• MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, MAY 22, 2015
    [Demand Generation, Lead Generation] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    any special software besides a browser, and. the data that’s generated every time a viewer interacts with the material. That said, you can’t argue with the reach and simplicity of the SlideShare upload -- especially for some demand- generation applications. presentation is a great way to make both live and on-demand.
  • LEADERSHIP  |  WEDNESDAY, MAY 20, 2015
    [Demand Generation, Lead Generation] High Performance B2B Lead Generation Engine —A 10-Point Checklist
    know that I’m driving a better car every day because software updates are done while I sleep. That is a very important lesson for us marketers, especially in the world of B2B lead generation. 10 Steps to Boost B2B Lead Generation Performance. You need an integrated lead-to-revenue process model.
  • HUBSPOT  |  MONDAY, MAY 18, 2015
    [Demand Generation, Lead Generation] Marketing Investment Benchmarks: What Are Companies in 4 Big Industries Spending?
    HubSpot’s 2015 Demand Generation Benchmarks Report addresses this exact challenge by asking marketers to nominate their top marketing investments by budget. Inbound techniques like marketing automation/lead management and content creation are a smaller part of the mix. Analytics Lead Generation Daily
  • HUBSPOT  |  FRIDAY, MAY 8, 2015
    [Demand Generation, Lead Generation] Demand Generation Benchmarks & Trends: Software Marketer Edition
    The marketing formula seems simple: Attract audiences, engage prospects, convert leads, and facilitate retention. One of the biggest "wins" you can achieve is the ability to connect your disparate initiatives into a scalable, predictable demand generation engine. Marketing Automation Analytics Lead Generation Daily
  • VIEWPOINT  |  TUESDAY, MAY 5, 2015
    [Demand Generation, Lead Generation] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
    feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it. Lead Reengagement.
  • BIZNOLOGY  |  FRIDAY, APRIL 24, 2015
    [Demand Generation, Lead Generation] Case study in data-driven B2B customer acquisition marketing
    One of the most compelling stories came from Doug Sechrist , vice president of demand marketing at Five9 , a cloud contact-center software company based in San Ramon, CA. With responsibility for demand generation, Sechrist is mired in database marketing. Past purchase of cloud-based software. Like this post?
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 6, 2015
    [Demand Generation, Lead Generation] How to get start with Marketing – Step 1 – Buyer Personas
    We now call Find New Customers the most Likeable company in BtoB marketing today, thanks to our partnership with Likeable Local  – which is Social Media Marketing software to make YOU more successful. Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Buyer Personas.
  • VIDYARD  |  MONDAY, MARCH 30, 2015
    [Demand Generation, Lead Generation] Cetera Financial Group, Lenovo and Prophix Software Boost Video Marketing Results with Vidyard for Eloqua
    KITCHENER, Ontario – March 31, 2015 – The world’s leading modern marketers are realizing the power of video to engage their online audiences, and they are increasingly converting those viewers into customers by integrating video engagement data with their Eloqua marketing automation platform. Prophix Software. Lenovo. About Vidyard.
  • FEARLESS COMPETITOR  |  THURSDAY, MARCH 19, 2015
    [Demand Generation, Lead Generation] Pithy sayings by Seth Godin in a great book
    ” I was invited to host an online TV show call Mad Marketing TV by the former VP of Marketing at Act-On Software, David Appelbaum. “The world regularly offers us opportunities to step up, to lead and to raise our hands. We get a chance to lead and do the work that matters. Thank you Likeable Local. Saying yes.
  • LEADERSHIP  |  TUESDAY, MARCH 10, 2015
    [Demand Generation, Lead Generation] CMO Spotlight: Jeremy Burton, President Products and Marketing at EMC Corp.
    It may only be one component and it may or may not indicate clearly about conversion potential, but it shows the type of behaviour through social conversation that may ultimately lead up to a purchase. 4. How can your organization get some Quick Wins for Your B2B Lead Generation ? Know Your Product. It’s a given.
  • LEADERSHIP  |  TUESDAY, MARCH 3, 2015
    [Demand Generation, Lead Generation] What’s Holding Back Your B2B Lead Generation?
    He wanted to see me about getting his B2B lead generation moving with some new ideas. Their lead generation had frozen over, he said, and need a big push. Here are the top 5 issues I found with Peter’s current process—and these are common B2B lead generation challenges: 1. FROZEN. Source: eMarketer. Finally!
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 17, 2015
    [Demand Generation, Lead Generation] Infographics are great for Content Marketing
    Likeable Local is Social Media Marketing Software to make YOU more Successful. (My favorite marketing word is YOU, because it’s all about you.). Filed under: B2B demand generation , b2b lead generation companies , Chief Content Officer. If you need new customers, visit Find New Customers.
