markempa

AUGUST 15, 2006

« Webinar: Lead Generation Strategies for the Complex Sale | Main | E-books: A Hip and Stylish Younger Sibling to the Nerdy Whitepaper » Speaking at MarketingSherpas B-to-B Demand Generation Summit 2006 Im speaking at MarketingSherpas Demand Generation Summit being held in Boston and SF this fall.

B to B 120

B to B Demand Generation Agencies Demand Generation Lead Generation 120

The Freeman Company

JUNE 1, 2016

Insights on audiences, event measurement, and brand experiences

B to B 40

B to B Brand Identity Branding 40

ViewPoint

MARCH 6, 2014

B-to-b marketers have had issues with Facebook for a while, but what accounts for the poor evaluation of LinkedIn, a perennial b-to-b darling? Others are more subtle branding channels with more difficult-to-measure metrics. And YouTube in 10th place? With all the hoorah over the appeal of video?

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

Adobe Experience Cloud Blog

JANUARY 24, 2012

She discusses thought leadership and how she developed a successful campaign to overcome the challenge of accurately measuring her thought leadership efforts. For b-to-b organizations, thought leadership is a critical component for driving awareness, sparking excitement, and creating engagement within a very skeptical market.

Thought Leadership 48

Thought Leadership Lead Scoring Lead Ranking B2B Thought Leadership 48

Biznology

JANUARY 30, 2015

Measuring the impact of each touch in our omni-channel world is driving us nuts. B2B Marketing Social Media Marketing attribution B-to-B marketing B2B marketing CRM customer data data hygiene data matching database marketing de-duplication marketing database unstructured data' How should I sort all this out? . Any ideas? .

De-duplication 80

De-duplication Work Management Marketing Management Marketing Attribution 80

markempa

SEPTEMBER 4, 2007

I’ll be speaking on “Blogging, Podcasting, Speaking Gigs, & Book Authorship: How to Generate Leads and Measure ROI as an Authority.” Some of the other topics include: New B-to-B Search Marketing; Maximizing White Papers, Ezines Webinars & Podcasts; Marketing to Fortune 500; Video, Viral & Web 2.0

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

ViewPoint

FEBRUARY 24, 2016

Often, however, nothing is farther from the truth, leading to tele-prospecting being one of the most mismanaged functions in b-to-b today.". Measure leads and opportunities. Measure engagement and sales productivity. Drives pipeline creation. Supports pipeline creation. Offer -focused campaigns. New business.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ANNUITAS

SEPTEMBER 15, 2015

According to the SiriusDecisions B-to-B Marketing Automation Study from 2014, there are nearly 11 times more B2B organizations using marketing automation now than in 2011. With adoption on the rise, you may notice an influx of emails hitting your inbox—some good and some not so good.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Demand Generation Agencies 100

DemandBase

MAY 17, 2019

Their furious note-taking, uninterrupted picture-snapping, and detailed line of questions are a testament to the fact that B2B marketers are ready to test, execute, optimize, and measure their ABM strategies.

Account Based Marketing 40

Account Based Marketing DemandBase B to B ABM 40

markempa

FEBRUARY 23, 2006

» 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. « Macs Tasty Recipe for Lead Generation Success | Main | Will Writing a Business Book Generate Sales Leads?

Lead Generation 120

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

ViewPoint

OCTOBER 6, 2015

There are technologies that help us score not just "leads" but accounts, to prioritize focus and follow up in a way that really reflects complex b-to-b buying. That’s what it takes to be an efficient marketer today. This is the only way to drive sales and marketing alignment today. Complete ABM is not a black box at all.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

Engagio

MAY 14, 2019

In fact, that was the theme this year at SiriusDecisions Summit 2019 – TOGETHER: Achieving High Performance by Aligning the B-to-B Revenue Engine. From team structure and account segmentation to cross-channel execution and measurement, Salesforce uses their ABM programs to engage high-value accounts. Account analysis.

Account Based Marketing 54

Account Based Marketing ABM Ideal Customer Profiles Top of Funnel 54

ViewPoint

JUNE 7, 2016

Jay writes: “A formal lead acceptance process (see Truth 6 in this blog series outlining the importance of having a judicial branch in place) is important in b-to-b demand creation for four reasons: Avoiding lead oblivion. What kind of accountability measures are in place?

