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. These lists include all of the demographic data typically needed, and have extended contact information. Lets say you want to invite, via e-mail, a specific group of individuals in your database to a webinar or webcast.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

markempa

MAY 23, 2005

« Blueprint for Personal Lead Generation Success | Main | Tips for better webinars, webcasts and improved ROI » 2 New RSS Feeds for the B2B Lead Generation Blog I just added 2 new RSS feeds. See my complete list of RSS Feeds Full posts with comments This is the most information-rich feed. I personally use bloglines.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

JULY 9, 2007

You need to examine each lead ask if they are " sales ready " meaning they are ready to speak to a sales person. Often when prospects have an identified need, they can spend months researching and seeking information on solutions that may satisfy that need. Lead nurturing is a multi-touch process.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

OCTOBER 17, 2006

It also addresses three major CRM challenges: fizzled lead generation efforts, lack of actionable information and the inability to leverage existing sales/marketing knowledge. This e-book tackles the sales team/CRM dilemma by explaining how to "dress" your CRM so that it becomes a resource that your sales reps want to use.

Lead Generation 120

Lead Generation CRM Work Management Lead Scoring 120

markempa

AUGUST 14, 2006

Chock full of useful information, the eBook provides a broad look at the selling process. Each expert concisely provides the one piece of information that, from the author’s perspective, we must know to succeed. Chock full of useful information, the eBook provides a broad look at the selling process. Download the eBook here.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JUNE 27, 2006

I’m humbled and thrilled that so many readers have found the content valuable and informative enough to cast their vote for my blog. I’m humbled and thrilled that so many readers have found the content valuable and informative enough to cast their vote for my blog.

B to B 120

B to B Lead Generation B2B Marketing Generation 120

markempa

JUNE 14, 2006

They are coming to your site for information. According to their study, the practice of making users register before providing them with deeper information will send sales prospects running. They are coming to your site for information. Do you have your web site’s good content under lock and key?

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

NOVEMBER 1, 2006

The 5 steps of successful lead qualification are: Define and Agree On What the Word “Lead” Means Consolidate and Centralize Your Prospect Information Pick up the Phone and Qualify Prospective Leads Handing Off Leads to Sales Closing the Loop The first step in the process requires marketing and sales to come up with a definition for a lead together.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

markempa

SEPTEMBER 29, 2006

Appending data and information. Following up on requests for information. It is fascinating to see just how versatile––and necessary––the phone is for lead generation, with such applications as: Initial prospecting and qualification. Qualifying inquiries from various sources. Reconnecting with past customers and leads.

Telemarketing 120

Telemarketing Lead Generation Sales Qualified Leads BtoB 120

markempa

DECEMBER 6, 2006

from From the Innovators Desk I know that we can get a lot of information from newsletters, but it is a pretty cumbersome way to get our information. what are they good for? Read More] Tracked on February 07, 2007 at 10:39 AM Comments Where do Your Email Newsletters go?

Newsletter 120

Newsletter Lead Generation Generation B2B Thought Leadership 120

markempa

OCTOBER 19, 2006

An inquiry is an interested party who has requested information and needs some level of assistance. An inquiry is an interested party who has requested information and needs some level of assistance. For this reason, most leads sent from marketing to the sales organization are lost, ignored, or discarded. There is a difference.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

MAY 21, 2007

While I disagree that this is the most effective way to generate leads, it’s important to note that the tenets offered in this post can be just as valuable to sales people doing their own personal lead generation as it to a dedicated marketing team. A simple phone call can generate plenty of useful information.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JANUARY 19, 2006

Centralize your contact information. Centralize your contact information. Understand the significance of your Web site. Use a Web analytics tool to monitor your Web visitors. Use tagged URLs. Determine which visitors become leads. Highlight your Contact Us page. Know how your prospects find you. Cultivate your leads. Use tagged URLs.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Leads 120

markempa

OCTOBER 6, 2006

There is also some excellent information on writing titles and some great ideas about how to market the finished white paper. Also, I recently wrote a post, " Using White Papers for Lead Generation ," that you might want to check out too. Check out a sample chapter from Michaels new book at [link].

BtoB 120

BtoB Lead Generation Paper Generation 120

markempa

JULY 10, 2006

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. Marketing should nurture leads via a relevant and consistent dialog with prospects, regardless of their timing to buy.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

markempa

JULY 20, 2005

Theres more information about the book at Amazon.com. Theres more information about the book at Amazon.com. Ive been pretty quiet with blogging lately as Im busy doing final edits on my book, Lead Generation for the Complex Sale : Boost the Quality and Quantity of Leads to Increase Your ROI.

