• VIDYARD  |  WEDNESDAY, MAY 20, 2015
    [Class, Lead] From Marketing Tech to Organizational Alignment: Pocket these Lessons from Sirius Decisions 2015
    If you’re a modern marketer that’s using the demand waterfall, lead scoring or lead nurturing, then you’ve probably heard of Sirius Decisions. She talked about a dramatic re-organization of FireEye’s marketing organization to improve visibility into lead flow, pipeline as well as infrastructure and process.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 8, 2015
    [Class, Lead] Love and Nurture Isn’t Just for Leads: 4 Ways to Show Your Data Some TLC
    Without it, your pretty emails , your sophisticated nurture, your shiny website…well, I’m sorry to break the news, but they mean absolutely nothing. Corinne Sklar, Global CMO of Bluewolf, says, “Remember (that) your lead nurture programs are only as good as your data. Clean It. Consolidate It. Standardize It.
  • CMO ESSENTIALS  |  TUESDAY, APRIL 7, 2015
    [Class, Lead] Your Marketing Automation Reality Check: Calculating the Costs of Misuse
    Email Marketing Only – Burning Cash for Warmth: Email is used by 95% of Best-in-Class marketing automation practitioners , 88% of Industry Average users, and 79% of Laggard users. You have more data to manage, more leads to dilute your conversion rates, and less insight into marketing’s overall contribution to revenue.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 19, 2015
    [Class, Lead] Back to Basics: What is Marketing Automation and Why Do I Need It Now?
    According to the Aberdeen Group, Best-in-Class marketers are 67% more likely to use a marketing automation platform, with 87% of top-performing firms using this technology. Lead generation. Lead nurturing and scoring. Are you filtering leads based on level of engagement and interest? It’s pretty simple. Retention.
  • CMO ESSENTIALS  |  TUESDAY, MARCH 17, 2015
    [Class, Lead] 6 Tactical Marketing Enablers for Independent Buyers
    Ungated Content Collections: The practice of gating content for lead generation hinges on a transactional value exchange – the content has to be worth a person’s contact information, otherwise, it’s no deal. For independent buyers, you want to have lead nurturing paths they can consciously opt into of their own accord.
  • MARKETING ACTION  |  TUESDAY, MARCH 3, 2015
    [Class, Lead] Don’t Let Prospects Get Lost: Create a Customer Journey Map
    The B2B customer journey is generally seen to have five stages: Attract, Capture, Nurture, Convert, and Expand. Learn essential ways to use content to attract top-of-funnel leads, with our eBook “ Attraction 101: Content Marketing.” Nurture. What’s driving up lead scores? Stations Along the Way. Attract.
  • CMO ESSENTIALS  |  FRIDAY, FEBRUARY 20, 2015
    [Class, Lead] Skeptical, Informed Buyers vs. Excited, Uninformed Buyers – A Tale of Two Journeys
    Let’s play a quick, marketing-themed game of “would you rather…” Would you rather pass a skeptical but well-informed buyer along as a lead to your sales team, or an excited but uninformed buyer? Another 29% of Best-in-Class lead scoring practitioners base their scores solely on behavioral content consumption data.
  • CMO ESSENTIALS  |  TUESDAY, FEBRUARY 17, 2015
    [Class, Lead] 5 Reasons Customers Hate Your Marketing Emails
    This can lead to your domain getting blacklisted, which will cause a major issue for your campaigns. The majority (51%) of Best-in-Class marketers structure their lead nurturing email programs to operate off of a pre-defined schedule that dynamically adjusts to recipients’ behaviors. The Intrusion Campaign.
  • MARKETING ACTION  |  MONDAY, FEBRUARY 16, 2015
    [Class, Lead] The B2B Online Marketing Playbook: A CEO’S Guide to Risks and Rewards
    Here are the 10 key online marketing concepts you’ll find inside, along with a preview of the information you need to make smart investments, generate higher quality leads, and increase revenue. PLAY #1: Lead Generation. According to MarketingProfs, best-in-class B2B firms generate an average of 17% of their leads from social media.
  • CMO ESSENTIALS  |  MONDAY, JANUARY 26, 2015
    [Class, Lead] Two Marketing Success Stories from the History of the Super Bowl
    Just as the Super Bowl expanded out from being just a game, when marketers expand their efforts with marketing automation, which research has shown to be a common technological enabler among the majority of Best-in-Class companies (87%), they can build an integrated, measurable foundation for growth. What’s in a Name?
