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20 Best Practices – An Essential Checklist for B2B Sales and Marketing Organisations

Fearless Competitor

B2B Lead Generation | A Checklist for B2B Sales and Marketing Operations. If you are a company who sells complex products to businesses, you really ought to get this document and use it! Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. sales challenges sales leadership Sales LeadsBob Apollo.

Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges

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Companies lack the ability to diagnose their own B2B lead generation shortcomings and challenges. From a post by Howard Sewell of Spear Marketing Group – talking about a new client: You can read the full post at Segmentation, Social Media Drive Lead Nurturing Success. They needed to first “Lay bare&# the process the company was using. That is clear.

Medium Sized companies struggle with B2B demand generation too

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B2B Lead Generation | Mid Sized Companies. That proves our superb knowledge of B2B lead generation. Last week Find New Customers reviewed results of a survey by Act-On Software , which found large companies (500 employees or more) struggling with B2B demand generation. Now we wish to examine mid-sized companies to see if the data differs. Would they do better?

60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson

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” This should be a wake-call for all leaders in companies who sell products to other businesses. And we strongly suggest you reach outside the business to expert firms like BlueBird Strategies , The Annuitas Group , NuSpark Marketing , PointClear and even Find New Customers. Marketing buyer personas content marketing lead-generation lead-nurturing lead-scoring management-best-practices sales-challenges Think Like A PublisherThe world is passing you by. Over half of the decision is complete before they talk to you. strong value proposition.

Laugh and Learn featuring @fearlesscomp | Episode 40 “Always Be Helping”

Fearless Competitor

company Find New Customers shares an important marketing lesson using wit and humor. In this episode, he shares a key business initiative at Find New Customers “ Always Be Helping &# and discusses the fame that his company has accrued from a “gift-giving&# approach and recommends other companies think the same way. B2B Demand Generation | Laugh and Learn.

How, When and Where Buyers Want Content

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B2B Lead Generation | Content Marketing Tips. It’s shocking how bad most companies are today.). Prospects consume content in every stage of the buying process , so lead generation depends on content. The formula is simple – great content = sales leads. And the opposite is true – no content, no leads. Content marketing is huge today. Survey says….

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

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In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales. Guess what?

How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

ViewPoint

As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. Lead GenerationThose kinds of relationships really suck.). They set the pace.

3 Reasons You Should Outsource Lead Nurturing and Scoring

Fearless Competitor

  B2B Demand Generation | Lead Nurturing and Scoring. One of the top experts in B2B demand generation, Brian Carroll, once said to me “ If you look at a company’s website and you are unable to find good buyer-focused lead nurturing content, they are not doing lead nurturing. “ Good point, Brian, and I find a lot of companies in that situation.

Why Sales needs Content Marketing and Marketing Automation

Fearless Competitor

Prospect visits website and checks out the company. Though he did not fill out a form, Sally knows who it is and edits the anonymous visitor record with the contact name and company. The prospect is automatically added into lead nurturing – and valuable information is shared over time. Because we’ve implemented lead scoring we’re able us to see exactly when they are sales-ready – ready to talk to Sales. 45 days later, Sally is notified that she has a new lead. ” Dan McDade, Pointclear. After all, you need to close deals!

The Current State of B2B demand generation

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B2B Lead Generation | Study Findings by Act-On Software. I was recently invited as a guest speaker for Act-On Software for a webinar entitled “Stop Marketing in the Dark.&# But I just saw the results of a study by Act-On and the verdict is clear. Most companies continue to market in the dark. These are unqualified, non-nurtured leads. Lead nurturing. Lead scoring.

What Sales Really Needs from Marketing

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Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Why are salespeople poor at lead generation? The economic downturn and financial crisis means companies are leaner than ever. Here are the 7 Strategies to Get More and Better Prospects into your Sales Pipeline : High quality, well nurtured leads.

The Importance of Lead Nurturing (Radio Show) in sales lead generation programs

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Buffer The Importance of Lead Nurturing  in sales lead generation programs. This radio interview I did back on B2B lead nurturing back on 9/ 17/2009 for SalesBuzz Radio is a classic. Lead nurturing is a key part of sales lead generation programs. Lead nurturing takes prospective customers and slowly builds trust by sharing valuable content (to them) over time.

How to Get Linkedin Recommendations

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B2B Lead Generation | Linkedin Recommendations. asked someone what she thought would be the best way to get more Linkedin recommendations. She replied “ Ask for them? &# I told her “ No – that’s not the best way. “ The best way to get Linkedin recommendations is this: Write Linkedin recommendations for others. But how? What do you think?

Laugh and Learn with Find New Customers | Episode 46 – Power of Gift-Giving

Fearless Competitor

In his weekly B2B marketing show, Jeff Ogden , President of the B2B lead generation company , Find New Customers ([link] shares a key marketing take-away using wit and humor. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. “If more companies listened to ( Find New Customers) a lot more would be sold.” ” Dan McDade, Pointclear.

