markempa

OCTOBER 19, 2006

When inquiries are handed off without being methodically qualified, it doesn’t take the sales department long to start viewing all marketing-generated “leads” with skepticism. Are you currently sending your sales team qualified leads or merely inquiries? A lead isn’t a lead until it’s been qualified. There is a difference.

Lead Qualification 120

Lead Qualification Lead Ranking Lead Scoring Sales Qualified Leads 120

markempa

NOVEMBER 1, 2006

In fact, most companies need to do a better job managing and qualifying the leads (or more likely the inquiries) they already have. In fact, most companies need to do a better job managing and qualifying the leads (or more likely the inquiries) they already have. That’s not always true. That’s not always true.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

markempa

AUGUST 23, 2006

Do you qualify leads before sending them to your sales team? So dont pass white paper inquiries to your sales people until theyre more rigorously qualified as sales-ready leads. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 120

markempa

MARCH 30, 2007

In the show, you’ll hear from thought leading experts on a variety of marketing and lead generation topics. Youll get the latest tips and strategies; and learn what really works and what doesnt to generate high quality leads in the complex sale. Why a new show? Why a new show?

Lead Generation 120

Lead Generation Leads Lead Marketing Qualified Leads 120

markempa

JUNE 29, 2007

They also have practical data on search, email, PR, direct mail, lead generation, trade shows, podcasting, telemarketing, budgeting and more. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

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markempa

NOVEMBER 22, 2006

Qualify them first. Qualify them first. 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 Sales Qualified Leads Generation B2B Thought Leadership 120

markempa

APRIL 18, 2005

The best lead generation techniques are: Your website Search engine marketing Outbound telemarketing Direct mail Trade shows (if the audience is highly qualified) Nigel includes a link to Ruths PPT slides via PDF. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Telemarketing 120

markempa

APRIL 19, 2007

If you provide your prospects with high quality thought leading content as part of your lead nurturing process , then you will find that your prospects are calling you first when they are ready to buy. 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

MARCH 6, 2007

Does the sales department either ignore your hard-won leads or complain about their quality? Your problem is partly solved if you can get company-wide approval for a clear definition of what a qualified lead is prior to launching your campaign. Does the sales department either ignore your hard-won leads or complain about their quality?

Webcast 120

Webcast Lead Generation Ideal Customer Profiles Sales Qualified Leads 120

markempa

AUGUST 15, 2006

Please note, you must click on this link to register so you can get the discount and free book (thats the only way our good friends at MarketingSherpa can identify you as qualifying for the complimentary, autographed book offer). Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

B to B 120

B to B Demand Generation Agencies Demand Generation Lead Generation 120

markempa

AUGUST 1, 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. So what can be done about it? So what can be done about it?

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads Top of Funnel 120

markempa

JULY 21, 2005

The secret to successful lead generation and marketing in the business-to-business space today is the process called lead nurturing, which converts more inquiries into qualified leads and qualified leads into sales. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Nurturing 120

Lead Nurturing Lead Generation Sales Qualified Leads Webinar Metrics 120

markempa

MAY 13, 2007

So heres the challenge that most marketers face.they want to think long term but keep getting sucked in by the more immediate and pressing issue of a not having enough high quality sales leads. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 We all want our ROI, and we want it now!

Lead Generation 120

Lead Generation ROI Top of Funnel B2B Marketing 120

markempa

JULY 3, 2006

Being married with two daughters, Im a highly qualified mall tour guide ; ) After walking around the mall a few times, we stopped by Barnes & Noble to sign the remaining copies of our books. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 We both wished we had a camera to capture this event.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Thought Leadership Generation 120

Adobe Experience Cloud Blog

DECEMBER 3, 2009

With the B2B Virtual Edge Trade Show ending just minutes ago, I thought it would be great to share with everyone a summary of what participants said during the event. . ckburgess : Hotel websites are built around product |so are most BtoB websites | build around buyer personas instead. Wow @Avaya #b2bedge (via @PaulDunay ).

B2B Marketing 48

B2B Marketing Buyer Personas B2B Lead Scoring 48

markempa

MAY 23, 2005

Relevant Content - a catalyst for big attendance High quality content can dramatically build webinar attendance. Let your audience self qualify themselves with a "request a sales person contact me" box on your post event survey. Those who dont qualify yet need to be added to your lead nurturing program.

Webcast 120

Webcast Lead Generation Webinar Metrics ROI 120

markempa

DECEMBER 21, 2006

A study by the CMO council showed this is a key reason CMOs are losing influence at the executive table. How about concentrating budget dollars on better measurement tools for sales and marketing, process mapping or outside services to qualify and manage leads and capture and report on results?

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified Leads 120

markempa

JULY 7, 2006

I define closed-loop feedback as the principle of eliciting a continuous flow of pertinent information from the sales team that tracks each qualified lead from start to end, whether to sales close or to rejection. Are current lead criteria adequate for qualifying prospects? Further follow-up? Leads for nurturing.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

SEPTEMBER 17, 2005

Sales and Marketing must jointly develop a universal lead definition to qualify all leads regardless of source. Sales and Marketing must jointly develop a universal lead definition to qualify all leads regardless of source. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads B to B 120

markempa

NOVEMBER 17, 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.

