markempa

SEPTEMBER 15, 2005

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. It has long been accepted that combining outbound calling with direct mail marketing dramatically increases results in B2B programs.

Cold Calling 120

Cold Calling Lead Generation Email Marketing B2B Marketing 120

Sales Engine

JANUARY 5, 2016

You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If Sales reps need leads, and it’s marketing’s job to get at least some of them—a majority would be nice.

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

NuSpark Consulting

MAY 28, 2011

You’re busy training all those sales guys and going to conferences. I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads.

Email Marketing 100

Email Marketing Work Management Marketing Automation Services Lead Ranking 100

NuSpark Consulting

MAY 28, 2011

You’re busy training all those sales guys and going to conferences. I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads.

Email Marketing 100

Email Marketing Work Management Lead Ranking Lead Scoring 100

Circle Studio

SEPTEMBER 5, 2017

But today’s buyer of professional services has become increasingly self-directed, is research-savvy, due diligence-oriented and are generally averse to sales (or what the A/E/C industry calls business development). Failing to stay engaged with a prospect over a long sales cycle. that speak to the prospect’s interests.

Work Management 68

Work Management Marketing Management Account Based Marketing Marketing Automation Services 68

Sharpspring

OCTOBER 27, 2021

While large corporations typically have both the cash and the caché to keep up their sales, small- to medium-sized enterprises (SMEs) must protect a slim profit margin. Outbound marketing entails advertising, cold-calling, and other tactics we commonly think of as “marketing.” Sales Enablement. direct mail campaigns.

Small Business Marketing 70

Small Business Marketing Paid Content Webinar Metrics Marketing & Strategy 70

markempa

JULY 10, 2006

« BeTuitive Publishing Book Review | Main | How Podcasts Impact B2B Purchase Decisions » Sales Leads Are Too Valuable For Sales People Alone David Meerman Scotts blog post, " Sales Leads Are too Valuable for Sales People ," is worth a read. This is an ongoing pattern for lead generation failure.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

markempa

SEPTEMBER 1, 2006

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. To be successful, sales and marketing efforts must be better aligned. To be successful, sales and marketing efforts must be better aligned.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing B2B Thought Leadership 120

markempa

AUGUST 17, 2007

A lead nurturing program can leverage existing investments that you have made in other marketing tactics such as events, white papers, contributed articles, or any other thought leading content. How do you build your library of relevant lead nurturing content? What can you send via email?

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Ranking 120

markempa

SEPTEMBER 4, 2007

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 I’ll be speaking on “Blogging, Podcasting, Speaking Gigs, & Book Authorship: How to Generate Leads and Measure ROI as an Authority.” I hope you can make it.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

markempa

AUGUST 18, 2006

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. My book, Lead Generation for the Complex Sale , along with friends Bryan and Jeffrey Eisenbergs Waiting for Your Cat to Bark?

BtoB 120

BtoB Lead Generation B2B Sales Generation 120

markempa

OCTOBER 2, 2006

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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

markempa

JUNE 14, 2006

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. According to their study, the practice of making users register before providing them with deeper information will send sales prospects running.

B2B Sales 120

B2B Sales Lead Generation Lead Ranking Lead Scoring 120

markempa

JUNE 19, 2006

« PR Has New Rules for Reaching Buyers Directly | Main | How a Blog Turns Into a Book Deal: The Story of my book, Lead Generation for the Complex Sale » Optimizing Lead Generation - Whats the Payback? A dilemma faced by many senior executives is whether to put more money into sales or into marketing.

Lead Generation 120

Lead Generation Generation Optimization Leads 120

markempa

MARCH 30, 2005

« My Mention In Writers Digest | Main | Word of Mouth Marketing relies on reputation not branding » New PDF Tracking Gives Us Pause If you require registration on your website to download white papers or other "free" resources, youre losing up to 75%-85% of your potential sales leads (2004 MarketingSherpa Report ).

Lead Generation 120

Lead Generation B2B Thought Leadership Word of Mouth Generation 120

Salesforce Marketing Cloud

JANUARY 5, 2024

As a sales executive, I was disheartened to hear that nearly seven out of 10 sales professionals say their jobs are harder now, according to the State of Sales report. Yet nearly the same number of sales leaders admit their teams are taking fewer risks to change their situation.

Top of Funnel 52

Top of Funnel Practices Webinar Metrics Best Practices 52

markempa

AUGUST 22, 2007

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W. I’ve visited 49 out of 50 states (Alaska some day…) Well thats about as random as I could get.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Thought Leadership 120

markempa

JULY 13, 2006

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. Yet most companies lack thought provoking, educational content; instead, they emphasize sales content.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120

markempa

OCTOBER 11, 2006

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. RainToday recently released the results of a new, year-long research project called How To Become A Thought Leader. Become a thought leader !

Lead Generation 120

Lead Generation B2B Thought Leadership Thought Leadership Generation 120

markempa

JUNE 7, 2005

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. " Bill addresses the following lead generation modalities; white papers, search (SEO), display ads, email newsletters and public relations.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

Webbiquity

NOVEMBER 5, 2019

Cold calls, trade shows, direct mail, and print ads were the primary forms of marketing. While cold calling and print media remain useful, and live event marketing remains effective at every stage of the sales funnel, digital channels have surpassed traditional methods in terms of importance, reach, and budget allocation.

