The B2B Lead Generation-Demand Generation Book “Hall of Fame”
JANUARY 21, 2012
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.
One Company I Never Want to Hear from Again Ever
NOVEMBER 11, 2014
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. Dan McDade of Pointclear and Jim Burns of Avitage.and many more.
Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function
AUGUST 22, 2011
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. If you are looking for lead generating ideas and better marketing strategies , we suggest you read this. __.
‘The Truth about Leads’ Is Just That
FEBRUARY 2, 2012
My 15 months of hell taught me otherwise, and that’s why I was curious when Dan McDade sent me a copy of The Truth about Leads. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. The Truth about Leads is a short book – only 101 pages – but it’s packed with sales wisdom.
The Current State of B2B demand generation
AUGUST 25, 2011
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.
Medium Sized companies struggle with B2B demand generation too
AUGUST 29, 2011
B2B Lead Generation | Mid Sized Companies. That proves our superb knowledge of B2B lead generation. Last week Find New Customers reviewed results of a survey by Act-On Software , which found large companies (500 employees or more) struggling with B2B demand generation. Few were doing lead nurturing and almost none were doing lead scoring.
Search Engine Optimization is NOT B2B Demand Generation
OCTOBER 4, 2011
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. The critical element in B2B demand generation is looking at the entire revenue cycle and moving the prospect through every stage.
Why Sales needs Content Marketing and Marketing Automation
SEPTEMBER 20, 2011
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. 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. 45 days later, Sally is notified that she has a new lead. ” Dan McDade, Pointclear. Sally sends an email.
More Support for Outsourcing B2B Lead Generation
JUNE 1, 2011
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. What do you think?
The Power of B2B Lead Nurturing
AUGUST 15, 2011
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.
New “cheat sheets” on B2B demand generation from Find New Customers
OCTOBER 10, 2011
B2B demand generation | free cheat sheets. As part of the content marketing strategy at Find New Customers , we are pleased to announce the availability of great bite-sized content on B2B demand generation – available today with no registration needed. Keys to B2B Lead Nurturing Success. Keys to B2B Lead Scoring Success. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. All can be obtained with no sign-up needed, so download yours today.
Online Sales Leads Seen Needing Improvement
SEPTEMBER 29, 2011
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. ” Dan McDade, Pointclear. Filed under: Demand Generation , lead generation , Lead Nurturing , Lead Scoring.
How, When and Where Buyers Want Content
SEPTEMBER 17, 2011
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. Content marketing is huge today. It’s shocking how bad most companies are today.).
3 Reasons You Should Outsource Lead Nurturing and Scoring
AUGUST 16, 2011
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. The quality of the work directly affects success. Probably not.
Does Your Sales Team Know How to Follow-Up on a Lead?
JUNE 7, 2016
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.
Your company is struggling to create quality sales leads. What do you do?
OCTOBER 11, 2011
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?
We’re a small company. We can’t afford B2B demand generation
SEPTEMBER 15, 2011
B2B Demand Generation | Limited Budgets. 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. This is why we offer a very low cost and easy way to get started with B2B demand generation. With our $49 email course.
The Problem with Reliance on Junior Marketing Folks
JULY 18, 2011
B2B demand generation | The problem with junior marketing members. In the meeting, we turned to the young lady responsible for operating one of the finest revenue management software platforms on the market 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..
What Sales Really Needs from Marketing
AUGUST 2, 2011
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? Here are the 7 Strategies to Get More and Better Prospects into your Sales Pipeline : High quality, well nurtured leads. link].
Content Curation. 5 Ways to Succeed, Eventually
SEPTEMBER 3, 2011
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 (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. Saturday.
The Importance of Lead Nurturing (Radio Show)
SEPTEMBER 15, 2011
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. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. If you missed it then, (Or just wish to revisit it) we want to give you a chance to listen in now.
Attention B2B Marketers : Embrace the Future (It ain’t Plastics, it’s Mobile)
SEPTEMBER 22, 2011
B2B Demand Generation | The Future is Mobile. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. Filed under: Business relationships , Demand Generation , Great books , lead generation , Leadership Lessons , Mobile Marketing , Sales-Marketing Alignment. Business relationships Demand Generation Great books lead generation Leadership Lessons Mobile Marketing Sales-Marketing AlignmentJust one word.”. and Benjamin.).
4 Great “Cheat Sheets” on B2B demand generation from Find New Customers – no registration needed
NOVEMBER 22, 2011
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. Please vote for Jeff Ogden of Find New Customers for “ 50 Most Influential People in Sales Lead Management for 2011 “ Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.
Laugh and Learn with Find New Customers | Episode 42 “A Day Without Shoes”
SEPTEMBER 2, 2011
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. Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs.