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 4, 2015
    [Demand Generation, Lead Generation] “A Promise Made is a Promise Kept” – a Motto of Find New Customers
    We call us Likeable because we’re partnered with  Likeable Local in New York City, which is Social Media Marketing Software to Make You More Successful. good example of how Find New Customers keeps promises is our client, Mintigo , a software company in San Francisco. You is the best word in marketing today.). Amanda. Amanda F.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 22, 2015
    [Demand Generation, Lead Generation] The State of Marketing Technology in Asia
    Software as a Service (SaaS) sales in this region is estimated to be growing at more than 20% a year, with vendors such as Oracle, and platforms such as LinkedIn Marketing Solutions, reporting big jumps in usage and revenue. Use real time feedback to generate insights and facilitate true dialogue with customers. Marketing Efficiency
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 21, 2015
    [Demand Generation, Lead Generation] Right Time, Real Time Selling
    Use the web and technology to automate the “black art” of the top of the funnel — lead development. GXS, a former GE division, did this and grew website lead generation by 70%. In three months, they generated over 1,000 new leads, worth several million dollars in revenue  based on close rate probability.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 14, 2015
    [Demand Generation, Lead Generation] Top 5 Reasons Why Lead Nurturing Matters for Marketing – Guest Post
    Lead nurturing is the practice of building relationships to guide future customers through the sales funnel. The award-winning marketing expert and President of Find New Customers knows a lot about lead nurturing, and we offer a great free guide called 7 Keys to Lead Nurturing Success which you can download. It leads to sales.
  • THE POINT  |  TUESDAY, JANUARY 13, 2015
    [Demand Generation, Lead Generation] How to Measure Email Success in 2015: A Call to ROI
    Improving email campaign measurement won’t generate more leads or better leads, in and of itself, but it will help accomplish both those goals by providing the data necessary to identify what’s truly working. To measure the type of revenue performance that I describe, you’ll need software tools that empower you to do so.
  • LEADERSHIP  |  FRIDAY, JANUARY 9, 2015
    [Demand Generation, Lead Generation] Interesting Infographics: 10 Ways to Convert More Customers Using Psychology
    Some of the examples are from a traditional B2C environment but I can see how we can apply it to our B2B lead generation strategies and tactics. For example if you offer a software product, perhaps you are offering a free trial or reach out for a conversation. 2. Below are the 10 ways: 1. Research by Prof. Make an enemy.
  • NUSPARK  |  SATURDAY, JANUARY 3, 2015
    [Demand Generation, Lead Generation] 17 Lead Generation- Demand Generation 2015 New Year’s Resolutions
    The multitude of tools, platforms, and techniques can be overwhelming at times.  In the last two-three weeks, I participated in 3 webinars and 5 software demos, with more planned this week. have an RSS reader with 150 or so blogs to stay up to speed on the ever changing world of demand and lead generation. Get to it! .
  • MARKETING ACTION  |  FRIDAY, DECEMBER 19, 2014
    [Demand Generation, Lead Generation] Video Marketing Works for B2B, Too: Insights from the Software Benchmark Report
    That’s because for today’s B2B marketers, video has become a must-have demand generation tool. If fact, according to the results of a recent survey from Software Advice , if you’re not using video, you may be missing out on a valuable way to get more leads. Videos that Drive Leads. Moving Images. Educational.
  • MARKETING ACTION  |  TUESDAY, DECEMBER 16, 2014
    [Demand Generation, Lead Generation] Sales and Marketing Alignment vs. Integration, Part 3: Accountability
    Rachel Rosin of Act-On Software recently moderated a webinar conversation between Bill Golder, principal and CEO of Slingshot Growth Partners, and Jay Hidalgo, renowned sales, marketing and business coach. And so with this activity the marketing team generated a million dollars’ worth of business. What are your thoughts to that?
  • MARKETING ACTION  |  THURSDAY, DECEMBER 11, 2014
    [Demand Generation, Lead Generation] Tradeshows and Events Drive Highest Quality Leads
    After all, do any of those meetings and exchanged business cards actually lead to new business? According to the results of a recent survey from Software Advice , the answer is a resounding yes. In fact, every other channel marketers are using had a lower cost-per-lead. They also realize that these leads don’t come cheap.
  • MARKETING ACTION  |  SATURDAY, DECEMBER 6, 2014
    [Demand Generation, Lead Generation] Which Marketing Software Applications Matter to B2B Marketers?
    Software for email marketing, customer relationship management, and web analytics can improve overall results by reducing manual processes, improving productivity, and providing much-needed insight into what works – and what doesn’t. So, just how many pieces of software does it take to generate a lead? ” What gives?
  • LEADERSHIP  |  TUESDAY, DECEMBER 2, 2014
    [Demand Generation, Lead Generation] 10 Tips to Plan B2B Content Marketing and Maximize Lead Generation
    There are, however, savvy marketers that not only focus on ROI but place a high demand on their content marketing campaigns to generate maximum, high quality, qualified leads for their business. software company called IntelliResponse came up with a content strategy that delivered 100% lead generation through their site.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 1, 2014
    [Demand Generation, Lead Generation] Marketing Automation: Lessons from 4 case studies
    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. Scalability. Integration with the new CRM system. Results?
  • KOMARKETING ASSOCIATES  |  TUESDAY, NOVEMBER 18, 2014
    [Demand Generation, Lead Generation] B2B Budgeting for 2015: 10 Key Marketing Research Reports & Guides
    Software Advice’s recently released 2014 B2B Demand Generation Benchmark report  revealed that the vast majority of B2B marketers (79 percent) use at least 11 different marketing software applications. Software Solutions Used. Plans for 2015 Demand Generation Spending, by Channel.
