversion rates than those that send lots of early stage leads and that creating a "cost per lead" culture just does not work.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 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 Marketing Qualified Leads 120

Industrial Marketing Today

SEPTEMBER 3, 2010

While conversion may be the ultimate goal, building trust, increasing awareness, improving the company’s reputation, expertise and credibility and encouraging social sharing are all worthy content marketing goals too. and the author of eMarketing Strategies for the Complex Sale , calls this Contagious Content.

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

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

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 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

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

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

JULY 10, 2006

Brian Carroll and others extended the conversations so I thought I’d revisit the topic with some more thoughts. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Every salesperson loves leads.

B2B Sales 120

B2B Sales Lead Generation Sales Leads 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

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

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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Companies don’t buy; people do.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

Ambal's Amusings

NOVEMBER 12, 2010

Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! But the true measure of depth of engagement is in making the transition to conversations. B2B Lead Generation Benchmark Study 2009. Ardath Albee's Tip. B2B buying cycles are lengthening. Kristina Halvorson's Content Strategy for the Web.

ROI 100

ROI Top of Funnel Work Management Marketing Management 100

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

Webbiquity

JANUARY 2, 2013

eMarketer ). eMarketer ). eMarketer ). eMarketer ). eMarketer ). SEO drives traffic, but email drives conversions. Just 139 of the Fortune 500 corporations maintain public-facing blogs, only 29 more than in 2009. ( eMarketer ). Need more evidence that measuring social media ROI is hard?

Paid Content 100

Paid Content Stats Social Media Paid Search Agency 100

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 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

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

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

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

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

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

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

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

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

WebMarketCentral

NOVEMBER 2, 2009

According to eMarketer, SEO tops the list of effective web lead generation methods, as " Forty-eight percent of marketers (in a 2009 study by Forbes) said that SEO was the best method for generating conversions online."

Marketing Budget 20

Marketing Budget Budget Programs Allocation Emarketing 20

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

JULY 11, 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 ROI B2B Marketing BtoB 120

Ambal's Amusings

APRIL 29, 2010

Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! In order to motivate this conversion, the prospect must decide that the content you’re promoting on the other side of the form is worth whatever you’re asking for in exchange. B2B Lead Generation Benchmark Study 2009. Ardath Albee's Tip.

Top of Funnel 100

Top of Funnel Marketing Automation Services Webinar Metrics Content Marketing 100

Ambal's Amusings

MAY 27, 2010

Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! 140 Characters – Traditionally, long-form tactics, like trade shows, were essential to drive revenue, allowing conversation and marketing collateral to include lots of information. B2B Lead Generation Benchmark Study 2009. Ardath Albee's Tip.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

Hubspot

JANUARY 7, 2014

What these marketing pros may not realize, though, is they can easily access the latest marketing news and insights from well-known names in the field -- and even join in on interesting marketing conversations -- through LinkedIn groups. 3) eMarketing Association Network. Created: April 1, 2009. Created: June 20, 2009.

Linkedin 28

Linkedin B2B Thought Leadership Planning Demand Generation Agencies 28

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

Online Marketing Institute

MAY 24, 2009

skip to main | skip to sidebar The Marketing Mélange A blog on all things Marketing with Strategy & Information Technology focus Blog Archive ▼ 2009 ( 22 ) ▼ June ( 2 ) Strategic Insights from Calculating Lifetime Custo. Mike, Great conversation. March 20, 2009 1:17 PM Kenji said.

Psychographics 40

Psychographics Work Management B2B Sales B2B Marketing 40

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