CMOs Get Back To Business: CMO Council Releases Fifth Annual State Of Marketing Report
JULY 25, 2011
B2B Demand Generation | CMO State of Marketing. 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. Again, we recommend Mac Macintosh of AcquireB2B , Paul Mosenson of NuSpark Marketing , and Dan McDade of Pointclear.). Hot off the press is this new study.,
How to Get Linkedin Recommendations
SEPTEMBER 19, 2011
B2B Lead Generation | Linkedin Recommendations. This is why the business mantra at the B2B demand generation company, Find New Customers is “ Always Be Helping.. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. But how? The photo is easy, but how do you go about getting recommendations?
Demand Generation Training | $99 via email
AUGUST 23, 2011
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. Your satisfaction is 100% guaranteed.
12 Marketing-Takeways from the B2B Marketing Manifesto
SEPTEMBER 28, 2011
B2B Demand Generation | 12 Marketing Take-Aways. Writing articles for other blogs generates tons of good things, like traffic, backlinks Googlejuice. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. One of our favorite content marketing firms is Velocity Partners in London, creators of a 42 page “rant” called the B2B Marketing Manifesto. First Doug and his team combined great content with marketing automation ( Marketo ). Be very specific. Guest blog.
4 Free “Cheat Sheets” on B2B Demand Generation from Find New Customers | No registration needed
JANUARY 18, 2012
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. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. Marketing content marketing lead-generation marketing-campaigns social media
Looking for Sales Leads? | Don’t Put Everything into the Social Media Basket
OCTOBER 18, 2011
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.
Purchases are fun, but…….they don’t move the business needle
JUNE 19, 2012
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. Agreed lead definitions – ask your salespeople what information they need to say “Yes, this is a great lead.” The data supports the last point.
Best-in-Class Companies and Lead Nurturing – a Study by Aberdeen Group
OCTOBER 13, 2011
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).
3 Reasons I’m not going to Dreamforce next week
AUGUST 25, 2011
Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! I’m not going to Dreamforce next week. I’ve been invited multiple times by Marketo, Silverpop and Act-On, as well as fellow B2B demand generation experts – but I’m not going. B2B Marketing | Not Going to Dreamforce. Just not me.
Panel Discussion: B2B Content Marketing for Marketing Automation
SEPTEMBER 8, 2011
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. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ignore 95% of them at least.
The Marketing Dashboard imperative
NOVEMBER 1, 2011
B2B Demand Generation | The Marketing Dashboard Imperative. In my podcast interview (go to the iTunes Store and search on “ demand generation.”) ”) with Jon Miller , VP, Marketing at Marketo , Jon shared their Secret Sauce for Lead Generation and showed me how they use their dashboard in the manner below. Is one source (blog for instance) a more cost-effective source of leads? The key is to track the cost (cost per inquiry) and productivity (% of qualified leads/sales ready leads), as well as the cost of each channel.
Surprise – powerful way to engage prospective buyers
OCTOBER 12, 2011
B2B Lead Generation | Harnessing the Power of Surprise. In an earlier article, we discussed how doing the unexpected is a great way to engage the minds of prospective buyers in your B2B demand generation programs. It would serve you well in B2B marketing and lead nurturing. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. Demand Generation lead generation Lead Nurturing Marketing marketing campaigns marketing sales Remarkable content sales-ready leads
Laugh and Learn with Find New Customers | Episode 41 – Old Spice Blend
AUGUST 26, 2011
And as always, Jeff Ogden of the B2B lead generation company Find New Customers shares the key marketing take-away of the week. Jeff Ogden ( @fearlesscomp ) is a popular speaker and presenter who is the President of the B2B lead generation consultancy, Find New Customers. This show runs every Friday at 11am ET. along with a special guest you will recognize.
The Problem with Kids: How Your Products and Services are Truly Perceived
OCTOBER 3, 2011
B2B Lead Generation | Why your products and services are like your kids. No one cares. If you are looking to do B2B lead generation , stop thinking like a parent. “ We’re the leading provider of ……………” “A multi award-winning search marketing firm.” That’s the BEST way to do b2b lead generation. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. adore my kids. Great kids.
Stop Marketing in the Dark – sponsored by Act-On Software
AUGUST 23, 2011
B2B Demand Generation | Stop Marketing in the Dark. featured speaker was Jeff Ogden, the Fearless Competitor and President of Find New Customers – the B2B Lead Generation company. It takes more than marketing automation software to deliver results in B2B lead generation. Jeff Ogden. Just play the slide presentation below. The key lesson in this event?
The Power of B2B Lead Nurturing
OCTOBER 3, 2011
B2B Demand Generation | The Power of B2B Lead Nurturing. 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. This is why Find New Customers created this presentation – to help you learn what lead nurturing is all about.