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Lead Generation Lies That are Wreaking Havoc with Your Sales

ViewPoint

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads. received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there.

The Importance of Lead Nurturing (Radio Show) in sales lead generation programs

Fearless Competitor

Buffer The Importance of Lead Nurturing  in sales lead generation programs. This radio interview I did back on B2B lead nurturing back on 9/ 17/2009 for SalesBuzz Radio is a classic. Lead nurturing is a key part of sales lead generation programs. The Importance of Lead Nurturing. ” Dan McDade, Pointclear.

Greatest Challenge Facing CMOs Today – Generating High-Quality Sales Leads

Fearless Competitor

“The vast majority of CMO’s in the study indicated that generating high quality leads is their top challenge. The study agrees, saying that software alone will note “make for an optimized sales funnel.&# You really fix the problem, you’ll need deep buyer personas, content marketing, lead nurturing, lead scoring and more. contact-form].

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%).

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!

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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.

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. But what about sales prospecting?

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.” 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. Sally sends an email.

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.

Looking for Sales Leads? | Don’t Put Everything into the Social Media Basket

Fearless Competitor

B2B Demand Generation | Best Sources of Sales Leads. 78% of all leads – more than three out of four – come from personal connections and referrals, websites and email. Compare that to social media – which generates only 3% of leads. It’s THE best source of leads. Make it the hub of your business – all roads lead there. But don’t starve your other channels to try to generate leads there. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.

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. He is also a strong supporter of Find New Customers. We thank Bob for letting Find New Customers share this great document on our Free Tools page. Bob Apollo.

The 10 most fascinating people in B2B Marketing in 2015

Biznology

Amanda Kahlow represents the newest generation of B2B marketers, as a pioneer in deploying “intent data” to help marketers get visibility into pre-funnel tech buyer behavior online. Japan’s foremost lead generation marketing company.  Marisa Edmund is among a relatively rare circle of marketing professionals who rise in their firms to supervise both sales and marketing. 

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? Sales is poorly equipped to deal with this reality. What does Sales really need to be effective? Sales tools.

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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.

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.&#.

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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.

More Support for Outsourcing B2B Lead Generation

Fearless Competitor

B2B Lead Generation | The Case for Outsourcing. Here are the key facts about the folks you are planning to hire to crank up sales leads. With odds like that, still think your Linkedin posting for “Director of Demand Generation&# is a good idea? We recommend you turn instead to outside experts like Find New Customers , NuSpark Marketing , Pointclear , or  Bluebird Strategies. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. 46% of new hires fail within 18 months.

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. “ What do you think?

Medium Sized companies struggle with B2B demand generation too

Fearless Competitor

B2B Lead Generation | Mid Sized Companies. Did you know that the content from this blog and Find New Customers is taught at two top business schools – Stanford and the University of Notre Dame ? That proves our superb knowledge of B2B lead generation. Few were doing lead nurturing and almost none were doing lead scoring. Would they do better?

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

ViewPoint

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. His lead nurturing program did precisely that. It’s 2015. Voice nurturing!

12 Marketing-Takeways from the B2B Marketing Manifesto

Fearless Competitor

B2B Demand Generation | 12 Marketing Take-Aways. Writing articles for other blogs generates tons of good things, like traffic, backlinks Googlejuice. 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.

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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.

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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. Here are the blue ribbon experts and good friends of Find New Customers. ignore 95% of them at least. Why is this important? all based in the UK, by the way).

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Purchases are fun, but…….they don’t move the business needle

Fearless Competitor

Too often we confuse business purchases with what is truly required to generate business results, especially quality sales leads for salespeople. Sales lead generation takes a lot more. Buyer personas – interview your customers and prospects. ” Map the Buying Process – Document exactly how your customers buy. Whom they trust?

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.

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. simple 2 page guide to ensure only qualified opportunities go to Sales. At Find New Customers , our company motto is “Always Be Helping.” “If more companies listened to ( Find New Customers) a lot more would be sold.”

5 Reasons to Outsource Marketing Today

Fearless Competitor

Should you reach out to outside firms for marketing help, like Bulldog Solutions , PointClear , AcquireB2B or Find New Customers ? Get an awesome offer below: Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers , who would make a superb Chief Marketing Officer.