  • CMO ESSENTIALS  |  WEDNESDAY, JANUARY 21, 2015
    [Class, Lead] 10 Quick Competitive Advantages for Modern Marketing
    Lead Scoring: Marketing effectiveness research shows that the majority of Best-in-Class marketing organizations (68%) actively leverage lead scoring. If you want to ensure that marketing’s contributions turn into revenue through sales, lead scoring is a critical edge. 2. It’s tough. CMO Insights Trending
  • CMO ESSENTIALS  |  FRIDAY, JANUARY 16, 2015
    [Class, Lead] Lead Scoring’s Worst Enemy: “Stuff Marketing”
    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.
  • HUBSPOT  |  THURSDAY, JANUARY 15, 2015
    [Class, Lead] 15 Important Ways to Use Case Studies in Your Marketing
    slide-in CTA that links to a case study. A CTA leading to your case studies page. For example, if we had a case study that showed how one customer generated twice as many leads as a result of our marketing automation tool, our blog post might be something along the lines of: "How to Double Lead Flow With Marketing Automation [Case Study]."
  • CMO ESSENTIALS  |  WEDNESDAY, JANUARY 7, 2015
    [Class, Lead] Why Your Lead Nurturing Program is Always Wrong…
    You’ve done all your homework, culled together the most compelling content possible, and optimized every aspect of your previous campaigns into what you now believe to be a masterpiece of a lead nurturing program. Beyond pure performance advantages, though, lead nurturing is also the right move in the eyes of your audience.
  • MARKETING ACTION  |  MONDAY, JANUARY 5, 2015
    [Class, Lead] 87 New (Really) Marketing Automation Stats
    Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management. Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Aberdeen Group, Marketing Lead Management Report , Jul 2012).
  • B2B MARKETING INSIDER  |  FRIDAY, JANUARY 2, 2015
    [Class, Lead] 56 Reasons Why Content Marketing Works
    The best content marketers prove the value of their efforts, showing how content drives brand awareness, lead generation, engagement, and sales. Using content-driven tactics saves an average of 13% in overall cost per lead. 79% of ‘best-in-class’ B2B marketers rate blogs as the most effective customer acquisition tactic.
  • CMO ESSENTIALS  |  WEDNESDAY, DECEMBER 31, 2014
    [Class, Lead] 2015 Content Marketing Countdown: 10 Second Tweetable Takeaways
    Download the full, free report here. 8 out of 10 Leading marketing firms can track content performance for specific assets. < Tweet this! Download the full, free report here. 7 out of 10 Leading marketing firms cite fueling lead nurturing as a top content marketing pressure.  < Tweet this!
  • HUBSPOT  |  TUESDAY, DECEMBER 16, 2014
    [Class, Lead] The Evolution of HubSpot's Email Marketing Strategy: An Insider's Story
    And our monthly lead numbers? The early success of HubSpot''s lead generation playbook can be attributed to this single asset and opt-in strategy. Phase 1 (2007-2009): Starting With a Simple Lead Gen Playbook. From there, our lead gen program -- with email playing a key role -- began. How to Generate Leads with HubSpot ).
  • MARKETING ACTION  |  TUESDAY, NOVEMBER 18, 2014
    [Class, Lead] 8 Ways to Get More Value from Your Next Trade Show
    In fact, according to the Content Marketing Institute , 76% of best-in-class B2B marketers rate in-person events as one of the most effective tactics for generating leads. So if your goal is lead generation, consider this crazy-like-a-fox strategy: don’t hand out your business cards. Trade leads with other vendors.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 29, 2014
    [Class, Lead] 8 out of 10 Marketers Fail to do Buyer Personas
    Unless you have taken the Buyer Persona Master Class taught by the Buyer Persona Institute like Jeff Ogden of Find New Customers did, you will undoubtedly lack the skills to do buyer personas. think the main reason is that company’s lack the training and don’t know how to conduct a quality buyer persona.
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 4, 2014
    [Class, Lead] Survey Says: 42% of CRM Users Plan to Invest in Marketing Automation
    Using the two solutions together, marketers can create and produce more targeted email marketing, lead generation, and lead nurturing campaigns without the need for additional specialized resources. Businesses can build closer relationships with leads without risking exponential growth in time and money invested.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Class, Lead] Why Companies Should Do SCORE BEFORE hiring Demand Generation Managers
    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. Find New Customers uses the processes and methodology taught in the Buyer Persona Institute Master Class. That’s right. Let’s look at an example from SCORE.
