markempa

OCTOBER 17, 2006

« How to Become a Thought Leader and Attract Customers | Main | E-book: Why Naked CRM Doesnt Work » Lead Generation for the Complex Sale I recently did a phone interview on Lead Generation for the Complex Sale with Nettie Hartsock for Allbusiness.coms Must Read Business Books column.

Lead Generation 120

Lead Generation B2B Sales Ideal Customer Profiles Generation 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 B2B 120

markempa

OCTOBER 17, 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 CRM B2B Work Management 120

markempa

JUNE 8, 2007

During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation B2B Marketing PR B2B Thought Leadership 120

markempa

JULY 30, 2007

Dont buy what you can build. To Follow the Leads July 30, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference 9 1/2 Ways. to Generate and Follow Leads : Comments 9 1/2 Ways. Dont buy what you can build. Dont ask for too much too soon. Learn from your success.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

JUNE 29, 2007

Listen to podcast now (31 min MP3) Show Agenda Benchmark data that B2B all marketers must know Fresh ideas and best practices for lead qualification Why you should capture and track all web inquiries in your CRM How many buyers/influencers in the typical F500 buying process (hint: its big!)

Lead Generation 120

Lead Generation B2B Generation Work Management 120

markempa

NOVEMBER 8, 2005

« Lead Generation Summit Notes | Main | Podcast: How to Nurture Leads » Dont Depend on Technology To Fill the Sales/Marketing Chasm I found this article by Janet White, author of Buying Right: Vendor and Software Selection on CRM Guru interesting. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Work Management 120

Work Management Marketing Management B2B Sales Lead Generation 120

markempa

MAY 9, 2007

Lead nurturing is all about having consistent and meaningful communication with viable prospects (those that are “a fit” for your solution) regardless of their timing to buy. It’s not “following-up” every few months to find out if a prospect is “ready to buy yet?” companys focus.

Lead Generation 120

Lead Generation Lead Nurturing ROI Leads 120

markempa

MARCH 6, 2006

Well meaning marketers can ruin their lead generation results by rushing an unqualified list of tradeshow attendees to their sales team. After doing numerous lead qualification programs , we have found 5% to 15% of trade show inquiries are truly sales ready leads. " I agree. " I agree.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

Marketing Insider Group

NOVEMBER 11, 2010

There is a more scientific study released today from eMarketer that backs up my point by saying that only 60% of large companies are on Twitter and while the growth is huge compared to the 35% on Twitter just a year ago, I am still surprised that it is not higher. It is also based on questions that were asked during many of the sessions.

Paid Search Agency 100

Paid Search Agency B2B Marketing B2B Sales Top of Funnel 100

markempa

JUNE 28, 2007

New and innovative online marketing tactics help companies build their brand and generate leads online. Some of the leads are “hot” and ready to buy while others are long-term and need nurturing. To turn these leads into customers, marketing and sales teams must have dedicated and collaborative lead management practices.

Lead Generation 120

Lead Generation Online Lead Generation Generation Work Management 120

markempa

MARCH 30, 2007

« Now Announcing the "Start With A Lead" Podcast Show | Main | Your questions answered on Lead Generation via Podcasts » On building targeted lists for B2B Lead Generation Programs Would you buy this business card? When you buy a list of names, you are basically buying business cards on a list.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Generation 120

markempa

OCTOBER 6, 2006

As Ive written before, Im a big proponent of educational marketing tools such as white papers because they allow you to reach people early in their buying process. Just remember, they should be EARLY in their buying process ! Just remember, they should be EARLY in their buying process !

BtoB 120

BtoB Lead Generation B2B Marketing Paper 120

markempa

MARCH 18, 2005

« Paper Direct Mail is Not Dead | Main | Sales Leads Via RSS via Salesforce.com » Give Lead Generation Some Respect Dean Rieck argues that lead generation is the Rodney Dangerfield of marketing - some give it no respect. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

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 Leads Lead 120

markempa

JANUARY 23, 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 Marketing 120

B2B Marketing Lead Generation BtoB Work Management 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. I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership B2B 120

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 Sales Leads B2B 120

markempa

JUNE 29, 2005

« Marketing to Small-Medium Businesses Via IT Consultants & Resellers | Main | Marketing accountability and ROI Measurement » Improving Lead Generating And Conversion Rates I liked this article by Charlie Cook over at SalesMastersWorld. First, you buy seed from the money you’ve budgeted.

Lead Generation 120

Lead Generation Conversion Rate Generation B2B 120

markempa

JUNE 13, 2007

« Podcast: The New Rules of Marketing & PR Interview with David Meerman Scott | Main | Social Media Pundits Disconnect from B2B Marketing » The Physics of Trigger Events for Lead Generation Most buyers arent ready to buy when were ready to sell. But what about the prospects who are not in your nurturing database yet?

