If you’re launching email campaigns, but you’re not seeing the results you expected, don’t blame the sales guy…yet. Your prospective audience needs to feel they have a question or a problem, and that your call-to-action will help solve it. If I receive an email encouraging me to download a white paper but it’s on a topic I don’t care about, the email probably won’t even get opened. They help break up an email, but some email systems exclude images and some filters block too many photos. These tips should help get your emails to the right inbox. MORE >>

Marketing automation systems—from vendors like Eloqua , Marketo , Genoo , Manticore and others—are great tools for moving prospective buyers along the path from interest to desire to action. Without a solid content strategy to support that movement through the marketing and sales cycle, all you’ve got is a nice email system. The brilliant Ardath Albee provides the missing piece, a reliable recipe marketing automation, demand generation and content marketing success in her new book, eMarketing Strategies for the Complex Sale. But they’re just that: tools. MORE >>

But perhaps you’re still wondering what tools can help make the path smoother. Social media monitoring can help you understand who is digesting your content, and what they’re saying about it. Leads are following your links, reading your blog, downloading your white papers. It requires getting together to define how much weight to assign each action, but once the process is in place you’ll have a better understanding of which leads are ready for a call from sales.  . Marketing can attach signatures assigned to individual sales reps. Templates for Sales. MORE >>

As buyers become decreasingly trusting in sales content, capturing the voice of the customer helps support value add relationships. With more tech buyers conducting research over mobile devices, video is easier to consume than, say, a white paper. Here are five tips to help you leverage video to gain attention, get customers to the next step of the buying journey, and shorten sales cycles. Get with Sales and find out what they’re hearing from prospects and customers. So, providing brief demos of specific capabilities can be very helpful. MORE >>

And we at Find New Customers want to help you make 2011 a great year! Download and read the white paper How to Find New Customers. Purchase and read eMarketing Strategies for the Complex Sale by Ardath Albee. This provides even more depth that the previous white paper so you can dive even more deeply into key topics. Once you’ve read both How to Find New Customers and eMarketing Strategies for the Complex Sale , then you can focus on specific areas of learning where you need more help by visiting the Education page at Find New Customers. MORE >>