  • 3D2B  |  WEDNESDAY, JULY 30, 2014
    [Class, Lead] How to Create a World-Class B2B Call Center
    A marketing manager, Susan, was doing a stellar job with her online and offline marketing campaigns, generating leads by the bucketful. Aren’t the sales people happy with the leads? The sales manager looked across his desk and explained regretfully that the salesforce didn’t want “leads,” they wanted “qualified leads.”
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 7, 2014
    [Class, Lead] 3 Factors that Connect Value Prop to Prospects
    Tweet There is one question at the heart of lead generation that your marketing efforts should clearly answer. “If I am you ideal prospect, why should I buy from you rather than your competitors?”. For example, the prospect level value is why a CEO would choose a laptop with business class specs over a standard model. Factor #1.
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [Class, Lead] 70 New (Really) Marketing Automation Stats
    Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management. Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Aberdeen Group, Marketing Lead Management Report , Jul 2012).
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [Class, Lead] 70 New (Really) Marketing Automation Stats
    Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management. Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Aberdeen Group, Marketing Lead Management Report , Jul 2012).
  • BLOG MY CALLS  |  THURSDAY, JANUARY 16, 2014
    [Class, Lead] Lessons from a Year of Email Subject Line Testing - Part 2
    There’s definitely an argument to be made for lead nurturing and sending people content that will interest them based on demographics and behaviors, often it’s the only scalable way to market to lots of people. Remember those English classes in college and high school where the teacher required you to “cut the fat. Again.”?
  • HUBSPOT  |  THURSDAY, DECEMBER 12, 2013
    [Class, Lead] How to Optimize Your Emails for Mobile Devices
    89% of email marketers are losing leads and opportunities because they''re not optimizing their emails. Lead generation and lead nurturing are two of the top priorities of any email marketer. In your email tool''s CSS editor, you will need to create classes for sections in your email template. Source: Google.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, OCTOBER 9, 2013
    [Class, Lead] Which B2B Marketing Automation Features Actually Get Used? Here's Some Data.
    Of course they differed in the precise categories used and their audiences, but they generally covered the major B2B marketing automation features: email, Web behavior tracking, landing pages, nurture campaigns, lead scoring, analytics, and social media marketing. Here’s where things got interesting. Research from 1,396 B2B marketers.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 27, 2013
    [Class, Lead] Inbound 101: Your One-Stop Shop for a Comprehensive Marketing Curriculum
    Use SEO to generate more leads! This isn’t like that time your professor popped in a movie and you snoozed through class. SEO optimization is an important way to generate leads from your website visitors. Inbound Fundamentals: Converting Visitors to Leads. Lesson 1: Introduction to Lead Generation. just kidding!
  • SALES INTELLIGENCE VIEW  |  THURSDAY, AUGUST 22, 2013
    [Class, Lead] 5 Steps to Optimize Your Lead Nurturing Process: The Right Content to the Right Audience
    Our webcast educated hundreds of sales leaders and provided tips on how to leverage marketing automation and content marketing to generate more sales-ready leads. Manage the lead volume generated by inbound marketing with CRM Intelligence. Leverage best-in-class case studies for your content marketing strategy.
  • LOOPFUSE  |  TUESDAY, AUGUST 13, 2013
    [Class, Lead] Back to (Marketing Automation) School Time!
    LoopFuse OneView has email campaigns, lead nurturing, marketing dashboards, reports, and all of the features you need to be successful. When creating content in LoopFuse (like email campaigns, lists, or lead flows) be sure to create and use Folders. Marketing Automation back to school lead flows organization preparation
  • FEARLESS COMPETITOR  |  SATURDAY, JULY 20, 2013
    [Class, Lead] Should You Do Buyer Personas In-House or Outsource Them?
    Buyer insights from quality buyer persona processes drive lead nurturing, content marketing and budget approvals. Use that intelligence in content marketing, lead nurturing, and to get your marketing budgets approved. The Buyer Persona Master Class at the Buyer Persona Institute takes less than 6 hours total.
  • WRITTENT  |  FRIDAY, JULY 19, 2013
    [Class, Lead] World Class Processes, the War of Ideas and Other Content Strategy Wins
    The Case for Associations Adopting World Class Content Processes. Learn how to evaluate and use a content management system, email software, lead nurturing program, keyword tool , and social media scheduling software to your full advantage. Use Slideshare to Turn Your Marketing Channels into Lead Gen Tools.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 8, 2013
    [Class, Lead] 5 Ways to Create Magnetic Content that Wow Your Buyers
    If  digital marketing  or sales lead generation matter to you, you need to consider a Buyer Persona initiative today. Here are the top 5 ways your sales lead generation programs improve from best-practices Buyer Personas. 1. Bottom line: Higher trust = better sales leads. 5. Special promotion for July 2013. Is it helpful or not?
