7 Benefits of Using Lead Generation Software
JANUARY 13, 2014
In the same way that driving sales is hugely important, the manner in which you market your business also has a direct impact on your own success. This is where lead generation software can be invaluable. Besides the multiple benefits that the tool offers, it becomes even more efficient when it’s incorporated as part of your company’s marketing strategy.
Rebuilding a sales lead generation business after a crisis
FEBRUARY 24, 2013
My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. The sales pipeline was dry. The sales pipeline has filled nicely. ” Companies who lack brand recognition are ideal show sponsors. Great job.
Happy Birthday, sales lead generation company Find New Customers – belatedly
MARCH 1, 2013
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. Email us – sales at findnewcustomers.com.
Doubling Down on the Blog SEO Strategy. Sales Lead Generation becomes key.
APRIL 5, 2013
Buffer At the start of 2013, the sales lead generation company Find New Customers made a MAJOR investment in this blog. That means the WordPress software is installed on a server somewhere. ” Case in point, one of the keywords we selected is “sales lead generation.” Sales Lead Generation becomes key.
7 Keys to Lead Scoring Success in Sales Lead Generation
AUGUST 9, 2013
Combined with a best-practices lead nurturing program, lead scoring helps you “separate the wheat from the chaff” and identify likely buyers at optimal times. “When given fewer, but better leads, salespeople win more deals and drive more revenue.” ” Dan McDade in The Truth About Leads. With lead scoring.
The Critical Importance of Sales Lead Generation today
FEBRUARY 18, 2013
Sales Lead Generation is a must. His post: Sales as we have known it is dead. This is why companies need to invest in sales lead generation today. This is why smart companies invest in sales lead generation programs including: Finely targeted accounts. Marketing automation software and CRM too. Lead management process. Lead Nurturing and scoring. If you want to make quote and have your business prosper, invest in sales lead generation and talk to Find New Customers.
Getting Demand Generation Right: 5 Things You Need to Change
NOVEMBER 13, 2015
While the way B2B buyers buy has changed significantly, many marketing and sales departments are struggling to keep up. Here are 5 things that B2B Marketing and Sales teams need to do differently in order to meet the needs of today’s modern buyer: 1. And they need to remove the cultural mantle that says sales is marketing’s customer. Unfortunately, my friend is right.
How to Prioritize Sales Leads Part 1 – Mac McConnell of Bluebird Strategies
MAY 4, 2011
B2B Lead Generation | How to Prioritize Leads | Part 1 of 3. As the President of the B2B lead generation consultancy, Find New Customers , I’m continually searching for great FREE content to help our clients and fans to improve revenue results. More quality sales opportunities leads to more sales which leads to higher revenue and market share.
Greatest Challenge Facing CMOs Today – Generating High-Quality Sales Leads
FEBRUARY 16, 2011
“The vast majority of CMO’s in the study indicated that generating high quality leads is their top challenge. Certainly, marketing automation software helps and plays a key role. Marketing software is the engine that powers marketing, but you need fuel and a skilled driver. They are uniquely positioned to help your company solve this problem once and for all.
Realizing the Promise of Marketing Technology – ITSMA sales lead generation meeting in NYC
APRIL 10, 2013
Buffer I recently had the pleasure of attending the ITSMA lunch briefing in NYC, where they discussed the sales lead generation topic “Realizing the Promise of Marketing Technology.” Thanks to President Dave Munn for inviting Jeff Ogden of the sales lead generation company Find New Customer s to the event. Photo below.).
Top B2B Marketing Expert Looking for Companies with a Problem with Sales Leads
JUNE 13, 2013
Is your company struggling to create enough sales leads to keep sales funnels full? You need a good sales lead generation program to create quality sales leads. Jeff Ogden, author of The Definitive Guide to B2B Demand Generation – How to Find New Customers is looking for companies that exhibit this problem.
What Can I Learn By Using Marketing Automation Software?
