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Lead Scoring’s Worst Enemy: “Stuff Marketing”

CMO Essentials

Lead scoring is a marketing science in the purest sense – it makes calculated predictions based on consistent demographic and firmographic data paired with objectively tracked behaviors. This mix is why content marketing often effectively supports lead scoring, as both share the same units of measurement – namely, conversions. Demand Generation Trending

The Simple Guide to Lead Nurturing

Fearless Competitor

B2B Demand Generation | Lead Nurturing. created a nice overview of lead nurturing and posted it to Slideshare. Forrester estimates that as few as 1 in 20 companies are doing a decent job of lead nurturing – so simple is good. Where do we build our lead nurturing campaigns? Power of lead nurturing in B2B. is complex.

The Simple Guide to Lead Nurturing

Fearless Competitor

B2B Demand Generation | Lead Nurturing. created a nice overview of lead nurturing and posted it to Slideshare. Forrester estimates that as few as 1 in 20 companies are doing a decent job of lead nurturing – so simple is good. Where do we build our lead nurturing campaigns? Power of lead nurturing in B2B. is complex.

3 Reasons why lead nurturing and scoring have NOTHING to do with software

Fearless Competitor

B2B Demand Generation | Lead nurturing and scoring. Want to develop and deploy a world-class lead nurturing and scoring program in your company? Here are three reasons why Lead Nurturing and Scoring have NOTHING to do with software. Lead nurturing is about telling a great story – from Problem to Solution.

Best-in-Class Companies and Lead Nurturing – a Study by Aberdeen Group

Fearless Competitor

B2B Lead Generation | Characteristics of Best-In-Class companies. Finishing up my review of Maximizing Lead Generation by Ruth Stevens and I found some interesting data on lead nurturing she shared that my fans will enjoy. Best-in-Class companies and lead nurturing. Still think lead nurturing isn’t important?

10 Things Your CEO Needs to Know Now about B2B Demand Generation

Fearless Competitor

10 Things Your CEO Needs to Know Now about B2B Demand Generation. This man badly needs the help of a marketing leader well versed in B2B demand generation, who can  create a program to fill sales funnels with warm leads. Here are Jeff Ogden , the award-winning President of Find New Customers  shares his list of  10 Things Your CEO Need to Know Now about B2B demand generation.

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. The quality of the work directly affects success.

Why Companies Should Do SCORE BEFORE hiring Demand Generation Managers

Fearless Competitor

I believe SCORE will enable businesses to craft a world-class demand generation process, and get much better results, than hiring a demand generation manager first. SCORE (Simple, Clear, Optimal Revenue Enhancement) is a well crafted process and was used in many companies – it’s proven and takes between 4-6 months to implement fully. sales challenges

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. It was a very popular show. See CMO quote below.)

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. People do.

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Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. 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? Remember, we need fewer and better leads for sales.).

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The Lead Generation Assessment Service

Fearless Competitor

B2B Lead Generation | The Lead Generation Assessment Service. “The leads we get from Marketing are crap.&#. The leads they are getting are crap. Is it because our lead nurturing programs aren’t working? This is why outside insights are need and lead generation companies like Find New Customers can help you. But why?

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

Fearless Competitor

B2B Demand Generation | Why it belongs in Marketing – Not Sales. Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! J. David Green wrote an awesome post for the B2B Lead Generation Roundtable blog. The Percent of the Sales Budget Spent on Demand Generation. Great show! It’s a must-watch!

The importance of story-telling in lead nurturing

Fearless Competitor

B2B Lead Generation | The Power of Story-Telling in Lead Nurturing. If you listened to the VP of Marketing and co-founder at Marketo , Jon Miller, discuss lead nurturing a recent Find New Customers podcast, ( to subscribe to these podcasts for free , click those underlined words.&# )  you heard why it is so important. Look at the girl reading a book.  Could

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The Current State of B2B demand generation

Fearless Competitor

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. These are unqualified, non-nurtured leads. Passing these leads to sales is a massive waste of expensive resources.

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.

B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers

Fearless Competitor

Find New Customers is pleased to present our interview with one of the top experts in B2B demand generation today , Mac McIntosh. Mac is also publisher of Sales Lead Report ® and B2BMarketing Technology Insights ™. We’re deeply honored to interview this expert, who was recently voted #1 of the Sales Lead. What role does social media play in B2B demand generation today?

Trust and the Big Lie of Lead Generation

Fearless Competitor

B2B Lead Generation : Capturing Accurate Information on Forms. provocative post called The Big Lie of Lead Generation. How many leads will you need to make your quota? Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. Last Friday, someone filled out this form to download content. wish to comment about it there.

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How B2B Sellers Can Address the Content Marketing Challenges

Fearless Competitor

Lead Generation Companies : Addressing the B2B Content Marketing Challenges. Please note that our wonderful free “cheat sheet&# on lead nurturing “ The 7 Keys to Lead Nurturing Success &# is a small taste of what you get in our terrific white paper,  How to Find New Customers , including topics like Ideal Customer Profiles. Jeff Ogden is President of the  B2B lead generation consultancy,  Find New Customers. This is the post popular YouTube I ever did. And for good reason. Check it out.

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How to Use LinkedIn to Generate and Qualify B2B Leads

Modern B2B Marketing

As a result, B2B marketers sometimes overlook the professional social media site’s ability to support lead generation and qualification. LinkedIn users are typically college educated, middle- to upper-class and with no kids. LinkedIn is a treasure trove of B2B content that can be used to support your organization’s lead generation and qualification activities.