  • THE POINT  |  FRIDAY, NOVEMBER 14, 2014
    [Demand Generation, Lead Generation] Report: Trade Shows Generate Highest Quantity & Quality of Leads
    Research firm Software Advice have released their 2014 B2B Demand Generation Benchmark Report , a handy reference for anyone planning 2015 marketing spend. You can access the complete report on the Software Advice blog – no registration required.). But does that mean that demos are the most effective demand gen offer?
  • INTEGRATED B2B  |  WEDNESDAY, NOVEMBER 12, 2014
    [Demand Generation, Lead Generation] Which channels work for B2B lead generation?
    US-based Software Advice, an online software broker with access to thousands of B2B buyers around the world, has recently published its annual B2B Demand Generation Benchmark report. The post Which channels work for B2B lead generation? And marketing automation systems aren’t even on the radar for most.
  • FEARLESS COMPETITOR  |  THURSDAY, NOVEMBER 6, 2014
    [Demand Generation, Lead Generation] The World-Class Network of Jeff Ogden of Find New Customers
    But when the visionary man behind the show, VP of Marketing David Appelbaum left Act-On Software , the show died. “ Why do you need Act-On Software for a show, Jeff? One of the most important assets of anyone in marketing today is their network. And I’m proud of my network – for good reason. ” Thanks, David.
  • MARKETING ACTION  |  THURSDAY, OCTOBER 30, 2014
    [Demand Generation, Lead Generation] Turning Website Visitors into Leads
    Jim Obermayer is the host of the Sales Lead Management Radio Program , which goes out to over 8,000 worldwide members of the Sales Lead Management Association (SLMA). Recently, he interviewed Janelle Johnson, director of demand generation at Act-On, about the art of turning website visitors into leads. Bring it up.
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 21, 2014
    [Demand Generation, Lead Generation] Top 5 Reasons Why Lead Nurturing Matters for Marketing – Guest Post
    Lead nurturing is the practice of building relationships to guide future customers through the sales funnel. With so many mediums to nurture leads, it’s difficult to know where to begin or if it is a worthwhile investment. Here are the top 5 reasons why lead nurture matters for marketing. It also leads to results.
  • THE POINT  |  MONDAY, OCTOBER 20, 2014
    [Demand Generation, Lead Generation] Research Report: Lead Gen Not as Easy as Marketers Think
    Just look at the sudden influx of companies boasting so-called “predictive analytics” solutions – software that allows marketers to better score leads, acquire new names, target market sectors, and even refine message and content, based on highly sophisticated algorithms. Just when did demand generation get this complicated?
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 14, 2014
    [Demand Generation, Lead Generation] Why the Future of Find New Customers is brighter than ever!
    We hired The Presentation Coach Bob Turel to help Find New Customers , the Tampa based demand generation agency,  create a series of short and compelling videos each and every month. contact-form] Filed under: Fearless Competitor , Find New Customers , Florida , Keynote Speaker , Keynote Speaking , lead generation.
  • MARKETING ACTION  |  FRIDAY, OCTOBER 10, 2014
    [Demand Generation, Lead Generation] Get Started with a Content Marketing Library
    The demand generation team is working to attract new customers, and is creating campaigns for buyers at every stage of the journey. As a company begins to build out a library of content, the emphasis is usually placed on lead generation and the first three-quarters of the buyer’s journey. Assess your existing content.
  • FEARLESS COMPETITOR  |  THURSDAY, OCTOBER 2, 2014
    [Demand Generation, Lead Generation] I’m sorry. but I don’t believe you. The Importance of Third Parties.
    “A March 2014 study by Nielsen/inPowered MediaLab looked at three types of content—branded (company-generated) content, user reviews, and third-party expert content. Why can’t Find New Customers past clients like Act-On Software get this? The problem of disbelief affects many companies. Think of buying a new car. TV ads.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 1, 2014
    [Demand Generation, Lead Generation] Missing Link on too many Websites – Marketing exec!
    There are two leading competitors – Voltage Security and Protegrity. Content marketing, lead nurturing, lead scoring – too much gets left out without leadership. The really savvy marketing companies are firms like the software company ConnectWise , down here in Tampa. One can learn quite a lot there.
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 29, 2014
    [Demand Generation, Lead Generation] 10 Great Marketing Tips from Find New Customers
    Here are 10 #Marketing Tips I presented to a 100 employee Saas software company in Cambridge, MA recently. Score visitor behaviors to identify marketing qualified leads.  On-line demo good and worth points. Visit Hand Marketing Qualified Leads (MQLs) to Sales and let them qualify. They loved these tips and for good reason.
  • VIDYARD  |  MONDAY, SEPTEMBER 22, 2014
    [Demand Generation, Lead Generation] HONEYWELL, FIBERLINK, INTRALINKS AND SEVONE SELECT VIDYARD FOR STRATEGIC VIDEO MARKETING
    Honeywell, (NYSE:HON), Fiberlink (an IBM company), Intralinks and SevOne have recently turned to Vidyard to maximize their ROI on video and become more strategic with their demand generation and content marketing programs. . Fiberlink is a leading provider of mobile device management and enterprise mobility solutions. Honeywell.