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 19, 2013
    [Class, Lead] B2B Buyers Don’t Trust Vendors’ Online Content: CMO Council
    It feeds your sales lead generation programs. It populates lead nurturing campaigns. billion in digital content publishing, used primarily to produce leads. There is a reason good B2B sales lead generation programs start with Buyer Personas. But as this article shows, most companies truly suck at it. My advice?
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 17, 2013
    [Class, Lead] The Critical Importance of Buyer Personas in B2B Marketing Today
    Here are some of the key insights on buyer personas I learned in the Buyer Persona Master Class. Done properly, this documentation is invaluable in content marketing, lead nurturing, sales enablement and other areas. Marketing buyer personas Find New Customers Jeff Ogden lead-generation sales-challenges better yet.
  • MARKETING ACTION  |  TUESDAY, JUNE 11, 2013
    [Class, Lead] The 5 (Reasons) and 10 (Ways) to Nurture
    Companies that nail lead nurturing generate 50% more sales-ready leads, at 33% lower cost per lead, according to a report by Forrester Research. According to benchmark research from SiriusDecisions, 80% of the prospects deemed “bad leads” by sales teams do go on to buy within 24 months. Leads are expensive.
  • FEARLESS COMPETITOR  |  FRIDAY, JUNE 7, 2013
    [Class, Lead] The Simple Guide to Business – Messages so compelling, buyers hand over their email addresses
    Kevin shared the deceptively simple imperative in business today to get qualified sales leads, which I loved due to its simplicity. ” Once added to the marketing database, we can nurture them by sharing compelling content and turn them into warm sales leads. “Email is the backbone of business today. Check it out!
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 4, 2013
    [Class, Lead] Find New Customers introduces “Demand Generation University” – get your free education here
    This free site is filled with great content on what makes for a great sales lead generation program. We cover every aspect of a world class sales lead generation program. And if Demand Generation University can help you fill sales funnels with quality leads, and win more business – everyone benefits.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 22, 2013
    [Class, Lead] What Makes REAL Buyer Personas? Beware of Pretenders developing Buyer Personas
    Good personas drive marketing messages, lead nurturing, content marketing, sales enablement and more, as well as branding and website design. strongly suggest companies turn to professionals trained in buyer persona best practices, like those who have completed the Buyer Persona Master Class at www.buyerpersona.com.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 20, 2013
    [Class, Lead] 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. However, setting proper expectations is important, because warm leads don’t simply appear – it’s a lot of work and it takes considerable time. love salespeople.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 1, 2013
    [Class, Lead] Credit and Measure: More Tips to Improve Sales and Marketing Alignment
    by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, OR. Through The following is the second of a two part series on strategies to bridge the gap between sales and marketing. Collaborative execution is a natural challenge.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 29, 2013
    [Class, Lead] Define and Conquer: Tips to Improve Sales and Marketing Alignment
    by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, Oregon that delivers world-class demand generation strategy, lead nurturing and lead scoring programs, lead management processes, and sales enablement programs.
  • MARKETING CRAFTMANSHIP  |  WEDNESDAY, MARCH 27, 2013
    [Class, Lead] White Papers are Not Dead. They’re on Life Support.
    The outcome of widespread abuse of white papers – driven by marketers grasping for new ways to put lipstick on a pig, or too lazy to produce rigorous research that might empower customers to draw their own conclusions – is that the tactic has lost its franchise as an effective B2B marketing asset class. Executive Review? Research Report?
  • ANNUITAS  |  TUESDAY, NOVEMBER 6, 2012
    [Class, Lead] Responding to the Buyers Purchase Path
    A few weeks ago I was leading a workshop on Lead Nurturing, which included the concept of buyer personas and defining the buying path for each individual persona. Lead NurturingOne attendee asked, “Why would you need separate buying journeys? It is a great question! Moral of the story?  Acknowledgement. Decision.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 22, 2012
    [Class, Lead] The Evolution of Content Marketing – An SEO View: UK Edition
    But the power of content marketing can be broken into a number of different areas, from attracting natural visitors through Google & Social Media, to generating leads for your business and turning those leads into paying customers. by Kieran Flanagan Content marketing is one of the hottest topics in online marketing at the moment.
