One of my favorite marketing magazines, BtoB , featured an article in its November 8, 2010 edition which posed some questions to Brian Halligan, CEO of marketing software company HubSpot. One of the questions was "How can b2b marketers improve their lead-nurturing efforts?" " Brian's answer was, "B2b companies are way too obsessed with the middle of their funnels—[i.e.,] what do I do once I get a lead?—and —and not nearly interested enough in how the heck do I get more leads in the first place. MORE >>

'Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. Find New Customers, the demand generation company, is led by the award-winning marketer Jeff Ogden , who’s also the creator of the very popular and highly syndicated online TV show, Marketing Made Simple TV. 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. Who should talk to Find New Customers? MORE >>

Tweet If you attended our most recent B2B Lead Roundtable Webinar, Six Funnel Focal Points to Finish 2011 Strong – Part I , you found out that even though the end of the year is less than 125 days away, there’s plenty of time to drive more opportunity through your sales funnel and to the bottom line. That’s because Brian Carroll, Executive Director of Applied Research at MECLABS , and Pamela Markey, Director of Marketing for MECLABS, revealed some of the most valuable takeaways you can execute right now to drive leads fast. CDT, noon EDT. Review these timestamps. MORE >>

'Buffer B2B Demand Generation strategy called SCORE uses Innovative Methodology to Improve Qualified Sales Opportunities, Increase Conversion Rates and Win More Sales. “When I interviewed b2b demand generation expert Brian Carroll, he shared data that indicated the top challenge for BtoB sellers today is the lack of qualified sales leads. Editor’s Note: We’re pleased to announce that a large software firm on the East Coast purchased the SCORE demand generation program. Our SCORE Methodology fixes this once and for all.” MORE >>

This post involves one of my pet peeves in marketing: the tendency of marketers to spend money and time to generate inquiries and then fail to follow-up (FTFU) on these inquiries.  This failure can be fatal to the success of your sales lead management program. While a phone call is preferable, sometimes a quick personalized email is a good first step, even if that email is generated via auto-response. Don’t practice optional behavior when it comes to sales lead management.  I was looking for a guitar teacher to help take me to the next level.  MORE >>