markempa

MARCH 27, 2005

« Give Lead Generation Some Respect | Main | Podcast: How Trigger Events improve Lead Generation » Sales Leads Via RSS via Salesforce.com Otter Group CEO, Kathleen Gilroy , pointed me Charlie Woods, Moonwatcher Blog , and his intriguing post on the subject of distributing sales leads via RSS.

RSS 120

RSS Salesforce.com Lead Generation Sales Leads 120

markempa

JULY 9, 2007

« Off-Topic: On Selling Ideas in 1776 | Main | Inquiry management and search marketing strategy » Early Stage Leads are too important for Sales People Alone The management of sales leads is critical to generating Return on Marketing Investment. Lead nurturing is a multi-touch process.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

JUNE 29, 2007

Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call. This indicates the importance of relevant educational events and online content for lead generation.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

markempa

APRIL 19, 2007

« On B2B Demand Generation tools and Lead Generation Dashboards | Main | On Lead Nurturing: Looking for a "hot" date? » Lead Generation via Podcasts: An Interview With Paul Dunay Did you know that podcasting can help you generate more leads and nurture future customers?

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

Marketing Insider Group

AUGUST 12, 2010

In other companies lead nurture is a very formal and well-defined process. Lead scoring is a key component so that once a lead meets a quality threshold, it is sent to sales with all the relevant history such as marketing tactics responded to, content viewed, solution interest, budget or timeframe.

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Scoring 100

Belkins

SEPTEMBER 13, 2019

The price of badly calculated intrusion into your prospect’s routine is too much to handle, so telemarketing stepped back long ago, making way for account-based marketing and account-based sales development. For instance, at Belkins our ABSD is upheld by three powerful pillars: Lead Research, Support, and Sales.

Sales Qualified Leads 40

Sales Qualified Leads Resource Management Burn Rate Ideal Customer Profiles 40

markempa

AUGUST 23, 2006

Early-stage leads - those who are not ready to speak to a sales person yet – can be developed further with an effective lead nurturing program. Do you qualify leads before sending them to your sales team? Can you send them other relevant and educational content?

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 120

Industrial Marketing Today

OCTOBER 1, 2011

It needs to do all the heavy lifting for creating qualified opportunities for industrial sales. It is up to marketing to create relevant content, optimize it for search engines, promote it online via social media and other outlets, score prospects, nurture leads until they are “sales ready” before handing them off to sales.

Top of Funnel 60

Top of Funnel Inbound Marketing Bulldog Solutions Lead Scoring 60

markempa

NOVEMBER 10, 2005

» Winning the Complex Sales Cycle with Thought leading Content David Meerman Scott shares some great ideas on how to leverage your thought leading content on your website. For lead generation, the concept of thought leading content should go beyond the website. This is where lead nurturing fits in.

Sales Cycle 120

Sales Cycle Lead Generation B2B Sales Leads 120

markempa

OCTOBER 11, 2006

« White Papers and Lead Generation, Key for BtoB Marketers | Main | Lead Generation for the Complex Sale » How to Become a Thought Leader and Attract Customers Would you like to be more visible and generate sales leads on a limited budget? Become a thought leader ! Become a thought leader !

Lead Generation 120

Lead Generation B2B Thought Leadership Thought Leadership Generation 120

markempa

JUNE 8, 2007

During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. David also writes the Web Ink Now blog and has been named to the MarketingSherpa Viral Marketing Hall of Fame for the past two years in a row.

PR 120

PR Rules Lead Generation B2B Thought Leadership 120

markempa

MAY 21, 2007

Develop a lead generation calendar - Map out your activities for each month and then really follow it! Create a plan to add value every time you touch your future customers with relevant ideas, content and resources. And don’t just make irrelevant pitches more often! Also, don’t create the biggest database possible.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JUNE 21, 2006

Likewise, the harmonious interaction of sales and marketing is crucial. If they are askew and going in dissimilar directions, sales and marketing will not empower a successful complex sale or sales lead strategy. Bottom-line sales performance reflects just how well sales and marketing are working together.

Lead Generation 120

Lead Generation B2B Sales B2B Thought Leadership B2B Marketing 120

markempa

APRIL 18, 2005

Lead generation starts the dialog with the right people within the right companies to find more immediate opportunities. Lead nurturing keeps the conversation going with relevant and meaningful personal touches regardless of their timing to buy. Its really a dialogue - a conversation.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

MAY 18, 2007

Arrange your compensation so there’s a shared accountability around lead generation. Close-the-loop on each sales lead being generated. Integrate sales and marketing activity by using the same database or CRM system. Do your lead generation messaging align with your target audiences needs? Then be understood.”

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

JUNE 13, 2007

First, they may indicate the status quo in an organization is changing and secondly, they can contribute to the development of timely and relevant sales and marketing messaging. 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

JUNE 16, 2006

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.