  • LEADERSHIP  |  TUESDAY, SEPTEMBER 9, 2014
    [Demand Generation, Lead Generation] Big Data WILL Transform Your B2B Lead Generation
    know some of you are saying that “Big Data” is the latest hair-raiser big software companies are throwing around to scare us in the world of B2B lead generation. So you should “use the latest and greatest software to start using Big Data in your business too”. —If You Learn How to Use It  .
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 8, 2014
    [Demand Generation, Lead Generation] The Appalling State of Marketing in Florida
    Have you purchased and set up marketing automation software, such as Marketo, Pardot or Act-On Software? (20 points). For instance, 2 Yes’s would generate just 40 points. Asking «COMPANY_NAME» 5 direct marketing questions. This blog has a new and beautiful template. What do you think of it? You can check it out here.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 29, 2014
    [Demand Generation, Lead Generation] Step 4: Lead Scoring – What is it and what does it have to do with lead nurturing?
    You bought marketing automation and set up lead nurturing. First, let me ask you to grade yourself on marketing: Now there is one last question to answer: When a prospective customers visits our website and signs up for lead nurturing , how do we now when they are ready to buy and hand them to sales? The answer is lead scoring !
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 28, 2014
    [Demand Generation, Lead Generation] Step 3: What you do when a visitor to your website is NOT ready to buy?
    The answer: Lead Nurturing. 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! Hey Tampa/St. Sales looks for Mr. Right Now. That may be your question.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 27, 2014
    [Demand Generation, Lead Generation] 95% have bad marketing. What I’m finding at Companies in the Tampa/St. Petersburg areas
    One was a law firm and the other was a software firm called ConnectWise. B2B demand generation B2B lead generation b2b lead generation companies Chief Marketing Officer CMO recruiting Find New Customers Florida Leadership Leadership Lessons Management best practices ” very focused on buyers.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 27, 2014
    [Demand Generation, Lead Generation] The Best Marketing TV show is coming back – sooner or later
    The show Marketing Made Simple TV was vastly better than the prior show I used to host for Act-On Software , Mad Marketing TV. I got started in this because the first VP of Marketing at Act-On Software, David Appelbaum, invited me to host their show and my good friend Craig Yaris of Social Ribbit directed all the show. Hey Tampa/St.
  • LEADERSHIP  |  TUESDAY, AUGUST 12, 2014
    [Demand Generation, Lead Generation] 5 Ways to Recognize B2B Lead Generation Failure ???and Move On
    Among all the feedback I received, some readers expressed their fear and shared common instances of B2B lead generation failure. Are you looking to accelerate demand generation? Sign up for our email newsletter to receive tips and information on B2B lead generation. Is your B2B lead generation failing?
  • LEADERSHIP  |  TUESDAY, JULY 22, 2014
    [Demand Generation, Lead Generation] “Break the Ice” with B2B Lead Generation Programs that Work
    Stumped I was last week when I was talking to Ben who is a senior executive at a client organization. I was sharing with Ben the unique advantages of the 360° view provided by a transformational B2B lead generation program. Are you the ice cube in your B2B company’s lead generation efforts? would definitely be stumped!
  • LEADERSHIP  |  TUESDAY, JULY 8, 2014
    [Demand Generation, Lead Generation] B2B Demand Generation Experts—A Call to Arms
    When we review our B2B demand generation campaigns, it is common to have a ready list of factors to blame for non-performance or under-performance. Legacy software that clings on, thus reducing efficiency and effectiveness of updated programs. Sales teams that demand continuous generation of new content. Google?
  • HUBSPOT  |  WEDNESDAY, JULY 2, 2014
    [Demand Generation, Lead Generation] How to Design Experiments for Your Website in 5 Easy Steps
    Running experiments on your website, such as testing the copy of a headline or trying out a new color for your call-to-action buttons, is crucial to your online demand generation. Here''s some sample data for Example Enterprise: Example Enterprise generates 60,000 website visitors and 500 leads per month. Not too shabby.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 23, 2014
    [Demand Generation, Lead Generation] What Content Marketing ROI and a Beach in Fiji Have in Common
    Although content marketing has proven to increase awareness, generate leads , and lower the cost of acquisition, many marketers still struggle with two key areas: Optimizing the content marketing experience for lead generation. Design A Content Experience Optimized for Lead Gen. Make It Visual & Responsive.
  • THE POINT  |  TUESDAY, MAY 27, 2014
    [Demand Generation, Lead Generation] If You Write B2B Copy, You Need This Blog Post
    B2B Marketing Copywriting Creative Demand Generation direct marketing email marketing lead generation assumptive close assumptive close technique b2b copywriting b2b copywriting tips email copywriting tips ” “Can I deliver that to you this Friday?” AcmePro 1.0 is the one.