Content Curation. 5 Ways to Succeed, Eventually

Fearless Competitor

B2B Lead Generation | Content Curation. Brand Yourself, not Your Company. People like to deal with people, not companies. Jeff Ogden ( @fearlesscomp ) is a popular speaker and presenter who is the President of the B2B lead generation consultancy, Find New Customers. One of our favorite bloggers is Jay Baer of Convince and Convert. Neicole Crepeau. Saturday. And it works.

We’re a small company. We can’t afford B2B demand generation

Fearless Competitor

Some companies lack resources to do a soup to nuts program like those offered by Find New Customers. But many companies are just getting started in B2B demand generation. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. B2B Demand Generation | Limited Budgets. They need a simple and low-cost way to learn.

Why “We’re the Leading Provider of” is NOT!

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Lead Generation Companies | Why “We’re the leading provider of” is a BIG Mistake. As an experiment, I did a Google search on “Leading Provider of” Wow! Here’s an example: Olive Software – the leading provider of digital edition & digital … A click on their website takes me to their “ value proposition.” Olive Software is the leading provider of digital edition and digital archiving solutions for the publishing industry. Betcha they will prefer my version to the company’s version.

Purchases are fun, but…….they don’t move the business needle

Fearless Competitor

Too often we confuse business purchases with what is truly required to generate business results, especially quality sales leads for salespeople. Sales lead generation takes a lot more. Don’t let this be your company!” He was asked by Jim Burns, CEO of Avitage “How many of those 13 companies were savvy content marketers, Joe?”  ” 2 of 13 = 10.5%.

The Importance of Lead Nurturing (Radio Show)

Fearless Competitor

B2B Lead Generation | The Importance of Lead Nurturing. This radio interview I did back on B2B lead nurturing back on 9/ 17/2009 for SalesBuzz Radio is a classic. The Importance of Lead Nurturing. As a CMO and 30-year marketing veteran, I really appreciate Jeff Ogden’s focus on a formalized process for managing and nurturing leads. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. “If more companies listened to ( Find New Customers) a lot more would be sold.&# Dan McDade, Pointclear.

The Problem with Reliance on Junior Marketing Folks

Fearless Competitor

He observed one of the most common mistakes made by B2B companies – a false reliance on junior marketing team members. That rang true. I’ve observed the lack of marketing leadership affecting a lot of companies. It adversely affects a company’s ability to attract and win new customers. B2B demand generation | The problem with junior marketing members.

Laugh and Learn with Find New Customers | Episode 42 “A Day Without Shoes”

Fearless Competitor

company Find New Customers shares an important marketing lesson using wit and humor. If you enjoyed our weekly show, why don’t you also follow my company on Linkedin or Facebook ? Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. In his weekly B2B marketing show, Jeff Ogden, President of the B2B Demand Generation.

CMOs Get Back To Business: CMO Council Releases Fifth Annual State Of Marketing Report

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Further Tracking and Qualifying Leads (42%). Good companies to contact include Mac Macintosh of AcquireB2B , Paul Mosenson of NuSpark Marketing , and Dan McDade of Pointclear. “We have been seeing since our ‘ Renovate To Innovate ’ report that CMOs need a middle layer of strategy,” she says. Again, we recommend Mac Macintosh of AcquireB2B , Paul Mosenson of NuSpark Marketing , and Dan McDade of Pointclear.). Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. B2B Demand Generation | CMO State of Marketing.

12 Marketing-Takeways from the B2B Marketing Manifesto

Fearless Competitor

It works best if you are truly committed and believe in what you are doing. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. “If more companies listened to ( Find New Customers) a lot more would be sold.” ” Dan McDade, Pointclear. B2B Demand Generation | 12 Marketing Take-Aways. Don’t try to be all things to all people. Be very specific.

2012 Revenue – Making It Happen vs. Hoping It Happens

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B2B Lead Generation | Ensuring You Make Your Number in 2012. For instance, over 9 out of 10 companies raised quotas in 2011.). Do we know who our best prospects are? Is our lead management optimized? Buyer personas, Content marketing , SEO, lead nurturing , lead scoring, metrics, sales enablement.). Formalizing your lead generation progression. Fixing the responsibility for lead generation (in marketing, not sales). Automating lead generation with marketing automation software like Eloqua , Marketo , Silverpop  or Act-On Software.

Marketing Automation Fundamentals with Thor Johnson – Mad Marketing TV Episode 15

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Marketing automation is not just for high tech companies any longer so regardless of the type of company you are – Thor goes through step-b-step how to get started. Don’t forget to join us for our next episode when we discuss the truth about leads with Dan McDade of PointClear. How to keep it simple. What to do prior to buying marketing automation.

Buying software is easy. Fixing Lead Generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Too many companies believe purchasing software fixes B2B lead generation. Fixing your B2B lead generation challenges is a lot like losing weight. Unfortunately, there’s no “Wonder Herb” in B2B lead generation and marketing either. What does your software purchase do toward fixing your company’s problems with generating quality sales leads? They are all fine products from solid companies.). ” Dan McDade, Pointclear. Right now!

