Last week I had the opportunity to co-present on a webinar with the good folks at DemandGen Report and Ian Michiels of Gleanster (Formerly an Analyst at Aberdeen), where we addressed the inherent, but somewhat surprising issues companies are having with adopting technologies and implementing processes for lead management and lead nurturing. As it turns out, research shows that most companies are aware of their lead management issues and the solutions that can help fix them. So we came up with the concept of Five Baby Steps to Lead Nurturing Success. Tweet This! MORE >>

Find New Customers is pleased to present our interview with one of the top experts in B2B demand generation today , Mac McIntosh. Mac is also publisher of Sales Lead Report ® and B2BMarketing Technology Insights ™. We’re deeply honored to interview this expert, who was recently voted #1 of the Sales Lead. What is the single most common mistake you see companies make in B2B demand generation today? The next biggest mistake they make is not taking advantage of the cost efficiencies of marketing-driven sales. Mac McIntosh. MORE >>

B2B Demand Generation | Laugh and Learn. In his weekly B2B marketing show, Jeff Ogden, President of the B2B Demand Generation. If you enjoyed our weekly show, why don’t you also follow my company on Linkedin or Facebook ? 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. company Find New Customers shares an important marketing lesson using wit and humor. MORE >>

Lead nurturing provides a structural framework for delivering specific types of content that answers buyers’ questions when they ask them. While every lead nurturing program requires some tailoring, we outlined 5 common stages a prospect will go through and the kinds of content you should deliver. This is the stage where a lead becomes an opportunity. Many leads get stalled at the accelerator level. It’s important that when sales passes back a lead they provide a reason. But don’t think your lead nurturing efforts are over. LinkedIn. MORE >>

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales.  We’ve written a lot about this topic: even though Sales is from Mars and Marketing is from Venus , companies that leverage the virtuous cycle and practice the three truths behind sales and marketing alignment can bridge the gap and drive outsized revenue growth. Aaron Ross and Craig Rosenberg , are two of the biggest advocates of having a separate sales development function. Sales DNA.  MORE >>