  • LEADERSHIP  |  TUESDAY, MAY 13, 2014
    [Demand Generation, Lead Generation] 6 Distinguishing Traits of the New Age B2B Buyer —And 6 B2B Lead Generation Tips to Engage
    Here is one buyer behaviour report that dives deep into aspects such as how soon you should call a new lead, months of the year and how they impact buyer behaviour, which days of the week work and don’t work for lead conversion, and so on. Take a typical example of an enterprise software that can be purchased online.
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 24, 2014
    [Demand Generation, Lead Generation] Proud Graduate of the University of Notre Dame
    Filed under: B2B demand generation , B2B lead generation , Buyer Personas , Chief Marketing Officer , Fearless Competitor , Find New Customers , Notre Dame. B2B demand generation B2B lead generation Buyer Personas Chief Marketing Officer Fearless Competitor Find New Customers Notre Dame
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 5, 2014
    [Demand Generation, Lead Generation] Sales & Marketing Alignment: 3 Ways to Close the Gap
    AG Salesworks is pleased to bring you a guest post from Janelle Johnson , Director of Demand Generation at Act-On Software. For example: How many leads does sales need to reach quota each month? What’s the lead conversion rate through the pipeline? How many nurture touches are needed to qualify a lead?
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 25, 2014
    [Demand Generation, Lead Generation] An Act-On Conversation: Jay Hidalgo and Atri Chatterjee Talk Demand Generation, Part 1
    Recently I had the opportunity to moderate an Act-On Conversation on demand generation. The Conversationalists, Jay Hidalgo and Atri Chatterjee, defined demand generation and talked about how personas, sales and marketing alignment, and content marketing are a trifecta for successful demand generation.
  • MARKETING ACTION  |  MONDAY, FEBRUARY 24, 2014
    [Demand Generation, Lead Generation] Digital Marketing Glossary, Part 2
    In the first installment of this series, I commented that I’d gotten “lead gen” and “demand gen” mixed up. Seems I am not alone, so before we leap off into the next group of definitions, a few more words are in order about “demand generation vs. lead generation.”. lead nurturing, lead scoring, etc.).
  • FEARLESS COMPETITOR  |  FRIDAY, FEBRUARY 21, 2014
    [Demand Generation, Lead Generation] SCORE with your customers. Introducing the SCORE Demand Generation program from Find New Customers
    SCORE is the idea behind this service from Find New Customers – to help companies create best-practices demand generation programs. In fact, a software firm in New Jersey hired Find New Customers as soon as they saw this plan. Just click the link below to download the SCORE demand generation program.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, FEBRUARY 4, 2014
    [Demand Generation, Lead Generation] New Raab VEST Report: B2B Marketing Automation Will Reach $1.2 Billion in 2014
    suppose that’s become increasingly important as marketing automation moves beyond its original role in lead management to help attract new leads at the top of the funnel. (Do I get SEO credit for using “top of the funnel”?) But those that did provide information showed great growth in 2013, in most cases over the 50% I had predicted.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 22, 2014
    [Demand Generation, Lead Generation] How to Define the Lead of Your Company’s Dreams [Infographic]
    Author: Maggie Jones Defining the perfect leads for your company is like setting up a perfect blind date. Remember, your leads needs to be a perfect match for your whole company — not just the marketing team. That’s why coming to an agreed-upon lead definition is essential to a successful lead generation strategy.
  • THE POINT  |  TUESDAY, JANUARY 21, 2014
    [Demand Generation, Lead Generation] Campaign Makeover: Simple Changes Increase Email Response by 25 Percent
    I received an email recently from Kevin Payne, Senior Director of Field Marketing at customer service software provider [24]7. The number of leads was so impressive it gained the attention of Executive Staff. Kevin writes: “Below is one of our most successful email campaigns. What would you change?”. Plus it doesn’t mention the offer.
  • HUBSPOT  |  TUESDAY, JANUARY 21, 2014
    [Demand Generation, Lead Generation] What Is Demand Generation? [FAQs]
    There’s one marketing concept, however, that sets the tone for all of this marketing activity -- and it’s called demand generation. W hat exactly does demand generation mean, and how is it different from concepts like inbound marketing? What is demand generation? lead generation
  • KOMARKETING ASSOCIATES  |  TUESDAY, JANUARY 21, 2014
    [Demand Generation, Lead Generation] Beyond Facebook: Five Social Media Ad Platforms for B2B Marketers
    Last year, Twitter added a lead generation application to their platform, much to the excitement of marketers everywhere. Here is an example of what the tweet looks like: Called a “Lead Generation Card”, marketers can now attach this application to any tweet that promotes an offer. Let’s take a step back, however.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 15, 2014
    [Demand Generation, Lead Generation] The 2014 Priority List for Marketers
    Sales Prospecting Perspectives is pleased to bring you a post from Tamara Graves , Senior Director of Demand Generation at NetProspex. Tamara Graves is the Senior Director of Demand Generation at NetProspex. The holidays have passed and marketers are focusing on what will make them more effective and successful in 2014.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 2, 2014
    [Demand Generation, Lead Generation] How Should I Structure My Marketing Automation Team?