  • B2B MARKETING MENTOR  |  WEDNESDAY, OCTOBER 17, 2012
    [Class, Lead] Marketing Should Own Telephone Lead Qualification
    This quantity-over-quality approach to lead generation has fueled the longstanding tension between Sales and Marketing. One way to resolve this tension is to have Marketing–not Sales–take point on telephone lead qualification. In fact, a SiriusDecisions report found that Sales only follows up with 20 percent of all leads.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 11, 2012
    [Class, Lead] ExactTarget Acquires Pardot: Great Exit for Pardot, Questionable Future for ExactTarget
    Looking over the published materials and listening to the investor relations conference call, it seems that ExactTarget’s motive was gaining access to Pardot’s lead nurturing and scoring capabilities. But they acknowledged that Pardot needs enterprise-class user rights and security management before that can happen.
  • LOOPFUSE  |  WEDNESDAY, AUGUST 22, 2012
    [Class, Lead] You are critical to marketing automation success
    that there is an increasing disconnect between what these systems can do for you to improve lead management, accelerate prospects through the sales cycle, enhance performance reporting and generally improve marketing operations and “out of the box” expectations.  Executing Actions (lead nurturing, lead scoring, email campaigns).
  • WEBBIQUITY  |  SATURDAY, AUGUST 18, 2012
    [Class, Lead] 79 Remarkable Social Media Marketing Facts and Statistics for 2012
    Not only do leads generated through social and content marketing cost half as much as traditional outbound-generated leads (see below), they also close at higher rate (again, see below). And social media isn’t just about lead generation of course. Wondering which social network is most effective at generating b2b leads?
  • LOOPFUSE  |  MONDAY, AUGUST 6, 2012
    [Class, Lead] Are you getting gold medal results from your email lead nurturing efforts?
    We’ve been enjoying watching all the events here at LoopFuse and it got us to thinking about being a world class performer in things other than swimming or gymnastics.  We decided to take a look at our own email lead nurturing programs and share how some of them have been performing over the past 30 days or so.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 3, 2012
    [Class, Lead] Your World-Class Demand Generation Program – Developed using the SCORE methodolgy
    You want a world class demand generation program, filling sales funnel with high quality sales leads and delivering a steady and growing stream of revenue. Agreed lead definitions (What is a real lead?). 5. Lead nurturing Setup (How can you gently earn trust?). 3. No open-ended work. 2. No surprises. 3.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, JULY 11, 2012
    [Class, Lead] Nurturing Leads, Intelligently
    To regain control of the midfunnel, Marketing must nurture its leads well.    With technologies like marketing automation, it is now quite easy to send emails to prospects and customers.  Citrix found that its traditional, quarterly newsletter program was not generating the quantity or quality of leads Sales and Marketing needed. 
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MAY 15, 2012
    [Class, Lead] How to Treat Your Customer Like Prospects
    Other than “Don’t let Michael Scott speak to your MBA class,” the underlying message is that your customers are your best, well, customers. customer expressing interest in a certain topic can be nurtured with information about related topics and products. Yes, I still watch The Office. Yes, I still think it’s funny.).
  • FEARLESS COMPETITOR  |  FRIDAY, MAY 4, 2012
    [Class, Lead] How to Select a B2B Marketing Agency
    What makes us different is our world class network of specialists. When comparing Find New Customers, include our world class network. How did we develop this world-class network? Criteria for Choosing a Full-Service Content Marketing Agency. It’s this network that’s the key differentiator for Find New Customers.
  • AVITAGE  |  WEDNESDAY, MAY 2, 2012
    [Class, Lead] Best Practice B2B Resource Center as a Hub for Relevant Content Delivery & Lead Nurturing
    This can be an important vehicle for delivering relevant content, and through this capturing useful information about prospects that is used to manage the ongoing nurturing of these prospects in order to accelerate their buying process. Content Publishing Lead Management B2B Resource Center Best Practices Content publishing Lead nurturing
  • THE POINT  |  MONDAY, APRIL 30, 2012
    [Class, Lead] How to Reduce Unsubscribes Using Subscription Management
    Or if customers want to receive critical product updates, but not information on training classes. I’ve written previously in this space about how to reduce unsubscribes by giving prospects and customers the option to update their contact information rather than forcing them to opt out of email entirely. Time to give them that option.
