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

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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. “If more companies listened to ( Find New Customers) a lot more would be sold.&#

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. Dan McDade, Pointclear.

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. Dan McDade, Pointclear.

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

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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. Dan McDade, Pointclear. Jeff Ogden.

Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function

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Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! David Green wrote an awesome post for the B2B Lead Generation Roundtable blog. If you are looking for lead generating ideas and better marketing strategies , we suggest you read this. __. Most companies don’t call what sales people do “demand creation” or “demand generation.”

Greatest Challenge Facing CMOs Today – Generating High-Quality Sales Leads

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“The vast majority of CMO’s in the study indicated that generating high quality leads is their top challenge. You really fix the problem, you’ll need deep buyer personas, content marketing, lead nurturing, lead scoring and more. By same token, B2B lead generation is one hairy beast – best left to the professionals. Quality leads matter.

How, When and Where Buyers Want Content

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B2B Lead Generation | Content Marketing Tips. As my friend Paul Dunay said “ Companies are in an arms-race around content.&# And Inside the Mind of the B2B Buyer found “Companies look for content at EVERY stage of the buying process.&#. It’s shocking how bad most companies are today.). The formula is simple – great content = sales leads.

3 Reasons You Should Outsource Lead Nurturing and Scoring

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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.

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 GenerationIt’s a great question. After all … we’ve seen it all.

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

ViewPoint

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?

The Current State of B2B demand generation

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B2B Lead Generation | Study Findings by Act-On Software. Most companies continue to market in the dark. Large companies with 500 employees or more should be somewhat sophisticated, but the data shows otherwise. These are unqualified, non-nurtured leads. Passing these leads to sales is a massive waste of expensive resources. 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.

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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. I 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. Dan McDade, Pointclear.

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

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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

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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. “If more companies listened to ( Find New Customers) a lot more would be sold.&# Saturday.

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

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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. “If more companies listened to ( Find New Customers) a lot more would be sold.&#

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

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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?” I do too. Whom they trust?

The Importance of Lead Nurturing (Radio Show)

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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.&# See CMO quote below.)

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?

The Problem with Reliance on Junior Marketing Folks

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He observed one of the most common mistakes made by B2B companies – a false reliance on junior marketing team members. 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. Unfortunately, that’s NOT an adequate definition of lead nurturing. (If

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

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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. “If more companies listened to ( Find New Customers) a lot more would be sold.&#

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 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. Find New Customers helps CMOs improve segmentation and targeting, develop and deploy great lead generation programs , and to track and qualify leads.

12 Marketing-Takeways from the B2B Marketing Manifesto

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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. I’d like to share Doug’s lessons with our fans. Guest blog.

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.

Buying software is easy. Fixing Lead Generation is hard.

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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.). So sales will get fewer, better leads.).

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.

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

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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.

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

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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

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7 Keys to B2B Lead Nurturing Success. 7 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

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B2B Lead Generation | Why your products and services are like your kids. Want to crank up sales and profits in your company? 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. I adore my kids.

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? 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. I adore my kids.

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. “If more companies listened to ( Find New Customers) a lot more would be sold.&#

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

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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.

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).