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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 Importance of Marketing Awards for a B2B Demand Generation Agency

Fearless Competitor

We recently published  Florida gets its own BtoB demand generation agency – Find New Customers. But if you own a company in the Southeast and you need help with sales and marketing, why do awards matter to you ? Two awards that make me most proud include: Top 50 Most Influential in Sales Lead Management by The Sales Lead Management Association – 3 years in a row.

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Forrester finds b2b marketers lagging with demand generation

Fearless Competitor

B2B Demand Generation | Companies are struggling with demand generation today. From BtoB Magazine Marketers Lagging in Demand Generation. “I find it sad how badly most companies are doing in B2B demand generation today. Instead of complaining about the poor economy, if more invested in quality demand generation programs, they’d put up vastly better results.&# B2B marketers are doing a poor job with demand- and lead-generation programs, according to a new study from Forrester Research.

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. Mac McIntosh. What do you recommend?

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. As Mike Stelzner says, we believe in giving the gift of free content to those struggling sales and marketing leaders. free Education section on B2B demand generation.

Find New Customers congratulates the Demand Generation Experts in BtoB Magazine

Fearless Competitor

BtoB Demand Generation |Top Experts in B2B Magazine. The B2B lead generation consultancy Find New Customers congratulates the 15 men named top experts in Demand Generation in Who’s Who in B-To-B announced today in BtoB magazine. James Obermayer, Executive Director, Sales Lead  Management Association (We recently appeared on their radio show.). Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. We offer them all our best wishes and congratulations!

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

Fearless Competitor

B2B Demand Generation | CMO State of Marketing. We pleased to share insights from this new CMO Council State of Marketing Report. Read the full scoop at CMO 5th State of Marketing Report. The most important take-away are CMO’s priorities today. Bolster Demand Generation Programs (43%) (my favorite). Further Tracking and Qualifying Leads (42%). Just because the CMO needs talent on the team, does not mean in-house staff. We also invite you to purchase our $49 Demand Generation training program – delivered via email.

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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33 Thought-Provoking B2B Social Media and Marketing Stats

Webbiquity

Lead generation is still a challenge. 68% of B2B marketers rank “generating high-quality leads” as their top priority for this year. But nearly 60% also rank this as their biggest challenge, and just 16% of marketers rate their lead generation efforts as “very” or “extremely” effective. B2B messaging gets personal.

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How, When and Where Buyers Want Content

Fearless Competitor

B2B Lead Generation | Content Marketing Tips. Prospects consume content in every stage of the buying process , so lead generation depends on content. The formula is simple – great content = sales leads. And the opposite is true – no content, no leads. Not many have tried to measure the impact of stories on the sales process.&#.

What 5 IT buyers would do if they were the CMO at a Technology Company by Kenny Madden & 5 Technology buyers

Fearless Competitor

B2B Demand Generation | What would you do if you were named Chief Marketing Officer? Instead of me voicing my opinions (which I’ve learned are irrelevant ) I decided to ask 5 IT technology buyers what they would do if they were the CMO of a IT Vendor. Question: If you were CMO of a tech vendor. What would you advise you’re your sales and marketing teams to do more effectively when selling to the technology buyer? IT Professional #1: Get beyond cold calling lead generation and do warm lead generation. More to come.

5 Ways to Recognize B2B Lead Generation Failure ???and Move On

LEADership

Among all the feedback I received, some readers expressed their fear and shared common instances of B2B lead generation failure. Yes, there are many reasons your marketing and sales activities can fail and they occasionally will. Are you looking to accelerate demand generation? Warning Signs of B2B Lead Generation Failure. The mind is everything.

Marketing Hacks: 10 New Ways to Use Your Marketing Automation Platform

Act-On

True or False: Modern marketing departments are dominantly focused on demand generation activities? While this may come as a surprise to the hordes of demand generation groupies using marketing automation, the truth is that 87% of companies spend more time in other functions of marketing than demand gen. Brand marketing supports every stage of the lead lifecycle.

