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Trending Sources

Are White Papers Dead?

The ROI Guy

Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to a recent IDG survey, 84% of buyers leveraged white papers as a key resource to help them make a purchase decision. Although white papers are still a workhorse, there is a troubling fact that deserves your immediate attention.

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The Best White Paper on B2B Demand Generation Ever Written!

Fearless Competitor

How to Find New Customers is the best white paper on BtoB demand generation ever written, and that is the truth. It was originally sponsored by Marketo and was edited by one of the top sales experts in the USA and she’s a top author too and she’s a perfectionist when it comes to writing, so it took time to create a work of art like How to Find New Customers.

How to Find New Customers – our most popular white paper

Fearless Competitor

“Don’t know how I connected w Jeff Ogden, but he’s author of hot white paper “ How to Find New Customers.”  So much written re: demand gen, but most is too complex. Click here to read the entire interview. (As this white paper is sponsored by Marketo , your information will be shared with them alone, and you can easily opt out.). Liked it a lot.

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How to turn a good white paper into a great lead generation piece

Fearless Competitor

Since we’re just about to start a new white paper for a top marketing automation software firm, this is a timely post. To illustrate, let’s look at an example of how to turn a nice white paper into a great lead generation program: Let’s say you hire a company like the B2B lead generation company Find New Customers to write a white paper for you.

9 Ideas (and 1 Big Lesson) from the Marketo Social Marketing Roadshow

The Point

Last week I attended (and was a presenter at) the Seattle edition of Marketo’s 2012 Social Marketing Rockstar Tour , a roving conference/seminar series being held this summer in cities nationwide. Marketo bills the event as an opportunity to hear, learn, and share advice on B2B social media marketing strategy. The real opportunity is with the friends and networks of those contacts.

How to Turn Your New White Paper into a Great Lead Generation Product

Fearless Competitor

Jonathan Kantor of White Paper Source also blogged about this. In this post, we explain how to turn that great new white paper into a superb lead generation tool using the best-practice approach of one of our favorite companies, Kinaxis. What are current best practices on white paper marketing? We’ve penned 4 great white papers to date – all are free at Find New Customers. lead generation -  How to Find New Customers (Marketo). b2b sales – Definitive Guide to Making Quota (self) and. You post it.

How to turn a good white paper into a great lead generation piece

Fearless Competitor

Jonathan Kantor of White Paper Source also blogged about this. Since we’re just about to start a new white paper for a top marketing automation software firm, this is a timely post. We craft a great white paper, like our highly acclaimed white paper on sales lead generation How to Find New Customers , sponsored by  Marketo.

Top 10 Marketing Automation Mistakes

The Point

Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment. Not having a larger strategy/plan for how you plan to use the platform. Not testing enough.

How to Find New Customers – The Definitive Guide to BtoB Demand Generation

Fearless Competitor

Marketo has a series of “definitive guides to…” So does Find New Customers – on BtoB Demand Generation. A few months ago, I attended a meeting with Marketo at my former employer in Atlanta. The folks from Marketo were making light of Marketo’s tendency to name all of their content “ The Definitive Guide To.

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5 Reasons to Gate Lead Nurturing Content

The Point

If you send the prospect directly to the content (say, a white paper) upon him or her clicking in the email, how confident can you be that the individual is expressing an active interest in your topic? A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. Here’s why: 1. click is not a response.

New Marketing Automation Buyer’s Guide Offers Valuable Advice

The Point

Marketo announced an open ecosystem platform strategy. • Act-On raised $42 million and appears heading for an IPO. It’s this type of content that will drive a higher level of engagement, build credibility, and ultimately drive a dialogue with sales. Not every piece of content has to be a new, 12-page white paper, however. Marketo has done a couple of acquisitions.

The Definitive Guide to BtoB Demand Generation – How to Find New Customers

Fearless Competitor

Buffer Need to craft a best-practices sales lead generation program? Check out the Definitive Guide to BtoB Demand Generation : How to Find New Customers. ” Those definitive guides from Marketo are terrific content, but Find New Customers has our own “definitive guide.” How to Find New Customers.

Marketo’s “Secret Sauce” Marketing Approach

Fearless Competitor

Marketo , sponsor of our white paper, How to Find New Customers , is one of the fastest growing companies on Earth. Marketo recently toured the country hosting Revenue Rock Star events. The President of Find New Customers attended the Marketo event in NYC. believe every B2B marketing leader can learn a lot from this when they see how Marketo did it.