Laugh and Learn with Find New Customers | Episode 51 – The Beard

Fearless Competitor

In his weekly B2B marketing show, Jeff Ogden , President of the B2B lead generation company , Find New Customers ([link] shares a key marketing take-away using wit and humor. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.  He’s also the host of the new B2B marketing show Mad Marketing TV , sponsored by Act-On Software. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. ” Dan McDade, Pointclear.

Laugh and Learn with Find New Customers | Episode 49 – Man Saved From Spider

Fearless Competitor

In his weekly B2B marketing show, Jeff Ogden , President of the B2B lead generation company , Find New Customers ([link] shares a key marketing take-away using wit and humor. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. “If more companies listened to ( Find New Customers) a lot more would be sold.” ” Dan McDade, Pointclear.

New “cheat sheets” on B2B demand generation from Find New Customers

Fearless Competitor

Keys to B2B Lead Nurturing Success. Keys to B2B Lead Scoring Success. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. “If more companies listened to ( Find New Customers) a lot more would be sold.” ” Dan McDade, Pointclear. Content marketing lead generation Lead Nurturing Lead Scoring Management best practices Marketing

The Problem with Kids: How Your Products and Services are Truly Perceived

Fearless Competitor

B2B Lead Generation | Why your products and services are like your kids. Want to crank up sales and profits in your company? No one cares.  If you are looking to do B2B lead generation , stop thinking like a parent. Comparing kids to a company’s products and services works. Herein lies the conundrum for business to business companies. “ We’re the leading provider of ……………” “A multi award-winning search marketing firm.” That’s the BEST way to do b2b lead generation.

The Problem with Kids: How Your Products and Services are Truly Perceived

Fearless Competitor

B2B Lead Generation | Why your products and services are like your kids. Want to crank up sales and profits in your company? No one cares.  If you are looking to do B2B lead generation , stop thinking like a parent. Comparing kids to a company’s products and services works. Herein lies the conundrum for business to business companies. “ We’re the leading provider of ……………” “A multi award-winning search marketing firm.” That’s the BEST way to do b2b lead generation.

Laugh and Learn with Find New Customers | Episode 41 – Old Spice Blend

Fearless Competitor

And as always, Jeff Ogden of the B2B lead generation company Find New Customers shares the key marketing take-away of the week. Jeff Ogden ( @fearlesscomp ) is a popular speaker and presenter who is the President of the B2B lead generation consultancy, Find New Customers. This show runs every Friday at 11am ET. along with a special guest you will recognize.

Laugh and Learn with Find New Customers | Episode 47 – Lazy Website

Fearless Competitor

In his weekly B2B marketing show, Jeff Ogden , President of the B2B lead generation company , Find New Customers ([link] shares a key marketing take-away using wit and humor. In this episode, he explains how marketers can use people to personify product or company features or competitive advantages. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers.

Laugh and Learn with Find New Customers | Episode 48 – It’s a tight, tight world

Fearless Competitor

In his weekly B2B marketing show, Jeff Ogden , President of the B2B lead generation company , Find New Customers ([link] shares a key marketing take-away using wit and humor. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. “If more companies listened to ( Find New Customers) a lot more would be sold.” ” Dan McDade, Pointclear.

2 Take-Aways from a MarketingSherpa Case Study

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B2B Lead Generation | Lessons from a MarketingSherpa case study. Centerbeam, a company that delivers technology infrastructure support for mid-sizedbusinesses, was the subject of a case study by MarketingSherpa recently. You can read the case study at Lead Generation: How ignoring 16,896 companies helped improve Sales-Marketing alignment. Please note that Pointclear helped this company with this project. Want to know why reaching out to Pointclear was so critical to their success? Moving Lead Generation over to Sales. Does it work?

3 Marketing Ideas from a great marketing company – Kinaxis

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B2B Demand Generation | Learning from the best. What can you learn from the savviest marketing companies on Earth? This is why companies need to look at new ideas from companies like Kinaxis. Kinaxis is a supply chain software company in Ottawa, Canada that competes against much larger rivals with very deep pockets. 3,200% increase in conversions (leads).

Stop Marketing in the Dark – sponsored by Act-On Software

Fearless Competitor

featured speaker was Jeff Ogden, the Fearless Competitor and President of Find New Customers – the B2B Lead Generation company. It takes more than marketing automation software to deliver results in B2B lead generation. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Jeff Ogden. The key lesson in this event?

Lead Generation Best Practices Part 6: Fewer Leads Are Better

ViewPoint

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. After all, shouldn't more leads deliver more opportunities? Standard lead generation’s focus on quantity—rather than quality—results in the following: The pipeline is flooded with a high volume of low-value leads.

The Fatal Mistake Boards & VP Sales Will Make In 2012 Planning

Fearless Competitor

And how companies are making a major blunder by hiring large numbers of salespeople in hopes of improving revenue results. “For companies selling products worth less than $100,000-$250,000, the old school strategy of hiring more feet-on-the-street to drive revenue growth is failing more often. He explains why hiring salespeople does NOT grow sales. Or just fails.&#.