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The B2B Lead Generation-Demand Generation Book “Hall of Fame”

NuSpark

Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management.  I’ve built my practice utilizing key points made in each book in addition to my own lead generation experiences.  I would look forward to discussion on any books you think should be on my “hall of fame” list.  General B2B Marketing & Lead Generation. Lead Nurturing.

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

Fearless Competitor

B2B Demand Generation | Why it belongs in Marketing – Not Sales. Want to truly understand the values of Find New Customers ? 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. Then watch last Friday’s Laugh and Learn show?

The Current State of B2B demand generation

Fearless Competitor

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.

Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Many sales reps lack insights on the best way to follow up on a lead.

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

Fearless Competitor

B2B Demand Generation | Laugh and Learn. In his weekly B2B marketing show, Jeff Ogden, President of the B2B Demand Generation. company Find New Customers shares an important marketing lesson using wit and humor. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Jeff Ogden.

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

Fearless Competitor

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. Take a look at those bold words.

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The Power of B2B Lead Nurturing

Fearless Competitor

B2B Demand Generation | The Power of Lead Nurturing. We’re honored that Find New Customers is considered experts in B2B lead nurturing and scoring. To learn about the Lead Nurturing and Scoring services offered by Find New Customers, click the highlighted words below.: Lead Nurturing and Scoring.

Laugh and Learn with Find New Customers | Episode 42 “A Day Without Shoes”

Fearless Competitor

In his weekly B2B marketing show, Jeff Ogden, President of the B2B Demand Generation. company Find New Customers shares an important marketing lesson using wit and humor. In this episode, he continues an earlier discussion on a key business initiative at Find New Customers “ Always Be Helping &# and discusses how small acts of kindness can unify people. Jeff Ogden.

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The Real Need of Sales Today – Fewer, Better Leads!

Fearless Competitor

As the host of MadMarketingTV , I’ve spoken with leading experts such as Dan McDade of Pointclear and Brian Carroll of MECLABS. Sales today needs much higher quality and fewer leads than ever before. Dan spoke about the need for fewer, better leads and Brian shared data that the #1 goal of businesses was “Better quality leads.” Brian Carroll.

4 Great “Cheat Sheets” on B2B demand generation from Find New Customers – no registration needed

Fearless Competitor

B2B Demand Generation | Four free cheat sheets. Find New Customers is pleased to share  free “cheat sheets” on important topics in B2B demand generation. Keys to B2B Lead Nurturing Success. simple 2 page guide to critical elements in lead nurturing. Keys to B2B Lead Scoring Success. At Find New Customers , our company motto is “Always Be Helping.” Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers.

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We’re a small company. We can’t afford B2B demand generation

Fearless Competitor

B2B Demand Generation | Limited Budgets. Some companies lack resources to do a soup to nuts program like those offered by Find New Customers. For instance, our Full Demand Generation Program takes 6-8 months and costs many tens of thousands of dollars. But many companies are just getting started in B2B demand generation. Demand Generation Training Course.

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3 Reasons You Should Outsource Lead Nurturing and Scoring

Fearless Competitor

  B2B Demand Generation | Lead Nurturing and Scoring. One of the top experts in B2B demand generation, Brian Carroll, once said to me “ If you look at a company’s website and you are unable to find good buyer-focused lead nurturing content, they are not doing lead nurturing. In fact, Sirius Decisions found very few companies happy with lead nurturing.

Online Sales Leads Seen Needing Improvement

Fearless Competitor

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%). This was followed by building a sense of community amongst customers (92%), providing relevant product information (89%), tracking and reporting on unregistered/anonymous users (87%), and tracking and reporting on current/registered users (81%). ” Dan McDade, Pointclear.

4 Free “Cheat Sheets” on B2B Demand Generation from Find New Customers | No registration needed

Fearless Competitor

The b2b demand generation company Find New Customers  is pleased to share  free “7 Keys cheat sheets” on important topics in. B2B demand generation. Keys to B2B Lead Nurturing Success. simple 2 page guide to critical elements in lead nurturing. Keys to B2B Lead Scoring Success. At  Find New Customers , our company motto is “Always Be Helping.” Jeff Ogden  ( @fearlesscomp ) is the President of the  B2B lead generation  consultancy  Find New Customers. ” Dan McDade, Pointclear.

Search Engine Optimization is NOT B2B Demand Generation

Fearless Competitor

B2B Demand Generation | Why Search Marketing is a small part only. What he failed to understand is this: There’s a world of difference between Search Engine Optimization and B2B Demand Generation. Despite the claims of search engine optimization folks, visitors to your website are NOT qualified sales leads. While ranking highly gets you a lot of traffic to your website, it is not B2B demand generation. SiriusDecisions calls the entire revenue cycle the Contact to Close process – from the time we first meet till they are inked as a customer.

Best-in-Class Companies and Lead Nurturing – a Study by Aberdeen Group

Fearless Competitor

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. Best-in-class:  Top 20 % in revenue and lead generation results). ” Dan McDade, Pointclear.

Find New Customers – the Unmarketing Company

Fearless Competitor

B2B Demand Generation | The Competitive Advantage of No Marketing. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. “If more companies listened to ( Find New Customers) a lot more would be sold.” ” Dan McDade, Pointclear.