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

Panel Discussion: B2B Content Marketing for Marketing Automation

Fearless Competitor

B2B Demand Generation | Content Marketing for Marketing Automation. Lead nurturing requires a continual flow of compelling (to the recipient) content. Here are the blue ribbon experts and good friends of Find New Customers. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ignore 98% of them at least.

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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.

Use Marketing to Build Your Business for Less

Fearless Competitor

B2B Demand Generation | Driving Leads for Less. Want to truly understand the values of the lead generation company Find New Customers ? Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! For a related post see 4 Steps to Convince Your CEO That Demand Generation is a Marketing, not Sales Function.

3 Reasons Qlikview is killing Microstrategy

Fearless Competitor

B2B Demand Generation | Why an upstart is killing the incumbent. Building B2B demand generation from scratch is tough. They are big into B2B demand generation , including social, content marketing, lead nurturing, lead scoring , 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. ” Dan McDade, Pointclear.

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. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win. Many sales reps lack insights on the best way to follow up on a lead.

How to Write a Highly Effective Subject Line

Fearless Competitor

B2B Demand Generation | Crafting Email Subject Lines that Work. And since the main tool for lead nurturing is email, this post is spot on). My prospects are always interested in subject lines like this: Idea to reduce your sales cycle time or How XYZ company increased sales to Fortune 500 companies by 127%. Hopefully by now you understand just how critical those simple little subject lines are to your sales success. I’d suggest you sit down right now and create 10 new ones you can use in the upcoming weeks. ” Dan McDade, Pointclear. Just 2.7

Last Chance: Entrepreneurial Selling Enrollment Closing Tomorrow

Fearless Competitor

Last week, the good folks at RAIN Group opened enrollment to their new, online sales training program, Entrepreneurial Selling and I introduced you to their incredible charter member deal. “If you are an entrepreneur and want to improve your sales skills, then Entrepreneurial Selling by RAIN Group is the program for you.” If you engage them in an issue about sales, you’re going to get soup to nuts, A to Z, and it’s all going to be top quality. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.

The Power of B2B Lead Nurturing

Fearless Competitor

B2B Demand Generation | The Power of B2B Lead Nurturing. And by tracking their activity, you can identify the “hand raise” which says they are ready to talk to sales. Lead Scoring ). Unfortunately, few companies do lead nurturing at all, and those who do tend to do it poorly. And the data shows that very, very few are doing lead scoring either.

7 Keys to BtoB Social Media Success

Fearless Competitor

B2B Demand Generation | 7 Keys to BtoB Social Media Success. Are you looking to generate sales leads? Jeff Ogden ( @fearlesscomp , which scores a perfect 100 out of 100 in twittergrader.com) is the President of the B2B lead generation consultancy Find New Customers. struggle to get their arms around this exciting new capability. Find the sneezers.

The Problem with Reliance on Junior Marketing Folks

Fearless Competitor

It adversely affects a company’s ability to attract and win new customers. The global marketing firm  Find New Customers was meeting with a prospective new client – a multinational software firm –  in New York City. In the meeting, we turned to the young lady responsible for operating their Marketo software 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.” A typical young lady in marketing. ” OUCH! I bit my lip and said nothing.

Marketing on a Budget – Methods for Executing Great Marketing Campaigns (Without Breaking the Bank!)

Fearless Competitor

B2B Demand Generation | Guest Post by Dee Mason. Place links to your website on there and send prospective customers and clients to your site. This can also win you testimonies from customers to give your company a boost. You can begin by using special offers to entice customers to your business. Inform your customers about your business and yourself or your employee(s).

The Secret to Effective Voice Mail Messages—with Kelley Robertson

Fearless Competitor

B2B Demand Generation | Leaving Effective Voice-mail Messages. Good B2B demand generation relies on the phone. Stay away from talking about you, your company, or your services, stresses Kelley Robertson in this excerpt from his webinar  Ditch the Sales Pitch: How to Master Sales Conversations and Win More Deals. Master Sales Conversations. Learn more about how to lead effective sales conversations. Watch Kelley Robertson’s webinar  Ditch the Sales Pitch: How to Master Sales Conversations and Win More Deals. Kelley Robertson.