markempa

MAY 9, 2006

Ive interviewed hundreds of companies, and less than 10% have a clear, written, and universally accepted definition of what a sales lead means. Even in small companies, I can ask three sales people “what is a sales lead to you?” Even in small companies, I can ask three sales people “what is a sales lead to you?”

Lead Generation 120

Lead Generation Ideal Customer Profiles Activities Marketing Qualified Leads 120

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.

Lead Generation 120

Lead Generation Marketing Budget SIC Budget Programs 120

markempa

APRIL 19, 2007

Show Notes Where podcasting fits in the multimodal lead generation portfolio How podcasting helps establish and reinforce thought leadership Where podcasts can help your lead generation ROI Why podcasts are perfect for lead nurturing (I was flattered to learn that Paul found inspiration in my book to develop his strategy.)

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

APRIL 3, 2006

« Customer Referrals and Your Sales and Marketing Department | Main | Best Practices in Demand Generation » Reaching Decision Makers Reaching decision makers today seems harder than ever. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

MARCH 21, 2006

I wrote a post called, " Asking for referrals does more than Generate Leads ," based on the Harvard Business Review article, “The One Number You Need to Grow” by Frederick F. During two years of research, Reichheld discovered, that the answer to this basic question, Would you recommend our products/services to a business peer?,

Lead Generation 120

Lead Generation B2B Sales Peer-to-peer Lead Scoring 120

markempa

FEBRUARY 28, 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. Most are simple sales, even services.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

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.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

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.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

Marketing Insider Group

FEBRUARY 5, 2024

Ahrefs) In the US, 53% of people research products using search engines before making a purchase. DemandSage) 87% of marketers report a direct, positive impact on sales from video marketing. Gitnux) 89% of people say watching a video has convinced them to buy a product or service. of global web traffic.

Paid Content 208

Paid Content Stats Marketing Budget Webinar Metrics 208

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?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JUNE 8, 2005

Read " How to Avoid the Four Most Common Mistakes of Sales Process Mapping." " 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). Focus on the seller, instead of the customer.

Lead Generation 120

Lead Generation ROI Process Generation 120

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.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

Ambal's Amusings

OCTOBER 15, 2009

Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Ardath Albee's blog Marketing Interactions.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

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

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

Webbiquity

APRIL 14, 2014

internet users researching products and services online. ( The top 4 positions, generally those considered to be “above the fold”, receive 83% of first page organic clicks. The top 4 positions, generally those considered to be “above the fold”, receive 83% of first page organic clicks. eMarketer ). eMarketer ).

Paid Content 100

Paid Content Statistics Social Media Social Marketing 100

Hubspot

MAY 31, 2012

How about the fact that, according to eMarketer , 39% of email marketers that practice list segmentation see better open rates; 28% see lower opt-out and unsubscribe rates; and 24% see better email deliverability, increased sales leads, and greater revenue. yet), or to adjust the messaging of your email communications.

Segmentation 28

Segmentation Top of Funnel Lead Scoring Lead Ranking 28

Ambal's Amusings

NOVEMBER 19, 2009

Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Ardath Albee's book eMarketing Strategies for the Complex Sale. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. via Beth Harte).

Work Management 100

Work Management Marketing Management Demand Generation Agencies Paid Search Agency 100

Webbiquity

FEBRUARY 21, 2011

Noting that “B2B marketers say that their internal e-mail lists are seven times more effective at generating quality sales leads than third-party lists. 2009 Email Marketing Metrics Benchmark Study by XDXY eMarketing Tips. by eMarketer. How to Grow Your Email Opt-In Subscriber List.

Marketing Budget 100

Marketing Budget Email Marketing Tactics Tips 100

SnapApp

DECEMBER 4, 2017

Takeaway : Blogging is still one of the most widely-used content marketing strategies, and for a good reason; blogging builds links (and authority), gives you a platform promote your product/service, and provides a vehicle to educate prospects. . . Or, at least put it to the test :). . . #10.

Paid Content 122

Paid Content Top of Funnel Stats Marketing Budget 122

markempa

APRIL 12, 2007

Closed loop feedback is often touted in CRM software and often relied on to be the single source of sales and marketing collaboration. Aberdeen concludes: “Lagging and average companies are not ill-equipped with technology products, rather they lack the integration and sophistication to realize higher results.” Why bother?

ROMI 120

ROMI Lead Generation Work Management B2B Marketing 120

markempa

JULY 30, 2007

Get on sales and marketing the same page. Pitch the problem, not your product. Get on sales and marketing the same page. 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. Dont ask for too much too soon.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

JANUARY 18, 2005

« Caution Sales: Hot Leads may burn you | Main | 10 things marketers will focus on in 2005 » Disciplined Lead Qualification improves sales performance Recent studies show that sales people want selling time more than sales leads.

Lead Qualification 120

Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120

B2B Marketing Zone Posts

DECEMBER 1, 2010

Buyers Set the Pace for B2B eMarketing - Marketing Interactions , November 16, 2010 The ability to instantly publish content, send email, and Tweet give the impression that speed is a marketer’s friend. Audience: Business Development Professionals, Marketing Managers, Channel Managers, Customer Service Professionals, Product Managers.

Enterprise Management 40

Enterprise Management B2B Marketing Work Management Marketing Management 40

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?

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120

Webbiquity

NOVEMBER 12, 2013

Looking at the importance of social media by business function, 80% of business executives said social is “important” or “somewhat important” in marketing and branding; 74% said the same for customer service; 70% for innovation and new product/service development; and 63% for employee recruiting. eMarketer ).

Paid Content 100

Paid Content Social Media Statistics Enterprise Management 100

Webbiquity

NOVEMBER 12, 2013

Looking at the importance of social media by business function, 80% of business executives said social is “important” or “somewhat important” in marketing and branding; 74% said the same for customer service; 70% for innovation and new product/service development; and 63% for employee recruiting. eMarketer ).

Paid Content 100

Paid Content Social Media Statistics Enterprise Management 100

Webbiquity

FEBRUARY 7, 2012

Website traffic is the most commonly measured social media metric, followed by conversions, positive mentions and number of fans/followers. Market share leadership in an industry, the final self-reported performance measure, (also) correlated positively with the integration of social tools in employees’ day-to-day work.”

Paid Content 100

Paid Content Social Media Statistics Research 100

Online Marketing Institute

JULY 31, 2009

Most recently, Marketo just announced their lead management solution. While honored, I also find reviewing these solutions confusing because there is a lot of variation in the product presentations and overlap between categories. Positioning yourselves as “lead management” does not help differentiate what you REALLY do.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40