Jackie Yeaney, Red Hat’s EVP Strategy & Marketing: Mad Men No More— How Marketing Has Changed

Crimson Marketing

We get an insider’s look at Red Hat’s 360° marketing tactics, including lead scoring, customer profiling and getting Sales to understand how the buyer’s journey works. Jackie was recognized in 2014 as “CMO of the Year” by the 4 Silicon Valley recognition program that honors the best in marketing and communications around the world. Jackie Demand Generation Podcasts

Overview of Find New Customers

Fearless Competitor

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. To remind you why this is so important, take a look at top CMO challenges. Find New Customers is one of few  lead generation companies in New York. Quality leads matter.

New Research on How B2B Marketers Get More Leads

Act-On

Lead generation, also commonly referred to as lead gen, continues to be one of B2B marketers’ top goals. It’s so important that if you distilled an average B2B marketer’s job description down to two words, they might well be “get leads”. Most marketers struggle to land enough leads, and enough quality leads. Struggling with your lead generation efforts?

Marketing Hacks: 10 New Ways to Use Your Marketing Automation Platform

Act-On

True or False: Modern marketing departments are dominantly focused on demand generation activities? While this may come as a surprise to the hordes of demand generation groupies using marketing automation, the truth is that 87% of companies spend more time in other functions of marketing than demand gen. Brand marketing supports every stage of the lead lifecycle.

The Problem with Reliance on Junior Marketing Folks

Fearless Competitor

B2B demand generation | The problem with junior marketing members. In the meeting, we turned to the young lady responsible for operating one of the finest revenue management software platforms on the market 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.&#.

Where are the American companies?

Fearless Competitor

B2B Demand Generation | Where are the American companies? The USA has very high unemployment, fewer than 6 out of 10 salespeople make quota, and companies are generally awful at B2B demand generation. If B2B demand generation is the answer, why aren’t more Americans asking the question? Over the weekend, Find New Customers was quite popular.

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.

Is your website a top performer — or a black hole for sales and marketing?

Webbiquity

Online tracking of web visitors has taken on added importance for sales and marketing. While web analytics software tells us important metrics like how many visitors we have, which pages they visit and for how long, sales and marketing need more leads. Marketing Automation and Demand Generation Web Analytics analyze website effectiveness lead scoring LeadLife online tracking

Widen Top of Funnel Marketing and Generate More MQLs

CMO Essentials

As marketers, we are in constant pursuit of an increase in the number of marketing qualified leads (MQLs). The programs we initiate need to produce leads from an audience that can be nurtured into a pool of viable MQLs. The account-based model is focused on simply generating leads and revenue from a pre-defined company list.  Demand Generation Trending

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. sales challenges sales funnel

How to Find New Customers – the highly acclaimed white paper

Fearless Competitor

Lead Generation Companies | How to Find New Customers. “ I think this white paper is excellent. &# The Funnelholic called it a “must read.&# And another CMO wrote  “It’s a great read.  I printed it and gave it to my entire marketing team.&#. But since it’s widely acknowledged to be the simple guide to B2B lead generation and it’s free, why not download it now? “I reached out to Find New Customers to ascertain if I should introduce (them) to my sales effectiveness clients. share one more review below.

The Best B2B marketing companies…and Jill

Fearless Competitor

B2B Lead Generation | The Best B2B Marketing Companies. Kudos to CMO Brian Kardon, Joe Chernov and team. Filed under: Demand Generation , lead generation , Lead Nurturing , Lead Scoring , Leadership , Management best practices , Manufacturing Sales , Marketing , Marketing Automation , marketing campaigns , Remarkable content. Demand Generation lead generation Lead Nurturing Lead Scoring Leadership Management best practices Manufacturing Sales Marketing Marketing Automation marketing campaigns Remarkable content

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%

Panel Discussion: B2B Content Marketing for Marketing Automation

Fearless Competitor

B2B Demand Generation | Content Marketing for Marketing Automation. I’m the first to admit I get WAY too many webinar invitations. 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. ignore 95% of them at least.