    As head of our Customer Success/Account Management team here at Marketo, one question I hear frequently from new CMOs, VPs of Marketing and Directors of Marketing/Lead Generation is: “How can I build my marketing automation team?”. One demand generation manager (lifecycle strategy/content/campaigns). Lead Nurture Manager.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 2, 2014
    [Demand Generation, Lead Generation] How Should I Structure My Marketing Automation Team?
    As head of our Customer Success/Account Management team here at Marketo, one question I hear frequently from new CMOs, VPs of Marketing and Directors of Marketing/Lead Generation is: “How can I build my marketing automation team?”. One Demand Generation Manager (Lifecycle Strategy/Content/Campaigns). Lead Nurture Manager.
  • DIGITAL B2B MARKETING  |  TUESDAY, DECEMBER 3, 2013
    [Demand Generation, Lead Generation] 9 Crippling Mistakes B2B Search Marketers Make
    For years paid search has been one of the most cost-effective media channels for B2B lead generation. Instead of continuing to invest in other lead generation programs, marketers put more money into search and expand search programs to include the display network (what used to be called the content network). Ouch. 3.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 21, 2013
    [Demand Generation, Lead Generation] Dreamforce Session Recap: Write Awesome Emails, Understand the Marketing Technology Landscape, and Rock Your Inbound and Outbound Marketing
    By attributing marketing spend to revenue, marketing can stop being a cost center and start being a revenue generator. The Flywheel Effect: Even though it is hard to start inbound marketing and gain that large following, once you do get going it generates momentum, like a flywheel! Be Human. Was it good? Was it bad? The LUMAscape.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 4, 2013
    [Demand Generation, Lead Generation] Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects
    Tweet At MarketingSherpa Lead Gen Summit 2013 , I had the privilege of sitting in on a session with Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP , as they discussed how they use a business model called “social business” to help their teams across the globe engage local audiences.
  • THE POINT  |  THURSDAY, OCTOBER 10, 2013
    [Demand Generation, Lead Generation] Marketing to the Person, Not the Business: The Critical Importance of Personal Value
    Dave Brock wrote an excellent post recently (“ I’ve Never Ever Sold a Computer or Piece of Software ”) on what technology buyers really buy. What does this mean for the demand generation marketer? Like the ability to keep one’s job. Or the ability to get home at a reasonable hour. Far from it. and so on.
  • LEADERSHIP  |  TUESDAY, SEPTEMBER 10, 2013
    [Demand Generation, Lead Generation] 10-Point Checklist: Getting C-Suite Buy In for Social Media
    The fact is, social is now an integral part of lead generation and marketing programs. Mark Yolton , senior vice president of digital, social and communities at business software and services purveyor SAP was quoted in a recent eMarketer article: “Social media marketing is no longer a nice to have—it’s a must have. Part 1.
  • LEADERSHIP  |  TUESDAY, AUGUST 20, 2013
    [Demand Generation, Lead Generation] 9 Search Marketing Tips for Effective B2B Lead Generation
    Search Marketing Tips for Effective B2B Lead Generation. Their digital marketing agency was in the room and so were the key team members who managed their lead automation system and CRM. asked him how long it would take the prospect to lead the headline of the blog post. Silence. Looks exchanged around the room. Panda?
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 16, 2013
    [Demand Generation, Lead Generation] Don’t Hire a Person to Head B2B Demand Generation – Unless He has a Plan like SCORE!
    When hiring a B2B demand generation manager, don’t just hire a person – hire a process! Every company of 250 employees or more needs a best practices sales lead generation program. That’s the only way to fill sales funnels with qualified sales leads and deliver on revenue goals. Tons of those.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 13, 2013
    [Demand Generation, Lead Generation] NitroMojo and Marketing Advocate Specialize in Marketing Automation for Channel Partners
    These products address several interrelated challenges: distributing leads to partners without losing track of performance; distributing partner-customized versions of company-created content; and helping partners run their own marketing campaigns. The system can also integrate with event management software and Google AdWords.
  • LEADERSHIP  |  TUESDAY, AUGUST 13, 2013
    [Demand Generation, Lead Generation] A 6-Point Email Marketing Checklist for B2B Lead Generation
    A 6-Point Email Marketing Checklist for B2B Lead Generation -  Back-to-School B2B Primer—Part Two. HERE IS A 6-POINT CHECKLIST OF EMAIL MARKETING TECHNIQUES THAT ARE WORKING FOR B2B LEAD GENERATION TODAY. 1.     Hook, line and sinker. Try using a line like “KNOW Your Cost Per Lead—Use this ROI Calculator Today”.
  • PUZZLE MARKETER  |  THURSDAY, AUGUST 1, 2013
    [Demand Generation, Lead Generation] 2013 B2B Marketing Priorities [Study]
    Towards the end of 2012, Software Advice , CMO.com , and Eloqua teamed up to ask marketing professionals their priorities in 2013.The study titled B2B Demand Generation Benchmark Surve y, gives marketers a complete view of the current status of the marketing sphere as well as a look at what’s to come. Online Advertising
  • FEARLESS COMPETITOR  |  MONDAY, JULY 29, 2013
    [Demand Generation, Lead Generation] Why We Stopped Doing Single Show Sponsorships on Marketing Made Simple TV
    Expectations were that they would get lots of leads, while the reality of one isolated marketing event is that results are very limited. “ We sponsored a show last year, but we only got one good lead. Frankly, in my opinion, if you sponsored just one isolated event, you’re lucky to get even one lead! Sandra Zoratti.