Find New Customers Fan of the Month – Arthur Germain

Fearless Competitor

B2B Lead Generation | Find New Customers Fan of the Month. Each month we recognize a special fan of Find New Customers  - someone who demonstrates strong support for our company. Arthur is a great guy and loyal fan of Find New Customers and our weekly B2B marketing show, Laugh and Learn  with Find New Customers. It can be you if you care for Find New Customers too. Subscribe to this blog, Like us on Facebook or follow Find New Customers on Linkedin. “If more companies listened to ( Find New Customers) a lot more would be sold.”

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

Fearless Competitor

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. ” Dan McDade, Pointclear.

Why Sales needs Content Marketing and Marketing Automation

Fearless Competitor

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. need to be out there talking to prospective customers.” Sally Smith, a Sales rep for us, calls target customer and leaves a message. The prospect is automatically added into lead nurturing – and valuable information is shared over time. Because we’ve implemented lead scoring we’re able us to see exactly when they are sales-ready – ready to talk to Sales.

Laugh and Learn with Find New Customers | Episode 41 – Old Spice Blend

Fearless Competitor

Welcome to this week’s episode of our famed weekly show – Laugh and Learn with Find New Customers. It was a classic and perfectly sums up the mantra of Find New Customers “Always Be Helping.&#. And as always, Jeff Ogden of the B2B lead generation company Find New Customers shares the key marketing take-away of the week.

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Demand Generation Training | $99 via email

Fearless Competitor

Demand Generation Training | Demand Generation Education. Find New Customers is pleased to present our very low cost demand generation training course. Just $99 signs you up for a series of 18 weekly emails sharing key insights on lead generation. All you have to do is go to Lead Generation Education , complete the form, pay via Paypal, and start getting emails.

What Sales Really Needs from Marketing

Fearless Competitor

B2B Demand Generation | What Sales Really Needs. Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Why are salespeople poor at lead generation? If sales is ill-equipped for lead generation, and winning deals, this begs two question: Are Sales Getting What They Need to Be Truly Effective? link].

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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. More download/print customer stories than last year (vs. Content marketing is huge today.

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. 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. It was a very popular show. See CMO quote below.)

Buying software is easy. Fixing Lead Generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Too many companies believe purchasing software fixes B2B lead generation. Fixing your B2B lead generation challenges is a lot like losing weight. 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? Design lead nurturing campaigns in a Problem to Solution story-telling format using your content. Right now!

Content Curation. 5 Ways to Succeed, Eventually

Fearless Competitor

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. Find New Customers helps companies dramatically improve revenue results by transforming the ways they attract, engage and win new customers. Neicole Crepeau. Saturday. And it works.

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Find New Customers Fan of the Month – Arthur Germain

Fearless Competitor

B2B Lead Generation | Find New Customers Fan of the Month. Each month we recognize a special fan of Find New Customers. Arthur is a great guy and loyal fan of Find New Customers and our weekly B2B marketing show, Laugh and Learn featuring @fearlesscomp. It can be you if you care for Find New Customers too. Subscribe to this blog, Like us on Facebook or follow Find New Customers on Linkedin. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear.

The Problem with Reliance on Junior Marketing Folks

Fearless Competitor

B2B demand generation | The problem with junior marketing members. It adversely affects a company’s ability to attract and win new customers. Find New Customers was meeting with a prospective new client last week. She told me “Lead nurturing is sharing information with prospective buyers to convince them to buy your product.&#. It happened recently.

Find New Customers Fan of the Month – Arthur Germain

Fearless Competitor

B2B Lead Generation | Find New Customers Fan of the Month. Each month we recognize a special fan of Find New Customers. Arthur’s a great guy and loyal fan of Find New Customers and our weekly B2B marketing show, Laugh and Learn featuring @fearlesscomp. It can be you if you care for Find New Customers too. Subscribe to this blog, Like us on Facebook or follow Find New Customers on Linkedin. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers.

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

Fearless Competitor

B2B Demand Generation | CMO State of Marketing. The study found four: Improve Customer Segmentation and Targeting Efforts (64%). Bolster Demand Generation Programs (43%) (my favorite). Further Tracking and Qualifying Leads (42%). Good companies to contact include Mac Macintosh of AcquireB2B , Paul Mosenson of NuSpark Marketing , and Dan McDade of Pointclear. “We have been seeing since our ‘ Renovate To Innovate ’ report that CMOs need a middle layer of strategy,” she says. Or take our $49 Demand Generation training course ? We want things to connect.

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12 Marketing-Takeways from the B2B Marketing Manifesto

Fearless Competitor

B2B Demand Generation | 12 Marketing Take-Aways. This is why Find New Customers also writes for SandHill.com, PostclickMarketingBlog, CustomerCollective, blogs for Marketo, Eloqua, Hubspot, etc.). Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

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Why you will NEVER see an ad for Find New Customers

Fearless Competitor

B2B Demand Generation | Find New Customers policy on advertising. “ Find New Customers does zero paid advertising? That’s needed to get leads. Find New Customers is not in newspapers, trade journal, signs at events, etc. While we don’t advertise, we do publish great content on B2B demand generation , content marketing, lead nurturing , lead scoring and more, write a wildly popular blog and stay active on social networks. Find New Customers is on Facebook and Linkedin too. ” Dan McDade, Pointclear.

Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election

Fearless Competitor

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.