PR 120

PR Lead Generation Rules Generation 120

markempa

DECEMBER 7, 2006

I had the chance to interview Michael Webb, founder of Sales Performance Consultants and an expert on sales process improvement on his excellent book, Sales and Marketing the Six Sigma Way. Michael gives some great input on how sales and marketing can use the six sigma process to create better sales and marketing results.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Generation 120

markempa

FEBRUARY 1, 2006

Categories B2B Telemarketing Books Cold Calling CRM Current Affairs Direct Marketing Email Marketing Event Marketing Human Touch Lead Generation Lead Management Lead Nurturing Lead Qualification Leadership Marketing Strategy My Podcast Personal Messages Podcasting Public Relations (PR) Referral Marketing ROI Measurement Sales Sales Leads Social Media (..)

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

MAY 23, 2005

Dont for get your audience wants information that is relevant and meaningful. Dont waste their time with a sales pitch. Where do webinars/webcasts fit into lead generation? Im often asked where do webinars/webcasts fit in the lead generation continuum? Dont waste their time with a sales pitch. The results.

Webcast 120

Webcast Lead Generation Webinar Metrics ROI 120

markempa

JULY 13, 2006

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.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 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.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

markempa

MARCH 30, 2007

The goal is not to try to buy the biggest list possible, but instead build the most relevant list possible based your ideal customer profile. I have found marketers often overlook the lists and data they already have in search of new contacts rather than building upon relevant conversations. So where should you start?

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

markempa

JANUARY 3, 2006

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.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

JUNE 7, 2005

If you must cold call, how do make each call relevant? I did a webcast with Jeff Thull on how to have relevant conversations with executives in mid-size to Fortune 500 companies. Jeff is the author Mastering the Complex Sale ® and The Prime Solution ®. If you must cold call, how do make each call relevant?

Cold Calling 120

Cold Calling Lead Generation B2B Sales Webcast 120

markempa

JANUARY 19, 2006

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. Or do you proceed with a strong and stable base?

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

Hubspot

AUGUST 30, 2011

Fact: Sharing free, relevant content online helps search engines & prospects find you. Fact: Companies that blog get 55% more web traffic & 70% more leads than those that don't. Email Marketing & Lead Nurturing. Fact: Leads generated via inbound marketing tactics like blogging & social media cost 62% less.

Top of Funnel 28

Top of Funnel Mobile Advertising Budget Programs Landing Pages 28

markempa

DECEMBER 29, 2011

Companies with integrated social media and SEO achieve 60% better conversion rates…Search rankings are driven by relevance, relevance enhances an organization’s credibility , and this credibility helps to drive conversion rates ,” says Sergio. It’s an essential ingredient to a B2B marketing program.”.

Top of Funnel 120

Top of Funnel Webinar Metrics Lead Scoring Lead Ranking 120

markempa

JUNE 8, 2005

If you want to be looked upon as an expert, your thought leading content needs to focus on your potential customer’s needs, issues and concerns. It must be relevant! If you want to be looked upon as an expert, your thought leading content needs to focus on your potential customer’s needs, issues and concerns.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

markempa

AUGUST 16, 2016

I recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. In the interview, we talk a little shop about the fundamentals of account based marketing, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Lead Scoring 120

markempa

APRIL 24, 2007

« Lead Generation via Podcasts: An Interview With Paul Dunay | Main | B2B Lead Generation Blog is todays TypePad Featured Blog » On Lead Nurturing: Looking for a "hot" date? When it comes to lead generation, the dating analogy is nothing new. Comments On Lead Nurturing: Looking for a "hot" date?

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 120

markempa

MARCH 2, 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. The content does not have to be flashy, just relevant.)

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

NetLine

AUGUST 2, 2023

With that in mind, here are 25 rocket-fueled strategies and ideas that can help propel your pipeline and turbocharge your B2B lead generation efforts. Before we do, let’s have a quick refresher on what B2B lead generation is and define the different types of sales leads that exist in the B2B world.

Lead Generation 52

Lead Generation Lead Ranking Sales Management Lead Scoring 52

SnapApp

DECEMBER 4, 2017

In the eyes of Google, newer content is more likely to be relevant than a post from years back, so sometimes updating a post can be as good as writing a new one. . Takeaway : Traditional marketing channels like TV adverts, direct mail and telemarketing all requires a lot of money to get started.

Paid Content 122

Paid Content Top of Funnel Stats Marketing Budget 122

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. They are not paid to do anything else.

Lead Qualification 120

Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120

markempa

JULY 30, 2007

If youre involved in a complex sale, Im sure youll find a few of the 9 1/2 tactics on lead generation relevant. Get on sales and marketing the same page. If youre involved in a complex sale, Im sure youll find a few of the 9 1/2 tactics on lead generation relevant. Dont ask for too much too soon.

Lead Generation 120

Lead Generation Generation Leads Lead 120

Oktopost

JUNE 5, 2019

Examples of outbound marketing include telemarketing (“cold calls”), paid mailings (both electronic and “snail mail”), advertising (banner ads, radio ads, billboards, etc.) and even door-to-door sales. Not only is it the older and better polished set of techniques, outbound marketing generates sales leads almost immediately.

Paid Content 116

Paid Content Top of Funnel Enterprise Management Telemarketing 116