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 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." It seems they would rather spend their budgets on things that drive activity (which is often wasted) over results measurement. What gets measured gets done.

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified Leads 120

B2B Marketing Directions

NOVEMBER 29, 2015

The diagram below shows the major elements of a marketing communications plan, which is similar in several ways to the B-to-B Marketing Campaign Framework developed by SiriusDecisions. Value Themes In a marketing communications plan, value themes replace campaigns as the primary organizing principle.

Campaigns 45

Campaigns Planning Lead Ranking B to B 45

Webbiquity

JUNE 17, 2014

But the increased availability of data means vendors are also more knowledgeable about what matters to buyers, how they conduct research, which content resonates with prospective customers (and what types of content fall flat), how to refine and act on key measures and metrics, and most importantly, how decisions are ultimately made.

Sales Management 100

Sales Management Work Management Marketing Management B2B Marketing 100

markempa

JUNE 7, 2005

They measured their response - used phone qualification - worked closely with their sales team - sent on only sales ready leads - closed the loop on each lead - increased revenue - cut costs - gave remarkable reports.

Marketing Budget 120

Marketing Budget Lead Generation Work Management Lead Management 120

Marketing Insider Group

MAY 19, 2015

What’s the difference between B to B and B to C Content Marketing? I have seen on average across many customers who were able to achieve 3-5 X the brand engagement / lift / conversions / sales (whatever you want to measure) from content marketing than they received from advertising. There is no difference really.

Advertising Agencies 100

Advertising Agencies Paid Search Agency Planning Content Marketing 100

Anything Goes Marketing

AUGUST 21, 2006

B2B online reports that Monday and Tuesday are the best days for b2b (b-to-b) email marketing. Did you even measure this? Which have been your most successful email days? Technorati tags: e-mail marketing , email marketing , b2b Online

B to B 100

B to B B2B Best Practices Tagging 100

markempa

OCTOBER 28, 2005

MarketingSherpas posted their B-to-B Lead Generation Summit Notes. MarketingSherpas posted their B-to-B Lead Generation Summit Notes. « Telemarketing is the top lead generation tactic | Main | Dont Depend on Technology To Fill the Sales/Marketing Chasm » Lead Generation Summit Notes In case you missed it.

Lead Generation 120

Lead Generation Generation B to B Leads 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." According the MarketingSherpa research , " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs."

Lead Generation 120

Lead Generation B2B Marketing BtoB Lead Scoring 120

markempa

APRIL 5, 2007

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. Whats the impact of podcasting on your demand generation efforts and how to you measure ROI? Our first interactive show will be on lead generation via podcasts.

Lead Generation 120

Lead Generation Generation Leads Lead 120

Online Marketing Institute

FEBRUARY 22, 2011

If a program cannot be measured, it will be difficult for it to be a big part of budgets. However a drastic decrease in price, an increase in memory and more productivity enhancing applications will be necessary to make this equipment more realistic and justifiable for B-to-B business use. I’d love to hear your thoughts. +

B2B Marketing 40

B2B Marketing Paid Search Agency Advertising Agencies B to B 40

MLT Creative

NOVEMBER 16, 2010

” Translation: As soon as B2B marketers can get their heads around how to measure the ROI of social media activity, perceived effectiveness will increase. Of course, both of these metrics are measured over time, so perhaps that’s another reason why 59% of B2B marketers fall into the “somewhat effective” category.

Social Media 40

Social Media Allocation ROI B to B 40

markempa

SEPTEMBER 17, 2005

Last night, I stumbled upon Jeremy Porters notes and observations from DMAs B-to-B Conference session entitled, "Sales and Marketing Integration: How To Make It Happen and Why You Cant Afford Not To." Jeremy Porters Blog: B-TO-B CONFERENCE DAY ONE - SALES & MARKETING INTEGRATION.

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads B to B 120

The ROI Guy

MARCH 8, 2010

According to Forrester’s Michael Greene in the report, B-to-b marketers “have begun to clamp down on expensive offline tactics and are instead turning to measurable, ROI-driven online channels.” from 2009's $2.3B Reference: [link].