9 Proven Ways to Increase Webinar Response

The Point

Try sending last-minute reminders in the form of “forwarded” emails from the assigned sales representative, including the contact’s first name and a personal note (e.g. Marketo, Pardot) with your Webinar platform (e.g. For more ideas on increasing registration for online events, download our free white paper: “ Top 10 Tips for Webinar Invitation Success. ”.

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Do Lead Nurturing Campaigns Always Need an Offer?

The Point

Over at Marketo, Jon Miller wrote a fascinating post recently on “ The 4-1-1 Rule for Lead Nurturing ” in which he posits (and here I’m paraphrasing) that lead nurturing campaigns don’t always need to feature the latest white paper, Webinar, or video, and that these kinds of offers or promotions are best interspersed with what Jon refers to as “educational or entertaining content.”. Is lead nurturing always about generating measurable response, increasing lead scores, progressive profiling, and moving leads to sales? Occasionally? Not so much.”. What do you think?

Marketo’s Definitive Guide to Lead Scoring

Fearless Competitor

This data, from a recent study on sales leads by Vorsight and The Bridge Group was appalling. With most companies dumping unfiltered leads to sales and on 1/2 of those salespeople making quota – it’s clear that the world of B2B Sales and Marketing is dysfunctional today. Sales is wasting valuable cycles on unqualified opportunities – wasting scarce resources.

Adios Marketo. It was fun!

Fearless Competitor

Marketo will always have a special place here at Find New Customers – they got us started. We said good-bye to Marketo recently, and a strange thing happened. Our white paper, How to Find New Customers , (which they sponsored) delivered a small but steady stream of leads. These were delivered every month and a small check from Marketo came in the mail every month.

The Current State of B2B demand generation

Fearless Competitor

Note the tactics they are using – email, tradeshows and advertising – all are focused on top of funnel activities – generating what Jon Miller, VP of Marketing at Marketo calls “Names.&# (Jon believes raw contacts do not deserve to be called leads.). Passing these leads to sales is a massive waste of expensive resources. Take a look at the slide below.

New Webinars and White Paper

Customer Experience Matrix

I have two Webinars and a newly published white paper you might find interesting: Webinar Making the Right Start with Demand Generation , Thursday, April 30, 2:00 p.m. This will discuss preparing for your new demand generation system, including requirements definition, vendor selection, and the initial deployment. Sponsored by Marketo. Webinar How to 'walk the walk' with the Sales 2.0 Approach to Aligning Sales & Marketing , Wednesday, May 13, 1:30 p.m. This will be feature myself, Sales 2.0 Eastern. Click here to register. Eastern.

The Definitive Guide to Marketing Metrics by Marketo

Fearless Competitor

B2B Demand Generation | Marketing Metrics. You’ll find answers in Marketo’s just released Definitive Guide to Marketing Metrics. Written by Jon Miller, Co-Founder and VP of Marketing at Marketo , this white paper shows why Jon has one of the sharpest minds in B2B marketing today. What does a business need to answer that question? We congratulate him.

The Definitive Guide to B2B Demand Generation – How to Find New Customers – is right here and free

Fearless Competitor

Get the Definitive Guide to B2B Demand Generation| How to Find New Customers right here on this blog, by filling out the form here. “ So much has been written about B2B demand generation, but Ogden makes it simple, which makes How to Find New Customers a must-read ” – The Funnelholic, Craig Rosenberg. Name and email and you are done. Did I mention it’s free?

7 Tips for a Successful PPC Landing Page

The Point

Information offers (white papers, ebooks, information kits) often work best because they appeal to prospects across a broad segment of the selling cycle. 2. Remember, it’s not the company you’re selling, or the product, it’s that white paper or video or Webinar the prospect gets when he or she fills out the form. Where do most paid search (PPC) campaigns succeed or fail?

3 Ways to Make Your Corporate Blog’s Sidebar Work Harder

The Point

Capturing new subscribers is one of the most efficient ways to convert random visitors into loyal readers that you can nurture over time and eventually turn into actionable sales leads. One of the most effective ways to generate blog leads is to feature downloadable content – white papers, case studies, analyst reports – in your sidebar, and gate that content behind registration forms.