Link to us

Fearless Competitor

If you are a fan of Fearless Competitor, the blog of the B2B Lead Generation company, Find New Customers , now you can link to us. sales challenges sales funnel Sales knowledge sales leadership sales leadership selecting salespeople Sales Leads sales process Sales-Marketing Alignment sales-ready leads Search marketing Search Marketing Sales Service mindset shakeout search marketing Simple lead generation Social Media Social Networks Thought Leadership Interview tough selling situation Tough times Trigger Events Trust Uncategorized value proposition voicemail strategies webinars

What is Lead Nurturing?

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “Marketers rank lead nurturing highest as under-funded relative to value potential.&#. Lead Gen ROI Report 2010, Lenskold Group. In simple English, Marketers believe they will get the biggest bank for the buck from lead nurturing. Unfortunately, few companies do lead nurturing well today. Measure results.

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.).

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!

The Rapid Growth of Marketing Outsourcing

Fearless Competitor

This study, by Christine Moorman, Director of The CMO Survey and the T. This bodes well for B2B demand generation companies like Find New Customers. Please check out our How We Help You page too – especially our Lead Generation Assessment Service. According to a recent study by CMOSurvey.org, Marketing Outsourcing  - outsourcing of marketing is growing fast.

Missing Link on too many Websites – Marketing exec!

Fearless Competitor

There are two leading competitors – Voltage Security and Protegrity. Content marketing, lead nurturing, lead scoring – too much gets left out without leadership. Instead they go to a landing page with a flagship offer and simple form.    That way they can get visitors to sign up for lead nurturing. One can learn quite a lot there. But they are not.

Buying software is easy. Fixing Lead Generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. If you want to make sales quota in 2012, get started today! Too many companies believe purchasing software fixes B2B lead generation. Fixing your B2B lead generation challenges is a lot like losing weight. ‘” That sounds like the sales pitch of software vendors, promising all that ROI the comes from their software. Unfortunately, there’s no “Wonder Herb” in B2B lead generation and marketing either. Right now! Immediately!

3 Reasons I’m not going to Dreamforce next week

Fearless Competitor

Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! I’m not going to Dreamforce next week. I’ve been invited multiple times by Marketo, Silverpop and Act-On, as well as fellow B2B demand generation experts – but I’m not going. B2B Marketing | Not Going to Dreamforce. Just not me.

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 People do.

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Forrester find most companies still have small interactive marketing departments

Fearless Competitor

Lead Generation Companies | Companies struggle with small interactive marketing departments. The author of the study said that companies have traditionally relied on sales organizations to deliver one-to-one messages to their target audiences, but “in btob organizations, marketers will play a bigger role in recognizing these needs, especially in things like the lead nurturing stage, making sure the right people get the right information.&#. Only 1 out of 5 large companies have more than 100 people in interactive marketing. Amen, Forrester!

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Using Data for Targeted Marketing: Discerning Drivers from Distractions

CMO Essentials

The key is in knowing which data points lead to the right decisions, and which are just shiny, twinkling distractions. For those who are capable of buying, you’ll have already cut out a major hiccup in typical sales cycles as you know from the beginning that they’re sales-ready. Demand Generation TrendingData on Buyers and Customers is Important….

Accolades for How to Find New Customers

Fearless Competitor

B2B Lead Generation | How to Find New Customers. it and a certain well-known sales expert was my editor. Paige O’Neill, VP of Demand Generation at Aprimo. “So much has been written about demand generation, but How to Find New Customers makes it simple — which makes it a Must Read!&#. The CMO Club. Marketo sponsored.

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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. See CMO quote below.) 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. Even more significant are his comments about the need to develop real relationships with your customers through a coordinated sales/marketing effort. Enjoy and thank you, Kent!

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