B2B Sales 120

B2B Sales Lead Generation Sales Leads Sales Qualified Leads 120

markempa

FEBRUARY 23, 2006

based sales qualifying service InTouch Inc., based sales qualifying service InTouch Inc., Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 and author of Lead Generation for the Complex Sale." and author of Lead Generation for the Complex Sale."

Sales Qualified Leads 120

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

Adobe Experience Cloud Blog

MARCH 25, 2010

Marketing leads are the fuel that powers the revenue engine, so a predictable flow of new qualified sales leads into the top of the funnel is essential to driving predictable revenue. Once inbound leads are determined to be marketing-qualified, don’t send them directly to an account executive. Lead qualification. Traditional sales.

Sales Management 48

Sales Management Lead Ranking Work Management Sales Qualified Leads 48

markempa

MAY 25, 2005

Link: WOMP: WOMP Your Way to Qualified Sales Leads. Link: WOMP: WOMP Your Way to Qualified Sales Leads. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 write, speak, publish, and promote ) Benefit from the Halo Effect. Associate with the big names Use Customer Reference Selling.

Word of Mouth 120

Word of Mouth Lead Generation Sales Qualified Leads WOM 120

markempa

APRIL 18, 2007

With that said, I think it is important to remember that buying lead management software and dashboards tools is akin to buying a high performance stock car. With that said, I think it is important to remember that buying lead management software and dashboards tools is akin to buying a high performance stock car.

Demand Generation Agencies 120

Demand Generation Agencies Lead Generation Marketing Automation Services Demand Generation 120

markempa

MAY 24, 2005

Assuming you have a universal lead definition and qualify each inquiry already, Id like your thoughts on how marketers can can improve the hand-off to sales? Assuming you have a universal lead definition and qualify each inquiry already, Id like your thoughts on how marketers can can improve the hand-off to sales?

Lead Generation 120

Lead Generation Sales Qualified Leads ROI Generation 120

markempa

MAY 23, 2005

Rigorously qualify - every sales opportunity to make sure they fit your ideal client/customer profile before you develop a proposal or agree to do work. Rigorously qualify - every sales opportunity to make sure they fit your ideal client/customer profile before you develop a proposal or agree to do work.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

MAY 21, 2007

Rigorously qualify - Every sales opportunity to make sure they fit your ideal client/customer profile before you starts to develop a proposal or agree to do work. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Do you want 200 more leads in your database?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JUNE 7, 2005

If they are satiated (busy closing a big deal) then you can almost bet that even clean water (qualified leads) will be ignored. If they are satiated (busy closing a big deal) then you can almost bet that even clean water (qualified leads) will be ignored.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

AUGUST 11, 2005

As a result, Grams believes that hes generating better qualified leads. As a result, Grams believes that hes generating better qualified leads. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Grams sums it up by saying, "I dont like the idea of forcing people into becoming leads.

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

markempa

MAY 24, 2005

One of my clients; centrally qualifies all their leads (via phone) against their universal lead definition with in 2-hours, distributes and requires their field sales force to follow up on those that are sales ready within 8-hours. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

markempa

JUNE 7, 2005

He writes, "One of the best ways to pre-qualify your leads is to work off a list of those contacts that have subscribed and clicked thru on the content of your email newsletter marketing efforts. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Cold Calling 120

Cold Calling Lead Generation B2B Sales Webcast 120

markempa

MAY 26, 2005

And, yes there is a write-in vote if youd like to add a qualified Blog that our readers overlooked. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Or will you forget it the minute after you vote?

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

Webbiquity

FEBRUARY 21, 2011

3 items that should be in your 2010 email budget by BtoB Magazine. David Kirkpatrick walks through a scientific formula for addressing the most challenging aspect of email marketing: building a qualified list. by BtoB Magazine. Email Marketing Tips and Tactics. How can marketers craft email subject lines that work?

Marketing Budget 100

Marketing Budget Email Marketing Tactics Tips 100

markempa

AUGUST 1, 2006

In this e-book, you will learn how to develop high-volume, high-quality lead generation programs for your company. In this e-book, you will learn how to develop high-volume, high-quality lead generation programs for your company. The book is available for download here.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

MAY 18, 2005

Keeping the sales pipeline full of qualified leads is critically important in todays challenging business climate, so much so, in fact, that consistent lead generation is imperative to the survival of many companies. It will help marketers deliver the high quality leads to their sales team that will make them heroes.

Lead Generation 120

Lead Generation B2B Sales Lead Ranking Lead Scoring 120

markempa

MARCH 2, 2007

Use the phone to qualify all inquiries before sending them to the sales team. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Heres 9 ideas to help you go beyond the lead: Build a library of selling and nurturing content specifically designed for you sales team.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

markempa

JANUARY 18, 2005

« Caution Sales: Hot Leads may burn you | Main | 10 things marketers will focus on in 2005 » Disciplined Lead Qualification improves sales performance Recent studies show that sales people want selling time more than sales leads. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Qualification 120

Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120