  • CRIMSON MARKETING  |  FRIDAY, JULY 26, 2013
    [Demand Generation, Lead Generation] The Content Experiment: An Interview with Rishi Dave [Podcast]
    Content marketing is a core part of how you can drive your inbound lead generation funnel. Rishi Dave is the Executive Director of Digital Marketing at Dell, where he is globally responsible for implementing marketing, lead generation, and content strategies for Dell.com, social media, communities, and mobile.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 17, 2013
    [Demand Generation, Lead Generation] Why You Shouldn’t Assume when Signing Employment Agreements
    share this with you, in hopes it helps you avoid my painful mistakes. I’ve been running the sales lead generation company Find New Customers for over 5 years. small software company in Florida called Aplicor wanted those popular domains. Employment agreements can come back to bite you, big time. learned that the hard way.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 11, 2013
    [Demand Generation, Lead Generation] Why Should You Check Out the Fun Show Marketing Made Simple TV?
    Jeff Ogden used to host for Act-On Software, Mad Marketing TV. Mad Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers. Looking for a great white paper on B2B demand generation? The latter is Marketing Made Simple TV.
  • LEADERSHIP  |  TUESDAY, JULY 9, 2013
    [Demand Generation, Lead Generation] Increasing Customer Engagement …Do You Matter to Your Prospects and Customers?
    We see “leads”, “prospects”, “customers”, “lists”, “data”—do we see people somewhere in all this? We recently started a new LinkedIn Group specifically for Channel Executives to discuss B2B lead generation and social media. Are you looking for ways to fuel demand generation and increase marketing ROI? Be Socratic.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 1, 2013
    [Demand Generation, Lead Generation] Lead Generation: How Lithium Technologies uses webinars to grow its customer database
    Tweet If you’re looking for a consistent way to build a list of highly qualified leads – then you might want to pay closer attention to what Bonnie Thomas, Director of Content Strategy, Lithium Technologies, is doing. Significant percentages of the 1,000-plus people who attend are new leads. So, she gradually increased frequency.
  • CRIMSON MARKETING  |  THURSDAY, JUNE 20, 2013
    [Demand Generation, Lead Generation] 3 Reasons Your Demand Gen Sucks
    Marketing departments have become quite sophisticated in their demand generation efforts. The problem is the sales organizations don’t believe marketing is doing enough to create leads for them. . There are three main reasons why your demand generation sucks: Getting bogged down in marketing automation.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 13, 2013
    [Demand Generation, Lead Generation] Top B2B Marketing Expert Looking for Companies with a Problem with Sales Leads
    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.
  • INBOUND SALES NETWORK  |  FRIDAY, JUNE 7, 2013
    [Demand Generation, Lead Generation] Looking for B2B leads in all the wrong places?
    While it may sound like an old country song from the movie Urban Cowboy, many companies waste too much time and energy looking for business-to-business leads in all the wrong places. This results in too many companies looking for leads in all the wrong places. The Executives'' Guide to Building a Lead Generation Engine.
  • FEARLESS COMPETITOR  |  FRIDAY, MAY 31, 2013
    [Demand Generation, Lead Generation] Do Linkedin Endorsements Really Matter to Hiring Managers?
    You can see Jeff Ogden has been endorsed 79 times for Lead Generation (updated) and 25 times for Demand Generation – that’s over 100 endorsements in this single topic. At face value, I’m one of the top lead/demand generation experts in the USA, (confirmed by all the marketing awards I have won too.)
  • FEARLESS COMPETITOR  |  MONDAY, MAY 20, 2013
    [Demand Generation, Lead Generation] 10 Things Your CEO Needs to Know Now about B2B Demand Generation
    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.
  • B2B LEAD BLOG  |  THURSDAY, MAY 16, 2013
    [Demand Generation, Lead Generation] Demandbase API vs ReachForce Form Appending Solutions
    Landing page and web form optimization for B2B isn’t just about conversions, it’s about speeding up marketing nurture and generating more revenue. SmartForms appends a survey’s worth of B2B data to leads at the moment of acquisition. Lead Scoring Demandbase or ReachForce? Demandbase vs ReachForce Match Rate.
  • B2B LEAD BLOG  |  THURSDAY, MAY 16, 2013
    [Demand Generation, Lead Generation] Demandbase API vs ReachForce Form Appending Solutions
    Landing page and web form optimization for B2B isn’t just about conversions, it’s about speeding up marketing nurture and generating more revenue. SmartForms appends a survey’s worth of B2B data to leads at the moment of acquisition. Lead Scoring Demandbase or ReachForce? Demandbase vs ReachForce Match Rate.
  • HUBSPOT  |  MONDAY, MAY 13, 2013
    [Demand Generation, Lead Generation] 6 Marketing Automation Lessons I Learned the Hard Way
    Not too long ago, my colleague Katie Burke wrote a great article, " The Right Way to Think About Your Marketing Software RFP ," and it got me thinking about my own experiences as a buyer of marketing technology. They plan to use lead scoring, as well. Does your software have bright icons in different colors to identify hot leads?
