The Effective Marketer

FEBRUARY 15, 2010

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Danger of Email Marketing Benchmarks A recent article from BtoB Online about email deliverability reminded me of how dangerous this whole thing of email marketing deliverability numbers can be. United States License.

Advertising Benchmark 100

Advertising Benchmark Work Management Marketing Management Planning 100

MLT Creative

DECEMBER 9, 2011

Spending plans for technology marketing appear to be on the rise heading into the new year, with about two-thirds of marketers surveyed saying they plan to spend more in 2012, according to an IDG Research Services report. Trade shows, Web lead B2B marketing efforts, survey shows. BtoB Magazine. BtoBOnline.

Customer Surveys 40

Customer Surveys B2B Marketing Planning B2B 40

markempa

JULY 10, 2006

Kate Maddoxs article in BtoB Magazine , " Integration Key to Lead Generation ," emphasizes the need for close sales and marketing integration. The article is based on a recent white paper , as well as research by CSO Insights. The article is based on a recent white paper , as well as research by CSO Insights.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 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

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

ViewPoint

JUNE 28, 2012

Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2012: Transformational Change, the New Buyer & Big Data. Then Speak.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 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 Scoring 120

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

markempa

JUNE 29, 2007

They also have practical data on search, email, PR, direct mail, lead generation, trade shows, podcasting, telemarketing, budgeting and more. They also have practical data on search, email, PR, direct mail, lead generation, trade shows, podcasting, telemarketing, budgeting and more.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

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 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 Lead 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 Scoring Lead Ranking Generation 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

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

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 Scoring 120

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

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

JULY 28, 2006

In the meantime, I do want to quickly share some interesting research from MarketingSherpa. Their results show that thought-leading content thats educational in nature performed best as a call to action. In the meantime, I do want to quickly share some interesting research from MarketingSherpa. Stay tuned. Stay tuned.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 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

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

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

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.

B2B Marketing 48

B2B Marketing Buyer Personas B2B Lead Scoring 48

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 Scoring Lead Ranking 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 Scoring Lead Ranking 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

DECEMBER 21, 2006

A new report by MarketingSherpa shows that marketers need to do a better job capturing and communicating their value. 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. So why not begin with that?

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified 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

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 Lead Marketing Qualified Leads 120

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

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

markempa

MAY 20, 2005

Look at speakers at industry events, authors, bylines and contributed articles in trade journals, and blogs. Research them, their companies, their clients or customers. Do your research (step 2 above). Look at speakers at industry events, authors, bylines and contributed articles in trade journals, and blogs.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 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 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

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

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.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 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 Scoring 120

Adobe Experience Cloud Blog

MARCH 25, 2010

The way buyers research and buy solutions has changed forever , and the old sales process can’t keep up. Big lead generation programs like trade shows still play a role, but so do methods that create a steady stream of quality leads such as word of mouth, organic search optimization, and content-based marketing. Lead nurturing.

Sales Management 48

Sales Management Lead Ranking Work Management Sales Qualified Leads 48

markempa

JUNE 8, 2005

Thought leaders often do the following things; they write, speak, do research, analyze trends, and openly share insightful ideas with people (regardless of their timing to buy). Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120