markempa

SEPTEMBER 29, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Creating a teleprospecting or lead management team, as an internal unit is easier said than done.

Telemarketing 120

Telemarketing Lead Generation Sales Qualified Leads BtoB 120

ViewPoint

JUNE 15, 2017

The lead generation team was doing its job, but the rules for a qualified lead were so onerous that very little was going to the salespeople. It turns out there were several stages of qualification, from two different inside telemarketing departments. Twenty-six percent of all leads are competitors, students, and prisoners.

Sales Qualified Leads 168

Sales Qualified Leads Lead Ranking Lead Scoring Telemarketing 168

markempa

OCTOBER 22, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Telemarketing 120

Telemarketing Lead Generation Tactics Generation 120

ViewPoint

NOVEMBER 27, 2017

Where Can You Get Qualified Leads & Appointments? By increasing the marketing spend to increase leads, especially qualified leads, I turned the dollars loose on: Telemarketing to previous leads who did not buy. Especially focus on qualified lead sources such as trade show leads.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

JUNE 30, 2015

Telemarketing scripts. Make a decision for lead distribution. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Standardize the qualification questions. Landing pages. Business reply devices. Contact us forms.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

The Point

FEBRUARY 24, 2011

In an era of marketing automation and automated lead management, you don’t have to rely solely on phone calls to follow up on leads. And to the extent you rely on telemarketing exclusively, your lead management will be less effective and your sales productivity will suffer.

Leads360 100

Leads360 Sales Leads Telemarketing Leads 100

Biznology

AUGUST 8, 2019

They’re not using content, marketing automation and lead management. Martin: I started at Oracle Hyperion, heading a lead generation team in the financial services area. So, we’ll run a client’s prospecting, and manage their data. The one thing we don’t do, because I don’t believe in it, is cold-call telemarketing.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

The Mx Group

SEPTEMBER 22, 2017

You’ll need to act fast to see results this year, but there are ways to get more qualified leads through your pipeline before time runs out. Nurture Stalled Leads with B2B Telemarketing. You might think telemarketing is an old-school strategy, but this tried-and-true tactic can give your current campaigns a powerful boost.

Telemarketing 76

Telemarketing Marketing Automation Services Sales Qualified Leads Eye-Tracking 76

The Point

SEPTEMBER 19, 2012

Speaking of which, should you integrate telemarketing into your free trial nurturing strategy? The answer depends on whether you can prove telemarketing makes enough of a difference. Calling prospects will almost always increase conversion rates; the only question is whether the increased return outweighs the cost of that manpower.

Telemarketing 100

Telemarketing Marketing Automation Services Lead Nurturing Work Management 100

ViewPoint

JULY 23, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

Leads360 120

Leads360 Sales Qualified Leads Marketing Automation Services Telemarketing 120

The Point

AUGUST 24, 2009

In today’s digital era, when everything lead gen seems to revolve around simply being in the right place at the right time, can it also make sense to simply call potential clients as [.].

Demand Generation 100

Demand Generation Demand Cold Calling Telemarketing 100

The Point

JANUARY 27, 2016

Recently, we were engaged by a large IT services company to address what they felt was the low rate at which raw leads were converting to qualified leads, opportunities and deals. implementing a lead nurturing campaign at the very front end of the qualification process, to complement telemarketing follow-up by inside sales.

Lead Nurturing 100

Lead Nurturing Lead Ranking Marketing Qualified Leads Sales Qualified Leads 100

The Point

APRIL 22, 2009

inside sales b2b lead generation lead generation telemarketing telesales. Tags: B2B Marketing Cold Calling Demand Generation Installed Base Marketing Lead Management Lead Nurturing Sales 2.0 Typical B2B connection rates range from 15 to 30 percent, which means that [.].

Marketing Management 100

Marketing Management Efficiency Telemarketing Cold Calling 100

ViewPoint

DECEMBER 19, 2013

You can give salespeople qualified leads the majority of the time, and then you are left with the question of what to do with the unqualified leads. In most instances, you can have someone call the unqualified to get them qualified; usually a telemarketing service.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Our management team has an average 10 years’ experience with PointClear, and that longevity translates into added value for clients. It's really where I got experience in business to business telemarketing.

PointClear 149

PointClear Ethics Budget Programs Business 149

markempa

JUNE 7, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Marketing Budget 120

Marketing Budget Lead Generation Work Management Lead Management 120

The Point

SEPTEMBER 17, 2014

In particular, they recommended instituting a structured program of emails designed to respond immediately to new leads, a function that previously was the sole responsibility of Sungard AS’ telemarketing team. Design, build and launch a “Welcome” email program designed to improve follow-up and response to new leads.

Conversion Rate 100

Conversion Rate Marketing Qualified Leads Demand Generation Agencies Lead Ranking 100

ViewPoint

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. With so many different departments involved, lead generation isn’t just a sales or a marketing issue anymore.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

Valasys

DECEMBER 4, 2019

Forget the questions like what’s the best time to cold call business owners & the best time for telemarketers to call – most B2B marketers are in a state of bamboozlement over the question of whether cold calling is still effective.