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Marketo’s Ebook: A Lesson In Content Marketing

The Point

When marketing automation vendor Marketo released their “Definitive Guide to Lead Nurturing” last week (see earlier post) they knew pretty quickly they had a hit on their hands. Think about it: that’s 1,000 sales leads (and make no mistake, that’s what they [.]. Tags: B2B Marketing Content Syndication Content marketing Demand Generation Inbound marketing Lead Nurturing SEM White Paper Syndication White Papers lead generation b2b demand generation b2b lead generation marketo

How to Craft a B2B Demand Generation Programs that Works

Fearless Competitor

Want to create a B2b Demand Generation program that really works? If so, download and read this white paper, originally sponsored by @marketo. Get the Definitive Guide to B2B Demand Generation | How to Find New Customers right here on this blog, by filling out the form here. How to Find New Customers. Get free marketing advice. To

33 Inspiring B2B digital marketing case studies

grow - Practical Marketing Solutions

Maybe it’s because the buying cycle takes longer, more people are involved in purchase decisions and sales are made for rational, not emotional, reasons. Here we go: CONTENT MARKETING ADP : Developed a content marketing campaign to connect and engage with their target audience on a ADP solution using white papers and a diagnostic assessment tool. million. million. million.

How to Find New Customers (for your business!)

Fearless Competitor

With sales struggling to uncover qualified sales opportunities, this great white paper is your lifeline. “ So much has been written about B2B demand generation, but Ogden makes it simple – which makes it a must-read ” – the Funnelholic. How to Find New Customers is the popular white paper on B2B demand generation.

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Content Marketing = Sales $, otherwise, Don’t Do It

Fearless Competitor

By the way, Marketo has a great list of Sales and Marketing experts on the Marketing Moguls page. Jeff Ogden, the Fearless Competitor , is President of Find New Customers “ Lead Generation Made Simple.” He’s also the author of three highly acclaimed white papers. How to Find New Customers (sponsored by Marketo ,). sales challenges Some of it is pretty good.

Social Media, Demand Gen and B2B Executives: Exploiting the ‘Power of Peers’

Modern B2B Marketing

DemandGen Report is a targeted e-media publication spotlighting the strategies and solutions that b2b companies better align sales, marketing and disparate teams to support growth and drive revenue. Most B2B marketers know that social media plays an important, and growing, role in their demand generation strategies. We are very excited to welcome him. So, what does work?

Lead 21

The “Whom to Choose” Buying Phase

Fearless Competitor

Over the last few weeks, we’ve introduced you to some of the concepts in our highly acclaimed (and free) white paper, How to Find New Customers. Click the image to download this free and highly acclaimed white paper. We share your information with our sponsor, Marketo , but you can easily opt out anytime.). How to Find New Customers. No sign-up needed.

Buy 45

Check out all the great content at Find New Customers

Fearless Competitor

Originally sponsored by Marketo and edited by a top sales author, this white paper is a classic and has been downloaded thousands of times. This is for the sales folks. It is a white paper I wrote for Genius.com. Filed under: B2B demand generation , B2B lead generation , Demand Generation , Find New Customers , Management best practices.

Lead 32

Accolades for How to Find New Customers

Fearless Competitor

We wanted to write a white paper on B2B lead generation , aka demand generation. This white paper would launch our new company. And we’d never written a white paper before. We reached out to several companies to sponsor, and the fast-growing marketing automation software company, Marketo, stepped up (even paying in advance). Clientes&#.

Find New Customers congratulates the Demand Generation Experts in BtoB Magazine

Fearless Competitor

BtoB Demand Generation |Top Experts in B2B Magazine. The B2B lead generation consultancy Find New Customers congratulates the 15 men named top experts in Demand Generation in Who’s Who in B-To-B announced today in BtoB magazine. Phil Fernandez, President and CEO, Marketo (Sponsor of our white paper, How to Find New Customers ). James Obermayer, Executive Director, Sales Lead  Management Association (We recently appeared on their radio show.). We offer them all our best wishes and congratulations! Adam Blitzer, COO, Pardot.

9 Quick Tips for B2B Lead Generation to Implement Today

Modern B2B Marketing

Some of these are time-tested goodies, some may be new to you, but all of them are proven strategies to get more qualified leads in your sales funnel while you’re working on some of the longer-term strategies. And B2B buyers are not opposed to it: 74% expect to access simple content like infographics without registration, but 77% are willing to provide basic info for white papers or ebooks.