markempa

AUGUST 30, 2007

This is a series of articles from various thought leaders in the B2B marketing industry based around the question "Wh. 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!

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

JULY 28, 2006

In the meantime, I do want to quickly share some interesting research from MarketingSherpa. Their results show that thought-leading content thats educational in nature performed best as a call to action. In the meantime, I do want to quickly share some interesting research from MarketingSherpa. Stay tuned. Stay tuned.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JUNE 14, 2006

« New Book: Lead Generation for the Complex Sale is officially released | Main | PR Has New Rules for Reaching Buyers Directly » Why Most B2B Sites Fail to Convert Sales Leads Most people coming to your website arent coming to your website to buy. They are coming to your site for information.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

AUGUST 17, 2007

A lead nurturing program can leverage existing investments that you have made in other marketing tactics such as events, white papers, contributed articles, or any other thought leading content. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 What can you send via email?

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

markempa

AUGUST 11, 2006

And, as my recent post about MarketingSherpa’s research shows, blogs have become a great lead generation tool for marketers. And, as my recent post about MarketingSherpa’s research shows, blogs have become a great lead generation tool for marketers. This is the perfect time to release a book on corporate blogging.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

OCTOBER 31, 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120

markempa

JUNE 19, 2006

« PR Has New Rules for Reaching Buyers Directly | Main | How a Blog Turns Into a Book Deal: The Story of my book, Lead Generation for the Complex Sale » Optimizing Lead Generation - Whats the Payback? Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation Optimization Leads 120

markempa

MAY 9, 2007

Startling as it may seem, recent research (and even studies from ten years ago) shows that longer-term leads (future opportunities), often ignored by salespeople, represent almost 80% of potential sales. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Lead Nurturing ROI Generation 120

markempa

FEBRUARY 28, 2007

People use the web for research; they are looking for fresh ideas, insight and actionable information. Leverage it and demonstrate your thought leadership. The driver and crew in this metaphor can be seen as thought leadership; the ideas and talents that set the team apart from others. " My response.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MARCH 21, 2006

During two years of research, Reichheld discovered, that the answer to this basic question, Would you recommend our products/services to a business peer?, Jim Lenskold and Bill Lee just wrote a practical article on MarketingProfs which builds on Reichheldss research and ideas. correlated directly to growth rates.

Lead Generation 120

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

markempa

JULY 9, 2007

Often when prospects have an identified need, they can spend months researching and seeking information on solutions that may satisfy that need. Often when prospects have an identified need, they can spend months researching and seeking information on solutions that may satisfy that need.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

MAY 13, 2007

In addition, we cant ignore research showing the average tenure of a CEO is six years. 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! The media who criticize leaders for thinking long-term?

Lead Generation 120

Lead Generation ROI Top of Funnel B2B Marketing 120

markempa

MAY 8, 2006

My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy. My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy.

Lead Generation 120

Lead Generation Generation Cold Calling Leads 120

markempa

JULY 21, 2005

« New and Improved Lead Nurturing Article | Main | Getting into big companies » New Lead Nurturing Webinar Startling as it may seem, recent research (and even studies from ten years ago) shows that longer-term leads (future opportunities), often ignored by salespeople, represent nearly 80% of potential sales.

Lead Nurturing 120

Lead Nurturing Lead Generation Sales Qualified Leads Webinar Metrics 120

markempa

JULY 10, 2006

The article is based on a recent white paper , as well as research by CSO Insights. Brian Carroll and others extended the conversations so I thought I’d revisit the topic with some more thoughts. The article is based on a recent white paper , as well as research by CSO Insights. Every salesperson loves leads.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

markempa

JUNE 13, 2007

« Podcast: The New Rules of Marketing & PR Interview with David Meerman Scott | Main | Social Media Pundits Disconnect from B2B Marketing » The Physics of Trigger Events for Lead Generation Most buyers arent ready to buy when were ready to sell. (See See the above mind map for examples) 2.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

NOVEMBER 14, 2005

« Winning the Complex Sales Cycle with Thought leading Content | Main | Embattled CMOs share strategies to improve marketing influence » Google Makes Web Analytics Free but will it help your lead generation? Research shows that the number one priority for B2B websites is lead generation.