The Lead Generation Assessment | Our most popular service

Fearless Competitor

B2B Lead Generation | The Lead Generation Assessment service. The Lead Generation Assessment  service is far and away our most popular service. Here’s why: Carlos Hilgado of The Annuitus Group  wrote this about setting up a lead. Go though your lead management steps and determine where you are with you data, lead planning, metrics, etc.

Top 10 Reasons NOT to talk to Find New Customers

Fearless Competitor

B2B Lead Generation | 10 Reasons NOT to Talk to Find New Customers. The B2B lead generation consultancy, Find New Customers is not for everyone. 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.

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

Fearless Competitor

B2B Demand Generation | Laugh and Learn. In his weekly B2B marketing show, Jeff Ogden, President of the B2B Demand Generation. Jeff Ogden ( @fearlesscomp ) 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.

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

Fearless Competitor

B2B Demand Generation | Why Outside Experts are Needed. 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. That is clear.

Top 10 Marketing Automation Mistakes

The Point

Launching lead scoring too soon. Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment. Not setting up SPF and DKIM.

Find New Customers “releases” 7 Keys to Lead Scoring Success – a new cheat sheet

Fearless Competitor

B2B Demand Generation | New Marketing Content from Find New Customers. The B2B demand generation experts at Find New Customers have released the latest in the highly acclaimed “7 Keys&# series. This new content, 7 Keys to Lead Scoring Success , covers one of the most important topics in B2B marketing today. However, there is one small problem.

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Find New Customers announces the release of our newest “cheat sheet”

Fearless Competitor

This new cheat sheet follows the highly acclaimed “ 7 Keys to Lead Nurturing Success &# earlier and is part of our bi-monthly release of new marketing content in this series. “We believe bite-sized, easy to digest content is the wave of the future,&# says Jeff Ogden, President of the B2B lead generation consultancy Find New Customers.

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.

Want to learn B2B lead generation? Got $49?

Fearless Competitor

B2B Lead Generation | Our $49 training course. We believe everyone has a right to affordable knowledge on b2b lead generation. B2B Lead Generation Training Program. 18 Emails on B2B lead generation concepts, delivered over three months. To learn more and order it, visit Demand Generation Training. 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.

Chart: Greatest Challenges for CMO’s

Fearless Competitor

Lead Generation Companies | Biggest Challenges for CMOs. A few months ago, MarketingSherpa asked this question of 287 Chief Marketing Officers. Generating high quality sales leads is the single biggest challenge in business today. Generating High Quality Leads is the problem that Find New Customers helps with.

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Medium Sized companies struggle with B2B demand generation too

Fearless Competitor

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. Few were doing lead nurturing and almost none were doing lead scoring.

Top 10 Reasons NOT to talk to Find New Customers

Fearless Competitor

B2B Lead Generation | 10 Reasons NOT to Talk to Find New Customers. The B2B lead generation consultancy, Find New Customers is not for everyone. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. We tried to think up some reasons why it’s not for you. And we wanted to have some fun with it too.

Find New Customers | Great content on B2B demand generation and always FREE

Fearless Competitor

B2B Lead Generation | Free content at Find New Customers. With CMOs saying the lack of quality sales leads is their #1 challenge (MarketingSherpa), they need a lot of help too. free Education section on B2B demand generation. Free tools you can use to measure your existing B2B demand generation programs. A CEO page for business owners and leaders.

The NetProspex Social Business Report

Fearless Competitor

The B2B demand generation consultancy, Find New Customers is good friends with the folks at Netprospex, so when they released this report, they invited us to share the word with our valued readers. Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs.

Laugh and Learn featuring @fearlesscomp | Episode 25 – Inbound Marketing Rap

Fearless Competitor

is a weekly show by Jeff Ogden, the President of the B2B lead generation consultancy, Find New Customers , and is intended to deliver a marketing lesson using wit and humor. Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. We help companies with between 150 and 5,000 employees who sell complex products to businesses to implement world-class  lead generation programs. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers.

Sales without Marketing is a huge blunder

Fearless Competitor

Lead Generation Companies | The importance of Sales WITH Marketing. must match up to be world-class. Ideal Customer Profiles , Universal Lead Definitions and Buyer Personas are the basic building blocks of great B2B marketing programs. Hiring sales without strong marketing is a massive mistake. In fact, those two. Most of what was once Sales, now lives in Marketing.

The “Whom to Choose” Buying Phase

Fearless Competitor

B2B Lead Generation | The “Whom to Choose&# Buying Phase. Or sign up for our demand generation podcasts in iTunes. Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. We help companies with between 150 and 5,000 employees who sell complex products to businesses to implement world-class  lead generation programs.

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How to turn a good white paper into a great lead generation piece

Fearless Competitor

B2B Lead Generation: Great content or a great lead generation tool. Do you want a trickle of leads or a flood? To illustrate, let’s look at an example of how to turn a nice white paper into a great lead generation program: Let’s say you hire a company like the B2B demand generation company Find New Customers to write a white paper for you.

@fearlesscomp and Paula Chiocchi of Outward Media to appear on SLMA radio today

Fearless Competitor

B2B Lead Generation | The Fearless Competitor and  Paula Chiocchi, CEO and President of Outward Media   to appear on SLMA Radio tonight at 5pm PT/8pm PT. Sales Lead Management Association (SLMA) Radio has all the top experts in B2B marketing and sales. Jeff Ogden ( @fearlesscomp ) is President of the  B2B lead generation  consultancy,  Find New Customers.

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The Power of Story-telling in B2B Marketing

Fearless Competitor

Don’t you wish your lead nurturing campaigns had the same effect? To learn how Find New Customers can help you improve your lead nurturing programs , click here. Tomorrow morning – Final part of the Mac McConnell Lead Scoring white board talk. Find New Customers | The Power of Great Story-Telling. It’s gripping, entertaining and fun.