  • NUSPARK  |  THURSDAY, APRIL 26, 2012
    [Class, Lead] Marketing & Sales Alignment; We’ve Aligned to Optimize Your Lead Funnel & Pipeline
    Content drives leads into the funnel; content nurtures leads into sales opportunities. If you’re a sales executive, call Frank, and he’ll bring me in.  We’ve aligned; now it’s your turn, but only if you crave more quality leads, more sales opportunities, and shortened sales cycles. 610) 604-0639.
  • FEARLESS COMPETITOR  |  WEDNESDAY, APRIL 25, 2012
    [Class, Lead] Business Turn-Around Strategy – Why Marketing is the Imperative
    Our recommendation is this: Invest in B2B lead generation. How do you get started in B2B lead generation (also referred to as Demand Generation )? We recommend you start with a visit to Find New Customers , our website packed to the rafters with great free content on B2B lead generation and marketing. What do you do?
  • FEARLESS COMPETITOR  |  SATURDAY, APRIL 21, 2012
    [Class, Lead] Our latest marketing project – Protegrity USA
    They have world-class customers. Fortunately, they retained the services of the lead generation company and global marketing firm, Find New Customers to rectify this problem. We’re helping them with content marketing, sales enablement, lead nurturing, partner development, buyer personas, marketing metrics and more.
  • VIEWPOINT  |  WEDNESDAY, APRIL 18, 2012
    [Class, Lead] PowerViews with Trip Kucera: Best Practices & Surprising Trends
    Social Media is Becoming a Lead Gen Vehicle. While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. The Impact of Mobile.
  • LEAD VIEWS  |  FRIDAY, MARCH 30, 2012
    [Class, Lead] Is Your Funnel Sick?
    The journey to the end of the funnel (conversion to a customer) involves filtering, nurturing , intelligence-gathering and traditional sales techniques. For example, if those walls are too steep or too narrow, lead velocity may be too high. lead volumes too small. lead volumes too large. slow velocity through the funnel.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 27, 2012
    [Class, Lead] How to Find New Customers – our popular white paper
    Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers and is considered by many to be one of the top experts in Lead Nurturing. He’s appeared on radio shows to discuss lead nurturing and scoring and wrote 7 Keys to Successful Lead Nurturing.
  • THE EFFECTIVE MARKETER  |  THURSDAY, MARCH 22, 2012
    [Class, Lead] The State of Demand Generation
    There are over 20 presentations available, ranging from Social CRM and Lead Generation, to Case Studies and Sales Enablement. SiriusDecisions says that to drive best-in-class performance, sales and marketing must align around five waterfall-based jobs: Seed (use of traditional and social media to set the stage for demand creation).
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 21, 2012
    [Class, Lead] To Make Marketing Automation Truly Hum, Look Beyond Software
    This company was kind enough to demonstrate what they had set up in Marketo – for nurturing, lead scoring, etc.  I was not impressed. But they clearly needed strong buyer personas, a content map, agreed lead definitions and more. Self Education Find New Customers lead-generation lead-nurturing marketo
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 13, 2012
    [Class, Lead] Demand Generation using the SCORE Methodology – announced by Find New Customers
    “We aim to be the best in the business at B2B lead generation. Our salespeople need higher quality sales leads. The SCORE method helps you develop and deploy a world-class demand generation program. We’re committed to taking the time and spending money (within) reason, to accomplish this goal.”
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 23, 2012
    [Class, Lead] Why We Took the Shears to the Home Page of Find New Customers
    That’s what I decided when looking at the home page of the B2B lead generation and global marketing company Find New Customers. also invite you to check out our world-class blog,  Fearless Competitor , as well as our weekly B2B marketing show,  Mad Marketing TV. “The leads we get from marketing suck. We can help.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 21, 2012
    [Class, Lead] Breaking Out of the Funnel: A Look Inside the Mind of the New Generation B2B Buyer
    Let’s look at these: Assumption : Need more leads. ” I think you should learn as much as you can about B2B lead generation  and related topics. Jeff Ogden is President of the  B2B lead generation consultancy,  Find New Customers. Love hard facts. Hope you do too. Should this matter to YOU? Kaput. Crank up outbound.
  • FEARLESS COMPETITOR  |  FRIDAY, FEBRUARY 17, 2012
    [Class, Lead] Our Home Page Work-Over at Find New Customers
    also invite you to check out our world-class blog,  Fearless Competitor , as well as our weekly B2B marketing show,  Mad Marketing TV. “The leads we get from marketing suck. Need help creating  lead nurturing and scoring ? Marketing buyer personas Find New Customers lead-generation marketing-campaigns
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 2, 2012
    [Class, Lead] Find New Customers is primed and ready for a great 2012!