Lead Nurturing 120

Lead Nurturing Lead Generation Leads Lead 120

markempa

FEBRUARY 23, 2006

Heres a brief excerpt of the article: If you think finding the right person to target with your business-to-business marketing is harder than it used to be, you’re right. a marketing and sales information services company in Southport, Conn.: a marketing and sales information services company in Southport, Conn.: In 2005, 3.5

Sales Qualified Leads 120

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

markempa

JUNE 13, 2007

Messaging that addresses (in a personalized manner) a specific problem that your prospect is having is more relevant and thus will be more effective than a generic features and benefits message. Relevance is one of the most difficult things to achieve with lead generation programs but trigger events can help a great deal.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

JULY 13, 2006

Nearly 60 percent of respondents said that information on business or technology topics, currently delivered as white papers or analyst reports, would be more interesting as podcasts. 65 percent responded that they listen to podcasts for both personal and business interests.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120

markempa

AUGUST 10, 2005

How Clients Buy: The Benchmark Report on Professional Services Marketing and Selling from the Client Perspective by RainToday.com If you are a marketer for a company that sells software, hardware, or IT Services, I urge you to get a copy of MarketingSherpas IT Marketing Benchmark Guide.

Lead Generation 120

Lead Generation Work Management Marketing Management Marketing Report 120

markempa

MAY 18, 2007

Develop a marketing program that helps the sales team sell at a personal level. Analyze competitive information, and develop a SWOT (strengths, weaknesses, opportunities, threats) Improve relevance of sales tools and marketing materials with sales input. Centralize the lead qualification process.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

NOVEMBER 18, 2005

The development of an effective e-mail program depends on how much you know about your target audience and how well you use that information to tailor a relevant message. The development of an effective e-mail program depends on how much you know about your target audience and how well you use that information to tailor a relevant message.

Lead Generation 120

Lead Generation Relevance Resources B2B Marketing 120

markempa

JANUARY 25, 2006

People want different information, in different ways, and at different times during their buying process. People want different information, in different ways, and at different times during their buying process. I use podcasts and they are no doubt more “buzz” worthy than webinars.

Lead Generation 120

Lead Generation Webinar Metrics Lead Ranking Generation 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. Do database record notes contain enough information to prepare for next steps? Are some sales people getting too few leads?

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

FEBRUARY 28, 2007

They provide too much information. People use the web for research; they are looking for fresh ideas, insight and actionable information. They provide too much information. People use the web for research; they are looking for fresh ideas, insight and actionable information. If I wanted to compete with you.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MAY 26, 2005

Personality: Is there a clear personality? Usefulness: Is the information either darned useful or very enjoyable to read? Winning blogs will get publicity, hotlinks, coffee-mugs, and an icon. Please take the following 5 factors into consideration for your ratings. #1. Do you feel like you know the writer(s)?

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

JUNE 13, 2005

She asked, “Id like to do lead nurturing/lead generation on behalf of my sales people but they don’t update our CRM - I dont have the information I need - so I really can’t do anything to help them. What do you suggest?” What do you suggest?”

Lead Generation 120

Lead Generation B2B Sales CRM B2B Thought Leadership 120

markempa

JUNE 7, 2005

During their sales lead close-loop feedback sessions, they discovered key pieces of information that impacted their overall go-to-market strategy. During their sales lead close-loop feedback sessions, they discovered key pieces of information that impacted their overall go-to-market strategy.

Lead Generation 120

Lead Generation Marketing Budget SIC Budget Programs 120

markempa

AUGUST 11, 2005

" I agree, we do need to strike a balance between collecting information and giving value. " I agree, we do need to strike a balance between collecting information and giving value. I like people to opt-in to entering our sales stream. Our sales team is very busy. I like people to opt-in to entering our sales stream.

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

markempa

APRIL 18, 2005

Lead nurturing keeps the conversation going with relevant and meaningful personal touches regardless of their timing to buy. " Roughly 70% of final customer brand image and preference are determined through direct contact with a sales person.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

MAY 20, 2005

Secondly, experts - stay experts - by continually updating their knowledge of industry trends, information, key players, tools and ideas. Why does this work? You begin by being genuinely interested in their business. They continually seek out other relevant resources that could possibly help their clients. they need you.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

markempa

JUNE 8, 2005

My point: Share your information freely and try to be a resource, otherwise your potential customers will find someone else who will. My point: Share your information freely and try to be a resource, otherwise your potential customers will find someone else who will.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

Webbiquity

OCTOBER 16, 2012

eMarketer ). eMarketer ). 51% maintain blogs, 42% conduct webinars and webcasts, and 41% produce videos. However, 71% of B2B marketers view in-person events as effective while only 31% say the same about social media excluding blogs. 46% of all searches are for information about products or services. MediaPost ).

Paid Content 100

Paid Content Social Media Stats Social Marketing 100

Online Marketing Institute

OCTOBER 29, 2010

Understand how IT decision-makers are accessing information and how you can engage them with successful multi-channel programs. According to a study analyzed by eMarketer , the majority of B2B marketers (60%) said they use social media to provide “thought leadership&# for their brand. Learn more. www.anonymize.it.tc

Social Media 40

Social Media Enterprise Management Advertising Agencies Social Marketing 40

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

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

markempa

APRIL 24, 2007

As important as information gathering is, it is important to not get too personal on the first date. Are you asking for far too much information before youve earned their trust? As important as information gathering is, it is important to not get too personal on the first date. Think about your web forms.

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 120

markempa

JANUARY 18, 2005

That may sound extreme but numerous studies have shown that 70 - 80% of leads are never contacted by a sales person. No other tactic is as accurate when it comes to collecting the qualitative information salespeople require to justify pursuing a prospective lead.

Lead Qualification 120

Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120