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Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Whatever the motivation, any “push back” from Inside Sales to marketing automation and automated lead nurturing/qualification is misplaced.

Happy Birthday, sales lead generation company Find New Customers – belatedly

Fearless Competitor

Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. We are now four years old, which means we outlived a lot of other businesses. We also have a lot of great content on BtoB marketing, lead nurturing, lead scoring, and more on sales lead generation  - all of which can be found at www.findnewcustomers.com.

How to Nurture Sales Leads

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.

Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%

The Point

Sungard® Availability Services™ ( Sungard AS ) in Wayne, Pennsylvania is a global leader in disaster recovery, business continuity, and managed IT services. Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. Re-posted with permission.

The Awesome and Remarkable Power of Guest Posts in Sales Lead Generation

Fearless Competitor

So while we waited, we wrote guest posts for top companies, such as Marketo , Salesforce.com and Lattice Engines. (We also used to write for SwitchandShift.com, but found the process so cumbersome, that we dropped out.). Promotion like that feeds your sales lead generation programs. thank Marketo for making it look so nice. You can read it here. What do you think?

Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election

Fearless Competitor

Obermayer, executive director of the Sales Lead Management Association, announced the results of the voting for the Most Influential People in Sales Lead Management in 2011. Obermayer said, “People who win are recognized by their peers as multi-dimensional sales and marketing experts. Maria Pergolino – Marketo www.marketo.com. James W. Ruth P.

Thank you, Marketo and Jill

Fearless Competitor

Thanks so much, Marketo and Jill. A new business has to start somewhere. Marketo approved the writing of the remarkable sales lead generation white paper entitled How to Find New Customers. Find New Customers is one of few  lead generation companies in New York. Follow Jeff on Twitter or download the free guide to B2B lead generation. contact-form].

The Definitive Guide to Marketing Metrics by Marketo

Fearless Competitor

What does a business need to answer that question? Rock-solid marketing metrics on key measures that drive revenue results, such as (What percentage of marketing source leads closed? You’ll find answers in Marketo’s just released Definitive Guide to Marketing Metrics. B2B Demand Generation | Marketing Metrics. But how do you create these metrics? Great job, Jon!

3 Ways to Improve the Quality of Your Sales Leads

Modern B2B Marketing

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Improving lead quality requires a commitment from sales and marketing to focus on both quality and quantity, not just one or the other. Commit to lead nurturing.

What’s the Biggest Challenge Facing Your Business Today?

Fearless Competitor

What’s the Biggest challenge facing your business today? If you’re in Sales, you hate the crappy leads Marketing is giving you. Crappy leads means wasted time and lost selling opportunities. Those same biases exist in your business too. Get the Sales executive, the marketing leader and the CEO in one room. That’s right. Speak up.

Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Unfortunately, there’s no “Wonder Herb&# in B2B lead generation and marketing either. This is not a knock on products from companies such as Marketo, Eloqua, Silverpop, Neolane, and Pardot.

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Lead Nurturing Overview

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. We’re discussing this topic on Sales Lead Management Radio today, so we wish to re-share this article.

Lead Nurturing Overview

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.

How to Optimize Google AdWords with Offline Conversion Tracking and Marketo

Modern B2B Marketing

Until now, however, the AdWords conversion tracking tools have only worked for basic online conversions, such as a lead submission (form fill-out) or e-commerce transaction. Today, however, Google has announced the release of a new AdWords conversion import feature , which allows you to track when clicks on your AdWords ads result in leads or sales in the offline world.

Share a Story to Drive Sales Leads

Modern B2B Marketing

by Carol Fox Conventional wisdom holds that a lead’s fate is decided by the prospective customer, not the sales person. But if a satisfied client were to become an evangelist for your brand, sharing their experiences with peers on a grand scale, what do you think that would do for your sales? How have you used storytelling to drive sales leads? sales leads

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Harness it in YOUR business – the power of B2B demand generation

Fearless Competitor

B2B Demand Generation | Many need our free B2B lead generation content. Need to learn B2B lead nurturing? Download our totally free and no registration needed cheat sheet, 7 Keys to Successful Lead Nurturing. I was speaking with a good friend at a content marketing company in Boston. We offer them our great free B2B lead generation content. That’s right.

