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Lead Scoring: How to pick the right ingredients for high ROI

B2B Lead Generation Blog

Tweet Marketers use lead scoring to slice all the potential deals in their pipelines and serve the sales team what it’s hungry for — leads that are ready to buy. Each attribute and action adds to a lead’s total score. When the score hits a pre-determined threshold, the lead is served to Sales. Watch a webinar?

The Lead Generation Assessment Service

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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?

Marketo’s Definitive Guide to Lead Scoring

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B2B Lead Generation | Only 1 out of 5 companies have a lead scoring methodology in place. This data, from a recent study on sales leads by Vorsight and The Bridge Group was appalling. Sales is wasting valuable cycles on unqualified opportunities – wasting scarce resources. But how do you separate good leads from bad ones?

Buying software is easy. Fixing lead generation is hard.

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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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Trust and the Big Lie of Lead Generation

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B2B Lead Generation : Capturing Accurate Information on Forms. Job Title : Sales Leader Phone # : sdsd Web Site URL : dsds. provocative post called The Big Lie of Lead Generation. When asked why they put in fake information, almost 3 out of 4 cited “Avoid follow-up sales calls or marketing contacts.&#. How many leads will you need to make your quota?

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Want to learn B2B lead generation? Got $49?

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B2B Lead Generation | Our $49 training course. We believe everyone has a right to affordable knowledge on b2b lead generation. You should not have to pay thousands of dollars for conferences, buy books or hire consultants. 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. We offer a better way.

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What do B2B salespeople think of their company’s lead generation?

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B2B Lead Generation : Looking for better results. Here’s a summary: What percentage of your marketing-generated leads fit your sweet spot? If you’re company scores leads, how accurate is the scoring? B2B lead generation is in terrible shape today. What are you doing to dramatically improve your B2B lead generation?

The Lead Generation Assessment | Our most popular service

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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.

How to Prioritize Sales Leads Part 3 – Mac McConnell of Bluebird Strategies

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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.

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

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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.

Buying software is easy. Fixing lead generation is hard.

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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.).

Marketing Automation: Lessons from 4 case studies

B2B Lead Generation Blog

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.

Online Sales Leads Seen Needing Improvement

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B2B demand generation | The need for leads. 94% say generating new leads needs help. When asked to rate how much (or if at all) five key areas of their company site need improvement, respondents were most likely generating new sales leads needed some level of improvement (94%). Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. ” Dan McDade, Pointclear.

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One Company I Never Want to Hear from Again Ever

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You have to register for the Sales Lead Management Association , but it’s free and you vote for up to three, Either link works. I do not work for free, so please do not ask me to work for you and not pay me. For a very short amount of time, Jeff worked for a demand generation agency in Atlanta. Thank you, all soldiers and especially Rolfe. slma marketing award.

Your company is struggling to create quality sales leads. What do you do?

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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?

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

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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 10 things your CEO needs to know about B2B demand generation. Sales lead generation is hard work done over time that delivers results.

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

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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. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. Jeff Ogden.

Buying software is easy. Fixing Lead Generation is hard.

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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!

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

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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. But what about sales prospecting? The Percent of the Sales Budget Spent on Demand Generation.

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

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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.

How to create one kick-ass lead generation program in just 5 steps

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B2B Lead Generation | How to generate leads. How to create one kick-ass lead generation campaign (from scratch). Recently I visited a 1/2 billion dollar business intelligence company who was looking for a global leader for lead generation. They rejected me, (the President of the B2B lead generation consultancy, Find New Customers ) saying “ the team did not think you are the one to create our lead generation campaigns.&#. Want to share a comment with Peter about his conclusion? You cannot stop.

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The “Whom to Choose” Buying Phase

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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, When and Where Buyers Want Content

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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.&#.

Why Sales needs Content Marketing and Marketing Automation

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B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. Now let’s talk about your world in Sales. Let’s examine a Sales scenario to illustrate the power of content marketing and marketing automation software. The point we want to make clear is this: The primary beneficiary of content marketing and marketing automation is Sales. Sales Scenario 1: Without content marketing and marketing automation.

B2B Lead Generation: The Lead Generation Assessment

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B2B Lead Generation | The Lead Generation Assessment. Check out the Lead Generation Assessment Service – and get a checkup – for the business. The #1 problem in businesses that sell products to other businesses is the lack of quality sales leads, according to  experts like MarketingSherpa. Incorrect sales messaging.

Harness it in YOUR business – the power of B2B demand generation

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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.

The Power of Story-telling in B2B Marketing

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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. Jeff Ogden ( @fearlesscomp ) is President of the  B2B lead generation  consultancy,  Find New Customers.

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

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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.

What Sales REALLY Needs From Marketing

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Lead Generation Companies | What Sales Really Needs from Marketing. Strategies to Get More and Better Prospects into your Sales Pipeline. Jill Konrath is one of the top experts in B2B sales in the world today. In Jill’s great ebook of this name, she shares what sales really needs – high quality, well-nurtured sales opportunities.

Developing an Integrated Content Marketing Strategy that Works – Guest Post

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B2B Lead Generation | Guest Post from Joe Pulizzi of the Content Marketing Institute. We at the B2B demand generation company, Find New Customers , are delighted to bring you this guest post by top content marketing expert Joe Pulizzi, co-Author of Get Content, Get Customers and founder of Junta42. Your goal is to be the leading content provider for your niche. Online.

Chart: Greatest Challenges for CMO’s

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Lead Generation Companies | Biggest Challenges for CMOs. A few months ago, MarketingSherpa asked this question of 287 Chief Marketing Officers. The answers probably surprise no one – especially if you’ve talked to your sales teams lately. Generating high quality sales leads is the single biggest challenge in business today.

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Find New Customers releases “7 Keys to Successful B2B Marketing”

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B2B Lead Generation | 7 Keys to B2B Marketing Success. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He presented “How to Create a Great Personal Brand&# at the 140 Social Media Conference on Long Island recently and will appear on Sales Lead Management Radio on June 9th.

Find New Customers releases “7 Keys to Successful B2B Marketing”

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B2B Lead Generation | 7 Keys to B2B Marketing Success. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. They are in endless meetings. No registration needed.

How to Find New Customers – the highly acclaimed white paper

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Lead Generation Companies | How to Find New Customers. 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. Find New Customers has not only distilled the science of lead nurturing into a work of art, but they are a walking, talking billboard for the process. If your sales people need more qualified leads , get Find New Customers onto your team asap!”.

The Current State of B2B demand generation

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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.

20 Best Practices – An Essential Checklist for B2B Sales and Marketing Organisations

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B2B Lead Generation | A Checklist for B2B Sales and Marketing Operations. Bob Apollo with Inflextion-Point in the UK is a well-respected sales and marketing expert who. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. sales challenges sales leadership Sales Leads

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. In the interview, we talk a little shop about the fundamentals of account based marketing, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. Was it re-engaging past leads? Break].

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

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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. “ What do you think?

Find New Customers releases “7 Keys to B2B Marketing Success”

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B2B Lead Generation | 7 Keys to B2B Marketing Success. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. They’re in endless meetings.

Conclusions from study: Sales Speaks – Perceptions and Ponderings on Marketing Leads

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According to SiriusDecisions , over the last 4 years, sales quotas increased 33%, while quota achievement dropped by 25%. Conclusion: B2B sales is a lousy job today – at least in most companies. This is why the role of demand generation in marketing is growing by leaps and bounds. And it is why companies reach out to B2B demand generation experts like Find New Customers.