Lead Generation 120

Lead Generation Generation Ideal Customer Profiles Leads 120

markempa

MAY 18, 2007

Train your sales people on how to optimize your lead generation investment and give your feedback. Centralize the lead qualification process. Share lead generation best practices amongst the sales team. Determine an answer to the question: What is the life cycle of a lead?

B2B Sales 120

B2B Sales Lead Generation B2B Marketing Planning 120

markempa

SEPTEMBER 4, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Generation 120

markempa

AUGUST 1, 2007

This chronic lack of visibility has a snowball effect of making it challenging for marketers to measure their effectiveness and understand their return on marketing investment (ROMI). So what can be done about it? So what can be done about it? 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

B2B Sales 120

B2B Sales Lead Generation Marketing Qualified Leads Sales Qualified Leads 120

markempa

JANUARY 25, 2006

People want different information, in different ways, and at different times during their buying process. Key question: Do you truly understand your potential customers buying process? Every potential customer will have a slightly different buying process. Every potential customer will have a slightly different buying process.

Lead Generation 120

Lead Generation Webinar Metrics B2B Lead Ranking 120

markempa

JULY 9, 2007

Last year, I linked to a David Meerman Scotts post, Sales Leads Are Too Valuable For Sales People Alone. David writes, " Salespeople may argue with me, but I think it is better at the early stages of the buying process NOT to pass names to sales unless the buyer is absolutely ready to move forward." " I agree.

B2B Sales 120

B2B Sales Lead Generation Leads Lead 120

markempa

MARCH 2, 2006

Now that the client was earning three and four times the return on his original lead generation investment, he realized the error he made by canceling the campaign. Good lead generation identifies, initiates, and nurtures relationships with the right people, regardless of their timing to buy, until they are sales-ready leads.

Lead Generation 120

Lead Generation Generation B2B Leads 120

markempa

AUGUST 11, 2005

" One final thought - dont rush a list of webinar attendees or white paper download registrants to your sales team and call them sales leads. After doing numerous lead qualification programs, Ive found that roughly 5% to 15% (at best) of inquiries are truly sales ready opportunities.

Lead Generation 120

Lead Generation Webinar Metrics Sales Qualified Leads Lead Scoring 120

markempa

FEBRUARY 23, 2006

The article entitled, " It Takes a Committee to Buy into B-to-B ," by Staff Writer Allison Enright, focuses on how marketers can connect with decision makers in big companies. If youre doing marketing or lead generation for a complex sale, youll want to read it. and author of Lead Generation for the Complex Sale."

Lead Generation 120

Lead Generation B2B Marketing Sales Qualified Leads Paid Search Agency 120

markempa

JULY 13, 2006

« Sales Leads Are Too Valuable For Sales People Alone | Main | MarketingSherpa Data on the Best & Worst Lead Generation Offers for 2006 » How Podcasts Impact B2B Purchase Decisions A key aspect of lead generation is to engage people as early in their buying process as possible, because thats where you can make the biggest difference.

Lead Generation 120

Lead Generation B2B B2B Thought Leadership Generation 120

markempa

JANUARY 18, 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 Lead Scoring Lead Ranking 120

markempa

JULY 10, 2006

Marketing should nurture leads via a relevant and consistent dialog with prospects, regardless of their timing to buy. A key aspect of lead nurturing is the ability to provide valuable education and information to prospects up front, so that you become more than an expert; you become a trusted advisor.

B2B Sales 120

B2B Sales Lead Generation Sales Leads Leads 120

markempa

JUNE 21, 2006

Create content thats relevant for each stage of the buying cycle. If you cant do that, your brilliant lead generation plans and tactics wont matter. Create content thats relevant for each stage of the buying cycle. If you cant do that, your brilliant lead generation plans and tactics wont matter.

B2B Sales 120

B2B Sales Lead Generation B2B Marketing Planning 120

markempa

MARCH 2, 2007

Phone calls such as, “I’m just calling to touch base” or emails that say, “I’m just checking in…” are like saying “Are you ready to buy yet?” This is especially true with complex sales that require multiple conversations on the phone before you may get your first face to face meeting in the later stages of their buying process.

B2B Sales 120

B2B Sales Lead Generation Sales Leads Sales Qualified Leads 120

markempa

MAY 8, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation B2B Generation Leads 120

markempa

JANUARY 4, 2006

More outreach required to the sphere of influence : Buying processes frequently involve a team approach. More outreach required to the sphere of influence : Buying processes frequently involve a team approach. Enlisting the support of one decision maker is rarely enough. Enlisting the support of one decision maker is rarely enough.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

NOVEMBER 10, 2005

Lead nurturing is all about having consistent and meaningful communication with viable prospects regardless of their timing to buy. In the complex sale, we need to continually remind ourselves that companies dont buy - people do. People buy on emotion and back fill with logic. " So why is this important?

Lead Generation 120

Lead Generation Sales Cycle B2B Sales Leads 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. I think companies will continue to buy the promise of these tools even though they lack the resources to actually leverage them. What do you think?

Lead Generation 120

Lead Generation Demand Generation Agencies Marketing Automation Services Demand Generation 120