Lead Generation 120

Lead Generation Analytics Generation Google 120

markempa

JANUARY 4, 2006

« Its a New Year for Lead Generation for the Complex Sale | Main | Use Event Marketing Successfully for Lead Generation » Top Six Lead Generation Challenges for the Complex Sale in 2006 Based on our research, I think companies with complex sale will face the following six lead generation challenges in 2006: 1.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

DECEMBER 21, 2006

According to their research, " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs." According to their research, " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs." Bottom line: its the numbers.

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified Leads 120

markempa

JULY 13, 2006

An excellent way to reach people early is by developing thought-leading content. Yet most companies lack thought provoking, educational content; instead, they emphasize sales content. An excellent way to reach people early is by developing thought-leading content. Simply put, engage early and often.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120

markempa

JUNE 8, 2005

They said they were thought leaders. When I visited their so called “thought leader” section, it contained just a few ‘white papers’ which required user registration to download. That’s not thought leadership! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

markempa

JUNE 7, 2005

Im more impressed by the amount of research and testing that went into this book. Im more impressed by the amount of research and testing that went into this book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 I got a copy of the handbook and finally had a chance to read it.

Landing Pages 120

Landing Pages Lead Generation Conversion B2B Thought Leadership 120

markempa

FEBRUARY 1, 2006

We see the halo effect demonstrated in places like the Harvard Business Review where its quite common to see business executives collaborate on papers with a professor or sponsor research projects. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

JUNE 14, 2005

Main | Research confirms that B2B Companies Continue to Struggle with Lead Generation and Follow-up » Word-of-mouth marketing gets BtoB people buzzing I just heard that I was quoted in BtoB Magazine on word-of-mouth marketing (WOM). Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Word of Mouth 120

Word of Mouth BtoB Buzz WOM 120

markempa

MARCH 30, 2007

Even with these expanding options in list building sources the drudgery of careful research is sill the most productive course of action, because you best understand the nuances of your ideal customer profile. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

markempa

MARCH 30, 2005

Recent research shows that reputation makes a huge difference for B2B companies in the following areas; demand creation, lead generation and overall revenue growth. " Read my post on defending thought leadeship. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 " - Field of Dreams.

Word of Mouth 120

Word of Mouth Lead Generation WOM B to B 120

markempa

MAY 24, 2005

Take sales lead follow-up for example, research shows that sales people do not fully pursue around 70% of leads generated by marketing. One final thought, If your sales team cannot turn leads back over for additional lead nurturing you are just throwing a lot of your budget on the scrap heap.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

markempa

MAY 20, 2005

Research them, their companies, their clients or customers. Do your research (step 2 above). Over time, as you build your lead generation program, your experts may be interested in co-developing white papers, special research reports, articles, and events with you. Make your shortlist. Give them a call.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

markempa

JANUARY 18, 2005

Research shows, that top sales performers have the best opportunity screening skills. Research shows, that top sales performers have the best opportunity screening skills. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Lead Scoring 120

Directive Agency

JUNE 24, 2019

Don’t want to spend too much time, but thoughts on the Oscars this year. I had had some really bad sales jobs in high school where I would call people up, telemarketing, selling them coupon books, selling coupon books to little old ladies who absolutely didn’t need them. Green Book, was it deserving?

Work Management 40

Work Management Planning Marketing Management Peer-to-peer 40

Directive Agency

JUNE 24, 2019

Don’t want to spend too much time, but thoughts on the Oscars this year. I had had some really bad sales jobs in high school where I would call people up, telemarketing, selling them coupon books, selling coupon books to little old ladies who absolutely didn’t need them. Green Book, was it deserving?

Work Management 40

Work Management Planning Marketing Management Peer-to-peer 40

markempa

MAY 19, 2005

It was confirmed after two-years of research that the answer to this single question is the number one indicator and correlated directly to growth rates. Reichheld’s research shows us that people put their personal reputations on the line when they act as a reference or make a recommendation to someone else.

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

Anteriad

APRIL 25, 2023

We’ve all been there—you’ve heard a new buzzword in a meeting or at an event and made a mental note to research what exactly it means later. It is a framework that acknowledges a buyer’s progression through a research and decision process that ends with them making a purchase. You’ve come to the right place.

Paid Content 95

Paid Content Sales Management B2B Sales Top of Funnel 95

Anteriad

APRIL 25, 2023

We’ve all been there—you’ve heard a new buzzword in a meeting or at an event and made a mental note to research what exactly it means later. It is a framework that acknowledges a buyer’s progression through a research and decision process that ends with them making a purchase. You’ve come to the right place.

Paid Content 84

Paid Content Sales Management Top of Funnel B2B Sales 84