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 Ranking Lead Scoring 120

markempa

JULY 20, 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 Leads Lead 120

Marketing Insider Group

MAY 12, 2010

In this article I will argue for the importance of and the 5 steps to create marketing ROI through demand generation. A recent article from eMarketer.com titled: Is the Click Still King? ROI” and “Sales” are the 4 th and 5 th most important metric according to Chief Marketer April 1, 2010 study. Think sales, leads, pipeline.

Lead Generation 100

Lead Generation Sales Management Lead Ranking ROI 100

Marketing Insider Group

AUGUST 12, 2010

Give them leads they can close and then we can all share in the success of hitting the numbers. Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. hot lead management.

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Ranking 100

markempa

JUNE 28, 2007

I traveled with Guy Maser VP of Marketing for GlobalSpec and I thought he had a great message about helping marketers get the most out of their internet lead generation investment. Today, his article in BtoB Magazine gives a great summary of his presentation from the roadshow and is worth a read.

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 120

markempa

AUGUST 30, 2007

" The result was a special 36-page report with 10 all-new articles (mine included) aptly named "The One Piece Of Advice You Cant Generate Leads Without." This is a series of articles from various thought leaders in the B2B marketing industry based around the question "Wh. " I think youll find it valuable.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

NOVEMBER 1, 2006

Many marketers believe generating more sales leads is the key to hitting revenue targets. In fact, most companies need to do a better job managing and qualifying the leads (or more likely the inquiries) they already have. In this month’s issue of Target Marketing , I wrote the cover article on " What’s a Lead?

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

markempa

AUGUST 29, 2007

Thats a question I know a lot of very busy B2B marketers ask themselves which is why I found Tessa Wegerts ClickZ article on " Facebook as a B2B Marketing Tool " interesting. But I still wonder about the value of social networking tools for lead generation and business development that Wegerts article brings up.

Social Networks 120

Social Networks Lead Generation Network Marketing B2B Marketing 120

markempa

NOVEMBER 22, 2006

» Avoid wasting your Pay-Per-Click lead generation budget Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to the MarketingProfs article, Five Proven Ways to Waste Money With Pay-per-Click Advertising by John Grant.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation B2B Thought Leadership 120

markempa

JUNE 14, 2007

« The Physics of Trigger Events for Lead Generation | Main | Online Lead Generation and Management Strategies that Get Results » Social Media Pundits Disconnect from B2B Marketing As someone in B2B, do you feel left out of the social media buzz? I dont know a B2B marketer who isn’t swamped and time constrained.

Social Media 120

Social Media Lead Generation B2B Marketing Social Marketing 120

markempa

AUGUST 16, 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. So “get hip” and read this article.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

APRIL 5, 2006

« Reaching Decision Makers | Main | Lead generation with Podcasts » Best Practices in Demand Generation Sridhar Ramanathan, over at the Pacifical Group Blog , just published an article on the best practices demand generation.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

markempa

APRIL 18, 2007

« Closed-Loop Marketers More Likely to Reach ROMI Goals | Main | Lead Generation via Podcasts: An Interview With Paul Dunay » On B2B Demand Generation tools and Lead Generation Dashboards CEOs continue to demand better ROI measurement and accountability from marketers.

Demand Generation Agencies 120

Demand Generation Agencies Lead Generation Marketing Automation Services Demand Generation 120

markempa

JANUARY 23, 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 Budget Management Spending B2B Marketing 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." " Last week, I read a short BtoB article by Carol Krol that shows that this continues to be a challenge.

Lead Generation 120

Lead Generation B2B Marketing BtoB Lead Scoring 120

markempa

FEBRUARY 23, 2006

« Teleseminar on Selling to BIG Companies with Jill Konrath | Main | Marketing That Reaches Decision Makers In Big Companies » Macs Tasty Recipe for Lead Generation Success I liked the article, " A Tasty Recipe for Lead Generation ," by Mac McIntosh in Microsoft Certified Professional Magazine Online.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

OCTOBER 31, 2006

« Lead qualification and scoring for better leads | Main | Target Marketing: What’s a Lead? » Targeting Your B2B Lead Generation Often lead generation programs seem more ready- fire -aim instead of ready- aim -fire.

Lead Generation 120

Lead Generation Lead Ranking Lead Scoring Generation 120

markempa

MAY 8, 2006

« Lead generation with Podcasts | Main | Why CEOs Must Be Actively Involved in Lead Generation » Personal lead generation tools If you do lead generation (a.k.a. prospecting) for yourself you may want to read the WSJ article, " End of the Cold Call? " by Jeanette Borzo.