Interactive Marketing 40

Interactive Marketing Spending B to B B2B Marketing 40

markempa

OCTOBER 31, 2006

Categories B2B Telemarketing Books Cold Calling CRM Current Affairs Direct Marketing Email Marketing Event Marketing Human Touch Lead Generation Lead Management Lead Nurturing Lead Qualification Leadership Marketing Strategy My Podcast Personal Messages Podcasting Public Relations (PR) Referral Marketing ROI Measurement Sales Sales Leads Social Media (..)

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120

markempa

JULY 16, 2007

Don’t focus exclusively on Web-based leads because typically in a b-to-b environment, a prospect may choose to communicate with your company by telephone or some other channel. " I think Kevins points serve as a good reminder for web inquiry management. Ive summarized Kevins three points: Don’t be too Web myopic.

Lead Generation 120

Lead Generation Work Management Marketing Management Search Marketing 120

Webbiquity

DECEMBER 11, 2013

Reporting that “60 to 70 percent of content churned out by b-to-b marketing departments today sits unused,” Tony Zambito explains why the biggest problem for b2b marketers isn’t a lack of content, but rather a lack of the right content—and how to fix it by strategically using buyer personas.

Marketing Strategy 100

Marketing Strategy Marketing & Strategy Content Marketing Planning 100

B2B Digital Marketer

SEPTEMBER 29, 2020

” “Measure everything and put the money where the results are.” And, uh, and w we know I’ve a lot of, uh, governmental projects and it’s, uh, like a, the last one that’s B to B to C. Adjust constantly like constantly measure your success. Memorable Quotes. Adjust constantly.”

Planning 52

Planning Paid Search Agency Advertising Agencies Work Management 52

MLT Creative

JULY 30, 2010

For instance, one challenging thing can be setting up and measuring an effective lead nurturing campaign. Patrick Manes is Director of Marketing Strategy with B-to-B marketing agency MLT Creative and heads their Rhode Island office. What have been your biggest inbound marketing challenges?

Inbound Marketing 40

Inbound Marketing Advertising Agencies B to B B2B Marketing 40

markempa

OCTOBER 19, 2006

They posed 10 of the toughest questions B-to-B marketers often ask them about qualifying and scoring leads. They posed 10 of the toughest questions B-to-B marketers often ask them about qualifying and scoring leads. A lead isn’t a lead until it’s been qualified. A lead isn’t a lead until it’s been qualified.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

Biznology

JULY 2, 2015

Measuring campaign performance. Identifying prospects, scoring them for assessing quality, and nurturing a relationship with them until they are ready to buy. Selecting customers and prospects for promotional campaigns. Tracking marketing tests and experiments. Ongoing marketing communications to build and sustain customer relationships.

B2B 80

B2B Ideal Customer Profiles Differentiation Profiling 80

markempa

MARCH 30, 2005

Sirius Decisions , a leading B-to-B research firm concludes, "While brand isnt dead, we believe it has become a byproduct of reputation, the first of three overall outputs todays b-to-b organizations must systematically produce in order to be successful.

Word of Mouth 120

Word of Mouth Lead Generation WOM B to B 120

markempa

JUNE 14, 2005

Fellow Revenue Roundtable member, Mike McLaughlins Blog, Guerrilla Consulting won in the "B-to-B marketing blogs" category. Fellow Revenue Roundtable member, Mike McLaughlins Blog, Guerrilla Consulting won in the "B-to-B marketing blogs" category. A big thank you to everyone who voted!

Lead Generation 120

Lead Generation Generation B2B Thought Leadership B to B 120

Customer Experience Matrix

SEPTEMBER 3, 2009

Incidentally, the MPA also argues that time alone isn’t the best measure of advertising value, since some media are more influential with their consumers than others. Forrester and Marketing Profs report B-to-B Marketing in 2009 shows that business marketers most commonly use their company Web site, email, public relations and trade shows.

Spending 120

Spending Media Mobile Advertising Forrester 120

markempa

APRIL 18, 2005

Last year, the B2B Lead Generation Blog (yours truly) received honorable mention for the "Best b-to-b marketing-topic Blog." Last year, the B2B Lead Generation Blog (yours truly) received honorable mention for the "Best b-to-b marketing-topic Blog." Anyone can nominate. Want to see who won last year?

Lead Generation 120

Lead Generation B2B Marketing Generation B to B 120