    Three times a week with our Laugh and Learn with Find New Customers show) Not only is it the most TV-like show out there, I also have world-class guests who are experts on buyer personas, content marketing, social media, lead nurturing and scoring, etc. New robust email. And I learn tons from those great guests! see below).
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 1, 2012
    [Class, Lead] The Problem with Reliance on Junior Marketing Folks
    In the meeting, we turned to the young lady responsible for operating their Marketo software and asked her to define lead nurturing. She told me “Lead nurturing is sharing information with prospective buyers to convince them to buy your product.” A typical young lady in marketing. ” What do you think?
  • FEARLESS COMPETITOR  |  THURSDAY, JANUARY 19, 2012
    [Class, Lead] Buyer Personas are the Foundation upon which Demand Generation is Built
    to help them develop world-class insights on buyers. Marketing buyer personas content marketing lead-generation lead-nurturing Mad Marketing TV marketing-campaignsLooking to improve revenue results? Then don’t blast out emails or buy PPC ads. In addition, Find New Customers worked with our client Keyedin Corp.
  • INBOUND SALES NETWORK  |  THURSDAY, JANUARY 19, 2012
    [Class, Lead] Troubles Converting Qualified Leads Into Paying Customers?
    While business-to-business companies are spending large sums of money to generate sales qualified leads, the greatest effect on the bottom line is how well your sales team can convert them into paying customers. Not All Leads are Created Equal. The problem is not all leads are created equally. This goes back to lead scoring.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 18, 2012
    [Class, Lead] How to Use LinkedIn to Generate and Qualify B2B Leads
    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. How have you used LinkedIn content to support your firm’s lead generation and qualification efforts?
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 4, 2012
    [Class, Lead] Fearless Competitor is all-new and better than ever!
    Find New Customers  deserves a world-class blog. This blog has always been our best source of leads – and it should be vastly better in 2012. Marketing buyer personas content marketing Fan of the Month lead-nurturing lead-scoring Mad Marketing TV management-best-practices marketing-campaigns
  • FEARLESS COMPETITOR  |  MONDAY, DECEMBER 12, 2011
    [Class, Lead] Overview of Find New Customers
    Forgive us, but we simply wish to share a brief company overview of the B2B Lead Generation company Find New Customers. Sales lead generation is critical today. Talk to any sales executive on Earth and you will hear “We need better leads.” Client example : Find New Customers is helping the software firm Keyedin Corp.
  • ANNUITAS  |  WEDNESDAY, DECEMBER 7, 2011
    [Class, Lead] If It’s Too Good To Be True…
    Just this past month, we’ve seen offers such as “guarantee of significant business impact in less than 60-days”; or “a detailed understanding of where you’re deficient in your automation strategy in less than 10-days”; or even “100% increase in qualified leads to sales”.  There is more to B2B Marketing Than Lead Nurturing .
  • FEARLESS COMPETITOR  |  THURSDAY, OCTOBER 13, 2011
    [Class, Lead] Best-in-Class Companies and Lead Nurturing – a Study by Aberdeen Group
    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. What do you think?
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 15, 2011
    [Class, Lead] The Importance of Lead Nurturing (Radio Show)
    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. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 14, 2011
    [Class, Lead] Panel Discussion: B2B Content Marketing for Marketing Automation
    Lead nurturing requires a continual flow of compelling (to the recipient) content. Jeff Ogden ( @fearlesscomp ) is the 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.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 13, 2011
    [Class, Lead] Marketing on a Budget – Methods for Executing Great Marketing Campaigns (Without Breaking the Bank!)
    Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. 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. B2B Demand Generation | Guest Post by Dee Mason. Thanks Dee.
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 12, 2011
    [Class, Lead] Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges
    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. B2B Demand Generation | Why Outside Experts are Needed.
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Class, Lead] Sales Best Practices include Marketing-Sales Alignment
    The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest.  A World Class sales organization generally is better at: Finding and winning new business. Marketing and sales alignment, with an open dialog and defined lead agreements. Keeping existing customers.