  • FEARLESS COMPETITOR  |  SATURDAY, MAY 11, 2013
    [Demand Generation, Lead Generation] A Find New Customers client story – Why it didn’t work
    Recently, I was contacted by a CEO of a software firm in New Jersey via LinkedIn, after he checked out Jeff Ogden ‘s portfolio on LinkedIn. This software firm’s idea of marketing was to continually email sales pitches to their marketing database. “You can’t help someone who does not want to change.”
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, MAY 1, 2013
    [Demand Generation, Lead Generation] B2B Content Marketing Trends in the Software Industry: CMI Survey Recap
    Last month, Content Marketing Institute (CMI) released its report , “B2B Software Content Marketing: 2013 Benchmarks, Budgets, and Trends – North America,” sponsored by the International Data Group (IDG).  The report, which highlights responses from more than 1400 B2B software marketers across the U.S. Lead management/nurturing (66%).
  • THE POINT  |  TUESDAY, APRIL 23, 2013
    [Demand Generation, Lead Generation] 2 Email Campaigns Show How (and How Not) to “Sell” Content
    The other, from email marketing software provider ExactTarget , drives action by communicating the value of the content in concise, compelling language. Two email campaigns that arrived in my inbox recently serve as useful illustrations of how best to promote informational content. Note the sub-head (“Forrester Research, Inc.
  • MARKETING ACTION  |  MONDAY, APRIL 22, 2013
    [Demand Generation, Lead Generation] US Fleet Tracking Scores Success With Marketing Automation
    Sam Sims, Director of Public Relations and Marketing for US Fleet Tracking, made the move to marketing automation to capture actionable data for targeted lead generation. B2B Marketing Corporate Act-On Software demand generation marketing automation marketing automation software
  • FEARLESS COMPETITOR  |  WEDNESDAY, APRIL 17, 2013
    [Demand Generation, Lead Generation] Hiring a Person to Head B2B Demand Generation? Hire a Plan like SCORE too!
    When hiring a B2B 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. In fact, I know of two software firms who hired in-house demand generation staff, then they pulled the plug on those staff.
  • B2B MARKETING INSIDER  |  TUESDAY, APRIL 16, 2013
    [Demand Generation, Lead Generation] Marketing Is In The Throes of A Buyer Revolution
    What if marketing and sales can benefit from the use of personas and persona research as had product and software design ? Buyers desire instant accessibility to information and insight.  In addition, buyers are evolving their demands to co-create their own solutions as a byproduct of their new empowerment.  Strategy
  • FEARLESS COMPETITOR  |  WEDNESDAY, APRIL 3, 2013
    [Demand Generation, Lead Generation] SCORE Demand Generation strategy from Find New Customers fixes the sales leads problem
    Buffer B2B Demand Generation strategy called SCORE uses Innovative Methodology to Improve Qualified Sales Opportunities, Increase Conversion Rates and Win More Sales. Editor’s Note: We’re pleased to announce that a large software firm on the East Coast purchased the SCORE demand generation program.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 27, 2013
    [Demand Generation, Lead Generation] Hiring a person to head BtoB Demand Generation? Don’t just hire a person; Hire a process!
    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. What’s the process that this new hire will use to craft a best practices btob demand generation program in your company?
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, MARCH 22, 2013
    [Demand Generation, Lead Generation] Sales Prospecting Perspective Weekly Recap - Week of March 18, 2013
    Today, I wanted to help our friends at Insidesales.com and Software Advice in promoting their 2013 Inside Sales Market Size Study. If we call the department Demand Generation, that resonates with marketing professionals and provides a different message and tone. Let's hope your sales pipeline isn't experiencing the same thing!
  • FEARLESS COMPETITOR  |  THURSDAY, MARCH 21, 2013
    [Demand Generation, Lead Generation] Job Descriptions and Resumes – A Badly Broken System in Need of Repair
    Why companies can’t hire the best BtoB demand generation manager? I’ve believed for some time that the process almost all companies use to fill jobs (writing job descriptions, posting them and soliciting resumes) is badly broken and dysfunctional. Take BtoB demand generation manager roles. He was fired.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 21, 2013
    [Demand Generation, Lead Generation] Marketing is Still Hard, Agencies Are Here to Stay
    Customers often ask what different types of services agencies offer that can help with their lead generation efforts. Given the power behind marketing automation software solutions , clients now need to think more thoroughly and strategically about who they are targeting. Marketing Strategy. Data Quality. Where are they located? 
  • NETLINE B2B MARKETING  |  TUESDAY, MARCH 19, 2013
    [Demand Generation, Lead Generation] 6 Ways To Supercharge Your Demand Generation Machine [Infographic]
    Demand generation is not simply an ad hoc email campaign or a one off webcast. While their are many ways to approach demand generation, we wanted to share some of the top ways that NetLine clients have been able to streamline their demand generation processes leading to a significant improvement in their return-on-investment (ROI).
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