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

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

NOVEMBER 17, 2011

BtoB Magazine recently developed a very important webinar for B2B marketers on this topic, called, “From Caveman to Customer: What the Evolution of Storytelling Means to Marketers.” They can either find it online (via search engine) or from a colleague/friend (via online social network).

B2B Marketing 40

B2B Marketing Advertising Agencies BtoB 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

Lets say you want to invite, via e-mail, a specific group of individuals in your database to a webinar or webcast. 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. My experience has been been around 45%.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 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. You might also find value in my recent webinar on lead nurturing relevant.

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

Sherpas data shows that more decision makers (not just influencers) are attending webinars and watching archived events. They interviewed over 1000 marketers, plus this year they gathered in-depth research from 4,658 actual business technology buyers.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

The ROI Guy

SEPTEMBER 29, 2010

In the recent BtoB magazine article, " Tech Media Evolution a Bellwether ", the major technology publishers were examined to understand how quickly the shift to interactive marketing was occurring. The age of Internet fueled buying decisions means that traditional print publications just don't meet buyer or seller needs.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

markempa

AUGUST 11, 2006

« Webinar: Eight critical success factors for lead generation | Main | New E-Book Offers Great Advice » New Book on Corporate Blogging Its exciting when someone you know launches a new book. And, as my recent post about MarketingSherpa’s research shows, blogs have become a great lead generation tool for marketers.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

Industrial Marketing Today

JULY 29, 2010

As a result, most BtoB marketers tend to credit sales-ready leads to the last marketing touchpoint. The report was based on a survey of over 70 BtoB marketers and was conducted by Genius.com. This tendency often neglects the other marketing channels that played a role in early stages of the purchase funnel.

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

markempa

JULY 28, 2006

In the meantime, I do want to quickly share some interesting research from MarketingSherpa. In addition to webinars, this data shows that blogs and podcasts are evolving into key elements of the B2B marketers lead generation toolkit. In the meantime, I do want to quickly share some interesting research from MarketingSherpa.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 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

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 Ranking Lead Scoring Generation 120

Digital B2B Marketing

MAY 22, 2012

According to recent research from IDC, lead generation is a top B2B marketing priority , and in the next four years Sirius Decisions predicts 75% of all registrations will be captured online. However, based on recent research from DemandGen Report , marketers are turning away prospects by focusing on the wrong content far too often.

Marketing Prospects 100

Marketing Prospects Webcast B2B Marketing Planning 100

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

FEBRUARY 1, 2006

« Podcasts vs. Webinars which is better? 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. These experts can become a source of speakers and webinar presenters.

Lead Generation 120

Lead Generation Generation Leads Lead 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 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

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

Industrial Marketing Today

OCTOBER 2, 2010

According to SirrusDecisions research, the B2B buyer receives 20.3 Today, the customer split is 55/45 in favor of B2B clients Read the full case study on BtoB Online at [link] Case study #2: Driving qualified traffic and growing in-house list using emails with videos links Business challenge: Milwaukee Electric Tool Corp.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

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 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 Ranking Lead Scoring 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

The ROI Guy

JANUARY 25, 2011

Buyers, Fueled by the Internet, Firmly in Control With a wealth of information from vendors, analysts and peers, buyers are doing more research on-line. At the same time, buyers are indicating that sales is often not prepared for meetings, and not adding value above and beyond what they can research on their own. Latest Research.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

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

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

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified Leads 120

Industrial Marketing Today

MAY 14, 2010

BTW, it recently won BtoB Magazine’s BtoB Social Media Awards 2010 in the blog category. I’d like to produce research with some metrics but that too costs quite a bit, especially from someone reputable like Forrester. Do you have any strategies for this?

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

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

The ROI Guy

JUNE 22, 2010

The basic white paper is still one of the most important pieces of marketing content, used and trusted as the key buying decision tool by over 65% of early stage buyers, and 61% of middle stage buyers according to relevancy and buying cycle research by SiriusDecisions (May 2010).

Enterprise Management 40

Enterprise Management Buying Cycle Peer-to-peer Paper 40

markempa

MAY 20, 2005

Research them, their companies, their clients or customers. Do your research (step 2 above). Over time, as you build your lead generation program, your experts may be interested in co-developing white papers, special research reports, articles, and events with you. Research them, their companies, their clients or customers.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 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

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