Paid Content 239

Paid Content Sales Management Work Management Marketing Automation Services 239

markempa

MAY 23, 2005

Dont waste their time with a sales pitch. Ive seen many marketers ruin their lead generation performance by rushing an unqualified list of attendees to their sales team. On average, 5% to 10% of attendees are sales ready opportunities. Plus most sales people will only call 15% to 20% of that list anyway.

Webcast 120

Webcast Lead Generation Webinar Metrics ROI 120

markempa

AUGUST 10, 2005

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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Work Management Marketing Management Marketing Report 120

markempa

JUNE 8, 2005

A while back, I met with a CRM consulting firm. When I visited their so called “thought leader” section, it contained just a few ‘white papers’ which required user registration to download. A while back, I met with a CRM consulting firm. They said they were thought leaders. In fact, their website said so!

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

markempa

MAY 20, 2005

« Asking for referrals does more than generate leads | Main | Lead generation ROI depends on a good handoff » Lead Generation via Industry Experts Proactively building relationships with industry experts is a powerful way to generate sales leads and positive word of mouth (WOM). Give them a call. Give them a call.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Ranking Lead Scoring 120

SmartBug Media

JANUARY 17, 2019

Interested in implementing an inbound sales methodology? There are several steps you can take to make the process smoother while transiting your team from an outbound to inbound sales approach. Let’s start by defining outbound sales. Outbound sales is an older, more traditional approach to sales.

Digital Asset Management 66

Digital Asset Management Eye-Tracking Cold Calling Buyer Personas 66

Leadspace

JULY 15, 2019

But what about that oh-so-important middle ground between a generated lead and a closed sale? It’s not realistic to think that you can find a lead and immediately call or email them your pitch and close the deal. At least half the leads in any business’s software or CRM are not yet ready to buy. What happens there?

Lead Nurturing 73

Lead Nurturing Top of Funnel Lead Ranking Lead Scoring 73

Schubert B2B

JULY 28, 2023

Some businesses spend the entire marketing budget posting ads and countless hours making cold calls, only to get little to no results. Higher-Quality Leads B2B content marketing focuses on attracting a specific customer, one who is already well on their way down the sales funnel by their own choice.

Paid Content 62

Paid Content Marketing Budget Inbound Marketing B2B Marketing 62

SmartBug Media

JANUARY 20, 2020

But what I’m about to dive into in this post isn’t magic—it’s a series of evergreen lead nurturing strategies (automated email campaigns triggered by the activities of a contact in your CRM) that your organization can implement in a fairly short period of time. Sales receives the quote request and generates the quote for prospect X.

Lead Nurturing 86

Lead Nurturing Webinar Metrics Marketing Automation Services Marketing & Strategy 86

Webbiquity

JULY 26, 2010

B2B Voices ( Trade Youtube Twitter Leads Sales ). Follow the Lead ( Gatekeeper Cold Calling Sales Social ). CeeKue ( Promotion Word of Mouth B2C CRM Google Content Tips ). Facebook For CRM , Monday, July 19, 2010. B2B Sales Lead Generation using SMM , Monday, July 19, 2010. Hate Cold Calling?

B2B Thought Leadership 100

B2B Thought Leadership B2B Marketing Advertorials Thought Leadership 100

markempa

MARCH 2, 2007

« On giving away ideas | Main | Webcast: How to Precisely Define a "Lead" Before Marketing Begins » Going beyond the sales lead Ultimately, the purpose of B2B marketing is to help the sales team sell. But marketers often get so wrapped up in driving activity that they seem to forget its about driving sales conversion.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

B2B Marketing Zone Posts

JUNE 9, 2010

Is The White Paper Dead for B2B Marketing? Kill the white paper!” From Operational CRM to Social CRM - Lead Views , May 18, 2010 The concept of Social CRM is slowly becoming popular and finding a lot of believers in the corporate sector. Here are the key areas where Social CRM can be useful -.

Paid Content 40

Paid Content B2B Marketing Marketing Management B2B 40

Anteriad

APRIL 25, 2023

Keeping up with the latest B2B Sales and Marketing terms is no simple task. Your comprehensive B2B sales and marketing terms glossary: A/B testing Also known as split testing, a way to improve engagement and conversion rates, typically used to compare the performance of email campaigns and landing pages.

Paid Content 95

Paid Content Sales Management B2B Sales Top of Funnel 95

Anteriad

APRIL 25, 2023

Keeping up with the latest B2B marketing and sales terms is no simple task. Always be closing (ABC) A phrase used to remind sales to always look for new customers, pitch products or services to those individuals, and then complete the sale. BANT An acronym used by sales reps to determine a prospect’s likelihood to buy.

Paid Content 84

Paid Content Sales Management Top of Funnel B2B Sales 84

markempa

AUGUST 1, 2006

Conversely, it has been pointed out that 80 percent of marketing expenditures on lead generation are wasted because the leads are lost, ignored or discarded by sales people. Marketers today are constantly reminded that the company needs more sales leads.now. Unfortunately, that immediacy is quite often at the direct expense of quality.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120