Cold Calling 64

Cold Calling Work Management Marketing Management Telemarketing 64

Webbiquity

JULY 12, 2016

An enterprise-grade marketing automation and analytics platform with solutions for lead management, email marketing, consumer marketing, customer base marketing, and mobile marketing. Marketing automation tool combining email marketing, lead management, and reporting with sales alignment. 1) Marketo. 2) HubSpot.

Marketing Automation Services 100

Marketing Automation Services Enterprise Management Marketing Automation Marketing Management 100

ViewPoint

MAY 15, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask).

Telemarketing 120

Telemarketing Sales Qualified Leads Blogger Marketing Management 120

ViewPoint

JUNE 15, 2016

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

JANUARY 9, 2014

James Obermayer | Sales Lead Management Association. Jim has lies, lies and more damn lies (he provided 28, I picked my favorite 5): Telemarketing doesn’t work, I get calls every night and I hate ‘em. Our products are so good we don’t need leads. We don’t ask qualifying questions on our web form, I hate them.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

Online Marketing Institute

JULY 31, 2009

The lead management automation market, about which I blogged previously , continues to attract new players at a rapid rate. The main problems targeted are keeping the pipeline full of marketing-qualified leads and automating the process of nurturing demand not yet ready to buy.

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

LEADership

DECEMBER 5, 2013

Telemarketing. Placester concludes that outbound marketing is the best method for B2B lead generation. In total, 39% of B2B marketers consider inside sales, telemarketing and other outbound methods as successful for generating leads; event-related methods (i.e. Exclusive events. Trade conferences. E-newsletters.

Telemarketing 40

Telemarketing Web 2.0 Lead Ranking Lead Scoring 40

The Mx Group

APRIL 2, 2018

it’s also important to think about things like events, telemarketing and even dimensional direct mail to ensure program success. While the things we typically think of as content are likely to come into play (think white papers, videos , interactive content , etc.),

Touchpoints 67

Touchpoints Account Based Marketing ABM Telemarketing 67

Customer Experience Matrix

APRIL 20, 2010

By far the leader was “outbound prospecting”, which is a bit frightening given the high cost of such leads. Longer-term projects such as lead nurturing and branding are harder to tie to specific sales revenues, but marketers must trace this connection to justify their funding.

Lead Ranking 120

Lead Ranking Lead Scoring Customer Surveys Sales Qualified Leads 120

The Point

NOVEMBER 4, 2010

Often inside sales can’t get to all leads quickly enough (for example, after a trade show) and email ensures that every lead is responded to promptly, eliminating the chance that opportunities will go missing due to (even temporary) issues of sales bandwidth. Email follow-up affords clients the opportunity to learn more about (i.e.

Lead Ranking 100

Lead Ranking Lead Scoring Telemarketing Process 100

markempa

APRIL 16, 2008

More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch.

Marketing Management 120

Marketing Management Vendors Optimization Telemarketing 120

The Mx Group

NOVEMBER 17, 2017

Demand Gen and Lead Management. B2B Telemarketing. Topics Demand Gen & Lead Management. Sales Empowerment. Bottom-line Results. Technology Expertise. B2B Marketing Strategy. Account-Based Marketing. Brand Strategy. Buyer Strategy. Marketing Automation Optimization. Marketing Technology Outsourcing.

Account Based Marketing 95

Account Based Marketing ABM Marketing Automation Services Demand Generation Agencies 95

The Mx Group

AUGUST 16, 2017

Demand Gen and Lead Management. B2B Telemarketing. Topics Demand Gen & Lead Management. Sales Empowerment. Bottom-line Results. Technology Expertise. B2B Marketing Strategy. Account-Based Marketing. Brand Strategy. Buyer Strategy. Marketing Automation Optimization. Marketing Technology Outsourcing.

Buyer Personas 84

Buyer Personas Account Based Marketing Demand Generation Agencies Work Management 84

ViewPoint

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. He is a frequent speaker, blogger and contributor to many B2B marketing publications. I think that it’s the way that we’re using them.

Demand 120

Demand Process Work Management Marketing Management 120

markempa

JUNE 29, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! They also have practical data on search, email, PR, direct mail, lead generation, trade shows, podcasting, telemarketing, budgeting and more.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

markempa

NOVEMBER 22, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Response Rate 120

Response Rate Lead Generation BtoB Telemarketing 120

markempa

JUNE 28, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Some of the leads are “hot” and ready to buy while others are long-term and need nurturing.

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 120

Marketing Insider Group

AUGUST 12, 2010

Give them leads they can close and then we can all share in the success of hitting the numbers. hot lead management. I wrote about this subject in my book titled How to Create an Unstoppable Marketing and Sales Machine. More often then not sales wants only to spend time on value add sales work I.e

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Ranking 100

markempa

NOVEMBER 7, 2007

At the time, I hoped to make a living while making a difference with how companies acquire and grow customer relationships through B2B telemarketing. Since then, our company has been executing lead generation programs designed to profile sales prospects, uncover viable opportunities and create demand.

Marketing Automation Services 120

Marketing Automation Services Paid Search Agency Companies Work Management 120