markempa

JUNE 7, 2005

A few years ago, I worked on a lead generation program with a client that launched a new product life cycle management (PLM) software product. The product was expected to have an average sale of $200,000. Their initial target database was comprised of 2000 product driven companies across 20 unique SIC codes.

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markempa

MARCH 30, 2007

The goal of a well-developed lead generation strategy, therefore, is to evolve relationships between people through dialogue that positions your marketing effort as a conversation (not a compaign) to identify, initiate and nurture productive selling situations.

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markempa

JANUARY 3, 2006

During the past month, Ive put all of my energy into getting my first book, Lead Generation for the Complex Sale , to the finish line. She wrote, "I just put your book in production! During the past month, Ive put all of my energy into getting my first book, Lead Generation for the Complex Sale , to the finish line.

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Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

MAY 21, 2007

Use this information to refine your message to identify more leads just like your best customers. Once you understand why clients chose your products or service you can tailor your message around the needs you solve. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market Would they refer you to other people?

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markempa

MAY 9, 2006

If the CEO isn’t an active supporter of marketing in the company, the proper environment for good, sound lead generation is far removed from reality. In the absence of CEO support, I believe marketers are in the unique position of being catalysts for change. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

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Lead Generation Ideal Customer Profiles Activities Marketing Qualified Leads 120

markempa

FEBRUARY 28, 2007

There are more protections for tangible products but not many for service based business, which most companies are evolving to anyway. My skeptical coffee companion had a schotoma (blind spot) because his viewpoint came from a product driven, B2C, branding perspective. You cant even keep all of your people indefinitely.

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Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JUNE 8, 2005

" Kristin Zhivagos book, Rivers of Revenue , has an excellent worksheet on how to map out the customers buying process for what she calls an intense scrutiny product (complex sale). FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

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markempa

JUNE 8, 2005

You’ll evolve from a vendor that is simply selling products and services to being an expert that is selling value. click image to enlarge) The thought leadership mindmap, shows some of the types of content that you can use to position your company as “the” experts. A while back, I met with a CRM consulting firm.

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markempa

APRIL 18, 2005

Kanazawa says: "It makes us more susceptible to product messages, because were designed to trust our friends." Kanazawa says: "It makes us more susceptible to product messages, because were designed to trust our friends." 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

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Lead Generation Generation Lead Scoring Lead Ranking 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.

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markempa

APRIL 12, 2007

Aberdeen concludes: “Lagging and average companies are not ill-equipped with technology products, rather they lack the integration and sophistication to realize higher results.” By having all team members participate, there’s a built-in accountability through positive peer pressure. Why bother?

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ROMI Lead Generation Work Management B2B Marketing 120

markempa

JULY 30, 2007

Pitch the problem, not your product. Pitch the problem, not your product. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market Heres a quick summary of Wards 9 1/2 points: 1. Get on sales and marketing the same page. Dont ask for too much too soon. Learn from your success. Act swiftly. Diversify your approach.

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markempa

MAY 19, 2005

Reichheld asks, “Would you recommend our products or services to a business peer?” Reichheld asks, “Would you recommend our products or services to a business peer?” 3: Positioning: How To Test, Validate, And Bring Your Idea To Market When was the last time you talked to your customers and asked how they were doing?

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