DECEMBER 17, 2015
Ideally, marketing automation software allows companies to track, analyze, and nurture prospects with highly personalized, useful content that helps convert prospects to customers and turn customers into brand advocates. Lead Quality. Most prospects visiting your company’s website and consuming your content have not yet entered a purchase-ready mentality. Buyer Journey.
A Conversation with Shawn Naggiar About Sales, Lead Generation, and Marketing Automation
OCTOBER 16, 2013
As Chief Revenue Officer of Act-On Software, Shawn Naggiar is responsible for everything related to creating, managing, and growing revenue at the company. He joined Act-On in early 2008 as employee #7, and was a key architect in creating the company’s go-to-market strategy. MT: Tell me a little more about how marketing automation helps with those leads.
Your company is struggling to create quality sales leads. What do you do?
OCTOBER 11, 2011
B2B Lead Generation | Uncovering the root cause of sales lead problems. By the same token, the Lead Generation Assessment Service is like working with a golf pro. We ask the questions and review what you have been doing to uncover the root causes of your B2B demand generation challenges. So instead of guessing and buying software (new clubs) or other actions, first bring in the professionals from Find New Customers to help you dig and uncover the root causes with the Lead Generation Assessment Service. What do you do?
Medium Sized companies struggle with B2B demand generation too
AUGUST 29, 2011
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. Now we wish to examine mid-sized companies to see if the data differs.
Buying software is easy. Fixing lead generation is hard.
MAY 27, 2011
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? They are fine products from solid companies.).
Why sales isn’t off the hook for generating referral leads
OCTOBER 29, 2015
Marketers get it, too, and they’re ready to help sales teams generate more referrals and follow up on the great leads. Equally important, marketing has the tools to streamline the sales process so that every single client becomes part of your team’s referral network. Referral automation software delivers what marketing promises: qualified leads.
Marketing Automation: Lessons from 4 case studies
B2B Lead Generation Blog
DECEMBER 1, 2014
Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. Case Study #1 – Marketing Automation: 200% increase in lead volume for software company after implementation. Scalability. Integration with the new CRM system.
Marketing Automation Software that Delivers the Most Data Wins!
MARCH 26, 2013
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Software programs that explain the most data, verified by the most evidence, are better than those that do not. CRM properly applied, in conjunction with marketing automation software, explains the most data on marketing performance and gives more evidence than any other combination of software. What this means is, those companies with the most marketing toys really do win!
Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election
DECEMBER 27, 2011
Jeff Ogden, President of the B2B demand generation company Find New Customers wishes to congratulate all the winners, and to say that we are honored to be included with so many B2B marketing experts. 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.
All Real Salespeople Love Sales Leads (but there is a tiny caveat)
JUNE 18, 2013
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead. Until SalesForce came along and called every raw name in the database a lead, most of us thought—there are inquiries and there are leads. genuine sales lead has qualifying information. And Marketing’s failure….
The SCORE Program from Find New Customers fixes the sales lead problem once and for all
APRIL 23, 2012
New Demand Generation Program uses Innovative Methodology to Improve Qualified Lead Generation, Increase Conversion Rates and Make More Sales. Lack of qualified sales leads is the biggest problem affecting BtoB sellers today, according to research by MECLABS and others. In the past, companies purchased lists of so-called leads, deployed lead generation software, and hired inside salespeople – yet the problem remains. Sales simply does not have enough qualified opportunities to work.
Buying software is easy. Fixing Lead Generation is hard.
SEPTEMBER 24, 2011
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.
How to Prioritize Sales Leads Part 3 – Mac McConnell of Bluebird Strategies
MAY 17, 2011
B2B Lead Generation | How to Prioritize Leads | Part 3 of 3. In our last post, we shared part 2 of Mac McConnell of Bluebird Strategies talking about lead scoring. More quality sales opportunities leads to more sales which leads to higher revenue and market share. In this final segment, he dives in deeper. You can watch Part 1 here.
Blog Makeover Nets Sales Leads for Software Company
APRIL 21, 2010
How do you reinvent a company blog in a way that does more than simply provide a platform for thought leadership? That was the challenge faced by Navicure , a leading Internet-based medical claims clearinghouse in Atlanta that helps medical practices increase profitability. convert that search traffic to measurable sales leads. The results have been startling.
Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function
AUGUST 22, 2011
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. If you are looking for lead generating ideas and better marketing strategies , we suggest you read this. __.
Hiring a person to head BtoB Demand Generation? Don’t just hire a person; Hire a process!
MARCH 27, 2013
Buffer When hiring a BtoB demand generation manager, don’t just hire a person. Hire a process too! I see lots of listings on LinkedIn looking for BtoB demand generation managers. But these companies are missing THE critical element – the plan and process to be used. What’s the process that this new hire will use to craft a best practices btob demand generation program in your company? This is why the best sales lead generation companies (such as Find New Customers) have a documented demand generation like the SCORE demand generation program.
The Current State of B2B demand generation
AUGUST 25, 2011
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. Most companies continue to market in the dark. These are unqualified, non-nurtured leads. Lead nurturing.
3 Ways to Improve the Quality of Your Sales Leads
Modern B2B Marketing
MAY 17, 2011
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.
10 Things Your CEO Needs to Know Now about B2B Demand Generation
MAY 20, 2013
10 Things Your CEO Needs to Know Now about B2B Demand Generation. But to help you, you have to help me set proper expectations with your company’s leaders. 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. B2B demand generation works the same way.
Harness it in YOUR business – the power of B2B demand generation
JUNE 11, 2011
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. They don’t even have marketing automation software.
B2B Lead Generation | Where Are You Today?
JUNE 20, 2011
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. Where does your B2B company belong?
13 Tried-and-True Lead Generation Ideas (And the Numbers Behind Them)
NOVEMBER 20, 2015
Filling the top of your sales funnel with leads is tough -- especially when you're relying on traditional methods. So what if I told you that you could still reach your leads quota using methods that actually add value to your prospect's day? This utopia of lead generation is, in fact, a possibility. video plays and 3,946 leads. 3) Create a quiz. Intrigued?
Are B2B Companies Finally “Getting” Content Marketing?
JULY 25, 2011
B2B demand generation | Content Marketing. One software firm said “Our goal is to produce a massive amount of content. A multi-billion dollar manufacturer of phone systems told me “ Content is our #1 initiative for the new year, starting October 1.. Or do many companies still live in the Dark Ages? Or take our $49 Demand Generation training course ?
Is social media effective for B2B lead generation?
Sales Lead Insights
APRIL 13, 2009
I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. Is social media effective for B2B lead generation? Not bad!
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]
SEPTEMBER 29, 2015
I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. This is the question I posed: 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.
How To Convince Your Boss to Buy Marketing Automation
JULY 27, 2013
Lauren Carlson of Marketing Automation Software Guide shared this article on marketing automation. When I interviewed Thor Johnson of Team Thor Marketing on Mad Marketing TV , one of the things he said to me is that marketing automation is no longer only in early adopter tech companies. Even manufacturing companies are embracing marketing automation software.
The Black and White of Predictive Lead Scoring
SEPTEMBER 14, 2015
Data scientists are great at perfecting their math, while marketing and sales executives need insights that help them stay in control of their businesses, know what drives success and how to change their processes to increase revenue. We call this the “black box” approach, which is how most predictive lead scoring solutions work. couple of those are: Lead Prioritization.
The State of B2B Lead Generation – a great infographic by BuyerZone
JUNE 19, 2012
The most shocking statistic is that 44% of companies don’t even know what marketing automation is. And the same percentage is not using Customer Relationship Management (CRM) software. My goodness, so many companies are utterly misinformed and not doing any kind of sales lead generation. Ironically, Fearless Competitor was picked #1 !) Marketing
Step 3: What you do when a visitor to your website is NOT ready to buy?
AUGUST 28, 2014
The answer: Lead Nurturing. Petersburg companies: Follow us on Twitter and Connect with Us on LinkedIn is NOT marketing! 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! Sales looks for Mr. Right Now.