The Importance of Marketing Specialization

Fearless Competitor

At last, Find New Customers is now on the Sales Lead Management Association website with all the other B2B marketing companies. Hope to hear from them soon because I had a great conversation with them this week. I’m proud to have them on my team and great guest speakers for the Business Marketing Association of Tampa Bay, which I founded. Jeffrey L. Joe Pulizzi. ”).

The Marketo Revenue Rockstar event, NYC

Fearless Competitor

Yesterday, I had the opportunity to attend the Marketo Revenue Rockstar event in NYC. did a great presentation on how B2B marketers have evolved from basic lead generation, to demand generation to revenue marketing. Final speaker was Jon Miller, VP of Marketing and co-founder of Marketo, who delivered his “Secret Sauce&# presentation. As one of the fastest-growing companies in history, he shared some interesting facts on the huge role of marketing in Marketo. If you were as good as Marketo, Find New Customers would not exist.). Debbie Qaquish.

How Does Lead Response Time Impact Sales?

Modern B2B Marketing

by Carol Fox Allowing time to elapse before sales responds to leads is unfortunately all too common – and costly. Oldroyd at MIT , in conjunction with InsideSales.com, showed that waiting even an hour to contact and qualify sales leads can drastically reduce your chances of success. percent of the businesses used a strategy involving both phone and email. James B.

B2B Lead Generation | Where Are You Today?

Fearless Competitor

B2B Lead Generation | Where Are You Today? An SVP of Worldwide Marketing used this to describe where his 1/2 billion software company fit today in B2B Lead Generation. His point: They were primitive – no content marketing, no lead nurturing, no lead scoring, no marketing automation, etc. They were just past the chimpanzee on the left. It’s our gift to you.

Who is the Hero of our Story? You are!

Fearless Competitor

With so many businesses struggling to create enough qualified sales leads, who’s the hero of our story? Answer: Beleaguered sales people. Your employer’s to blame, because they have not invested fully in a best-practices sales lead generation program. They have not purchased marketing automation like Marketo or Eloqua. We feel your pain.

Are You Lost In A B2B Sales Lead Paradox?

Modern B2B Marketing

They’ve filled the funnel with sales leads.  The sales department followed through on the leads provided but somehow your close-ratios are dropping.  If you are finding issues in your lead generation process, check these 5 reasons why you may be losing opportunities and what you can do to fix it: 1. Your Lead Scoring Is Off The Mark. B2B Sales sales leads

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Adios Marketo. It was fun!

Fearless Competitor

Marketo will always have a special place here at Find New Customers – they got us started. We said good-bye to Marketo recently, and a strange thing happened. Business took off. For almost three years, we delivered leads to them. Our white paper, How to Find New Customers , (which they sponsored) delivered a small but steady stream of leads. What happened?

Find New Customers salutes the “20 Women to Watch in Sales Lead Management”

Fearless Competitor

The Sales Lead Management Association yesterday announced the winners of the “ 20 Women to Watch in Sales Lead Management.” Maria Pergolino, Marketo, Inc. Lori Richardson, Score More Sales. Tonnia Strand, Business to Business Marketing. ” Find New Customers congratulates all of the winners. Great job, ladies! Lisa Arthur, Aprimo, Inc. Trish Bertuzzi, The Bridge Group, Inc. Karla Blalock, PointClear, LLC. Lisa J. Cramer, LeadLife Solutions. Christine Crandell, NBS Consulting Group. Robyn Davis, When I Need Help (WINH).

Lead Nurturing Fundamentals – How to do lead nurturing

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.

The “Whom to Choose” Buying Phase

Fearless Competitor

B2B Lead Generation | The “Whom to Choose&# Buying Phase. We share your information with our sponsor, Marketo , but you can easily opt out anytime.). Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers.