Lead Generation 120

Lead Generation Generation Cold Calling Leads 120

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

AUGUST 23, 2006

" Ive written a number of times that educational content is an important tool for lead generation. As noted in “ Sales leads are too valuable for sales people alone ,” you need to look at how you can help your sales people, who likely don’t have time to do followup on early-stage leads.

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 120

markempa

MAY 13, 2007

My post a few weeks ago, " On B2B Demand Generation tools and Lead Generation Dashboards ," started an email exchange between me and Jeffrey Eisenberg on the subject. Our exchange spawned an article by Bryan Eisenberg over at ClickZ. Our exchange spawned an article by Bryan Eisenberg over at ClickZ. So whos to blame?

Lead Generation 120

Lead Generation ROI Top of Funnel B2B Marketing 120

markempa

AUGUST 17, 2007

How do you build your library of relevant lead nurturing content? A lead nurturing program can leverage existing investments that you have made in other marketing tactics such as events, white papers, contributed articles, or any other thought leading content. What can you send via email?

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

markempa

NOVEMBER 15, 2005

« Google Makes Web Analytics Free but will it help your lead generation? And focus on leading indicators like [sales] leads not trailing indicators like sales.” - Christine Heckart, GM, Microsoft TV FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

Lead Generation 120

Lead Generation Marketing Strategy Marketing & Strategy Webinar Metrics 120

markempa

MAY 9, 2006

« Personal lead generation tools | Main | Podcast: The Innovative Marketer » Why CEOs Must Be Actively Involved in Lead Generation Jeff Thull, author of Mastering the Complex Sale , recently published an article, " Sales and The CEO ," that puts CEOs at the head of the sales department.

Lead Generation 120

Lead Generation Ideal Customer Profiles Activities Marketing Qualified Leads 120

markempa

FEBRUARY 23, 2006

« Macs Tasty Recipe for Lead Generation Success | Main | Will Writing a Business Book Generate Sales Leads? » Marketing That Reaches Decision Makers In Big Companies I was quoted in an article on B-to-B marketing in Marketing News, a publication of the American Marketing Association.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation B to B Paid Search Agency 120

markempa

AUGUST 18, 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.

BtoB 120

BtoB Lead Generation B2B Sales Generation 120

markempa

MARCH 2, 2006

« Podcast Segment 1: Selling to BIG Companies | Main | Generating Real Sales Leads from Tradeshow/Conferences » Consistent Lead Generation Pays Over Long Term In many ways, the disiplines of B2B and B2C marketing and lead generation are different.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

APRIL 6, 2006

A new article in BtoB Magazine by Karen J. Bannans article examines how John Costigan Cos. is using podcasts to generate sales leads and revenue for their sales training events. A new article in BtoB Magazine by Karen J. Bannans article examines how John Costigan Cos.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

NOVEMBER 8, 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.

Work Management 120

Work Management Marketing Management Lead Generation B2B Sales 120

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. Jim Lenskold and Bill Lee just wrote a practical article on MarketingProfs which builds on Reichheldss research and ideas.

Lead Generation 120

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

markempa

JUNE 21, 2006

If they are askew and going in dissimilar directions, sales and marketing will not empower a successful complex sale or sales lead strategy. Bottom-line sales performance reflects just how well sales and marketing are working together.

Lead Generation 120

Lead Generation B2B Sales B2B Thought Leadership B2B Marketing 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. Resellers dont want cookie cutter sales lead programs.

Advertising Mediums 120

Advertising Mediums Consulting Lead Generation B2B Marketing 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. The article also features comments from my friends Mac McIntosh and Jill Konrath.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership 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

JUNE 7, 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 Word of Mouth Leads Lead 120

markempa

MARCH 28, 2005

« Podcast: How Trigger Events improve Lead Generation | Main | New PDF Tracking Gives Us Pause » My Mention In Writers Digest Bob Bly mentioned me in a recent Writers Digest article. His brief mention created a noticeable spike in visitors. Thank you Bob and welcome fellow writers! Thank you Bob and welcome fellow writers!

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JUNE 14, 2005

Richard Karpinski wrote the piece which, from what I can tell, is one the the first articles on WOM for B2B marketers. " The BtoB article concludes, "In the end, word-of-mouth is only effective if it complements strong, traditional marketing techniques.

Word of Mouth 120

Word of Mouth BtoB Buzz WOM 120