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Class, Lead] Sales Best Practices include Marketing-Sales Alignment
    The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest.  A World Class sales organization generally is better at: Finding and winning new business. Marketing and sales alignment, with an open dialog and defined lead agreements. Keeping existing customers.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 8, 2011
    [Class, Lead] Panel Discussion: B2B Content Marketing for Marketing Automation
    Lead nurturing requires a continual flow of compelling (to the recipient) content. Jeff Ogden ( @fearlesscomp ) is the 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.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 8, 2011
    [Class, Lead] Interesting insights from Google Analytics
    B2B Lead Generation | Traffic Sources. That means when people type keywords like “ B2B Lead Generation &# into Google, we show up. So blog leads are vastly more valuable. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Check out this image.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 8, 2011
    [Class, Lead] A Terrible Prospecting Email Example
    Lead Generation Companies | How NOT to Prospect Using Email and Video. As we pointed out in this blog article “ The Current State of B2B Demand Generation “, most companies still use email as their main lead generation tool. So how well they use email is critical. This example shows how NOT to do it. To: Jim Burns.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 7, 2011
    [Class, Lead] Help Us Make September the Biggest Month Ever
    B2B Lead Generation | Help Us Make September the Biggest Month Ever! Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. 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.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 7, 2011
    [Class, Lead] How Do You Do It? – My super secret (shh!) 6 Tips for blogging success
    B2B Lead Generation | 6 Tips for Blogging Success. Check out “ The Power of B2B Lead Nurturing.&# for a great example of embedding a presentation in a blog article. We also suggest you use your keywords (Like lead generation company ) and use them in your blog posts. 1,085 Posts. Over 63,000 viewers to date. Bingo.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 7, 2011
    [Class, Lead] 3 Recommendations in Lead Management from Carlos Hildago
    B2B Lead Generation | 3 Recommendations in Lead Management. The three things Carlos recommends to someone getting started with  lead management include: Conduct an audit. Go though your lead management steps and determine where you are with you data, lead planning, metrics, etc. Do some kind of lead nurturing.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 6, 2011
    [Class, Lead] The importance of story-telling in lead nurturing
    Lead Generation Company | The Power of Story-Telling in Lead Nurturing and Scoring. In her keynote, Ardath says “How many times can I hear ‘We are the leading provider of?’&# How about your world-class whatchamacallit?  Is she impressed that you “are the leading provider of…&#.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 6, 2011
    [Class, Lead] B2B Demand Generation is Critical Today. Here’s How to Learn It
    B2B Lead Generation | How to Find New Customers. Looking for Leads. must tell you that I am taking a more structured approach to lead generation and your pearls of wisdom are printed out, and taking pride of place on my desk as I ply through the sales clutter right now.&#. And almost ALL companies (95%) raised quotas in 2011.
  • FEARLESS COMPETITOR  |  SUNDAY, SEPTEMBER 4, 2011
    [Class, Lead] Special Sunday Post | Do Schools Kill Creativity?
    Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. 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. Our goal? You say “WOW! Riveting Discussion&#. Enjoy!
  • FEARLESS COMPETITOR  |  SATURDAY, SEPTEMBER 3, 2011
    [Class, Lead] Content Curation. 5 Ways to Succeed, Eventually
    B2B Lead Generation | Content Curation. Jeff Ogden ( @fearlesscomp ) is a popular speaker and presenter who is the 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. Neicole Crepeau.
  • FEARLESS COMPETITOR  |  FRIDAY, SEPTEMBER 2, 2011
    [Class, Lead] Laugh and Learn with Find New Customers | Episode 42 “A Day Without Shoes”
    Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. 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. Jeff Ogden. Laugh and Learn runs every Friday at 11am ET.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 1, 2011
    [Class, Lead] Find New Customers announces – Marketing Grading Service
    B2B Lead Generation | Marketing Grading Service. We evaluate your content (writing style, focus) and lead nurturing approach (can we opt in?) And we were recently contacted by a professor at Stanford Universiity – loved a blog post and wanted to use in class. Business Professors at Notre Dame. Business Week).
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 31, 2011
    [Class, Lead] The Best B2B Marketing Ideas of 2010
    B2B Lead Generation | The Best B2B Marketing Ideas of 2010. Check out the Behind the Scenes post here) In addition, yours truly, the  B2B lead generation expert, the Fearless Competitor, appeared live on HubspotTV on November 19, 2010. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 31, 2011
    [Class, Lead] Buyer Personas are the foundation of great b2b Lead Generation Programs
    B2B Lead Generation | The Power of Buyer Personas. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. 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.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 29, 2011
    [Class, Lead] 3 Reasons I’m not at Dreamforce
    B2B Lead Generation | Not at Dreamforce. I’m not at Dreamforce. I was invited multiple times by Marketo , Silverpop and Act-On, as well as fellow B2B demand generation experts – but I’m not there. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.
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