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The Awesome Power of Guest Posts in Content Marketing

Fearless Competitor

Brian Clark, aka @copyblogger, says that guest posts are one of the best ways to build your business with content. So if you want to promote a business like the sales lead generation company , Find New Customers , start writing guest posts! And when you write a post for a very popular blog like Marketo , you get tons of audience. in his recent book.

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What is Revenue Performance Management? – whiteboard discussion by Jon Miller of Marketo

Fearless Competitor

In this video, Jon Miller, VP of Marketing and co-founder of Marketo discusses in a whiteboard presentation how companies can improve fiscal results using Revenue Performance Management. While Marketo discusses Revenue Performance Management, it is our belief that the term “ Revenue Performance Management &# was actually coined by Eloqua.). Jeff Ogden is President of  Find New Customers “ Lead Generation Made Simple ” Check out the online show every Friday at 11am ET, “Laugh and Learn with the Fearless Competitor.&# Quality leads matter. contact-form].

Where Leads Come From – Current vs. Best Practices

Fearless Competitor

B2B Lead Generation | Where Leads Come From. Businesses ought to take a long hard look at lead sources to ensure the health of their businesses. t the recent Marketo Revenue Rock Star event, one of the speakers (perhaps Debbie Qadish of The Pedowitz Group) presented the unhealthy source of sales leads today. Note that well over 1/2 – 63.3%

Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win. Many sales reps lack insights on the best way to follow up on a lead.

The importance of story-telling in lead nurturing

Fearless Competitor

Lead Generation Company | The Power of Story-Telling in Lead Nurturing and Scoring. If you listened to the VP of Marketing and co-founder at Marketo , Jon Miller , discuss lead nurturing in a Find New Customers podcast, ( to subscribe to these podcasts for free , click those underlined words.&# )  you heard why it is so important. ’&# Amen, Ardath! People do.

Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Unfortunately, there’s no “Wonder Herb&# in B2B lead generation and marketing either. This is not a knock on products from companies such as Marketo, Eloqua, Silverpop, Neolane, and Pardot.

How to Use Quizzes to Ramp Up Your Lead Database

Modern B2B Marketing

Tell them you have a new way of generating quality leads! They are visual, fun to take, and can be a great lead generation tool. This blog will help you learn more about this lead generation strategy and how you can create engaging quizzes : Step One: Create a Captivating Quiz. You can easily switch out the results in the quiz to be more relevant to your business.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

ViewPoint

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. It's a sales AND marketing strategy supported by a process managed by people and enabled by technology. ABM aligns marketing and sales. Stay tuned!

Step 3: What you do when a visitor to your website is NOT ready to buy?

Fearless Competitor

The answer: Lead Nurturing. The definition of lead nurturing is sharing information of value to your prospective buyer, so that you earn his or her trust and when he or she is finally ready to buy, she turns to her preferred supplier – you! Chief Marketing Officer once described to me the different between Sales and Marketing this way: Marketing looks for Mr. Right.

Accolades for How to Find New Customers

Fearless Competitor

B2B Lead Generation | How to Find New Customers. Looking for leads. Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! We wanted to write a white paper on B2B lead generation , aka demand generation. In addition, I believed there was room for another lead generation company. Watch the last Laugh and Learn show.

Lead Generation: How Do You Balance Quantity with Quality?

Modern B2B Marketing

Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. Rewarding people to do it well is even trickier business. good lead generation team keeps your sales team fed and focused on closing deals. Pass lots of leads to sales. Pass quality leads to sales. Which leads to qualify.

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How to Find New Customers – the Definitive Guide to B2B Demand Generation

Fearless Competitor

” That joke was recently shared about Marketo’s propensity to name their content “Definitive Guide to… ” They love that naming convention. ” In fact, it was originally sponsored by Marketo. It was edited by a rather well-known sales expert, who was quite the task-master on this great document, so the writing quality is superb!

Why do some companies prosper – despite a terrible economy?

Fearless Competitor

B2B Demand Generation | Growing a business in a terrible economy. Here are a few of the really fast growers (and job creators): Marketo. Other than the fact that all five are business to business technology companies, what do they have in common? The lesson here for other business to business sellers is clear. “U.S. Worries Grow Over Jobs&# Wall St.