Is Your Business Ready for Predictive Lead Scoring?
NOVEMBER 19, 2015
Perhaps your sales team is losing confidence in your current lead scoring method because they’re not seeing conversions, or maybe you’re launching a new product and are evaluating how to create the most effective demand generation program so your team can hit the ground running.
The Black and White of Predictive Lead Scoring
SEPTEMBER 14, 2015
Data scientists are great at perfecting their math, while marketing and sales executives need insights that help them stay in control of their businesses, know what drives success and how to change their processes to increase revenue. A couple of those are: Lead Prioritization.
7 Keys to Lead Scoring Success – for your sales lead generation programs
JUNE 12, 2013
7 Keys to Lead Scoring Success. How do you separate the good leads from the not so good leads? How do you ensure you don’t give unqualified leads to Sales. The answer: Lead Scoring. 7 Keys to B2B Lead Scoring Success.
7 Keys to Lead Scoring Success in Sales Lead Generation
AUGUST 9, 2013
Combined with a best-practices lead nurturing program, lead scoring helps you “separate the wheat from the chaff” and identify likely buyers at optimal times. “When given fewer, but better leads, salespeople win more deals and drive more revenue.”
How to Create Content Maps That Actually Work in Sales Lead Generation
JULY 26, 2013
How to Create Content Maps That Actually Work in B2B Demand Generation. Content is critical in B2B sales lead generation. Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the sales lead generation company Find New Customers.
How to Generate Sales Leads Using Personality Quizzes
It's All About Revenue
NOVEMBER 23, 2015
Imagine using a personality quiz that your audience loves to bring in leads that you know a ton about and can be followed up with in a human way. ” quiz as a lead generation campaign. ” email is so vital to the success of converting your leads.
Lead Scoring: How to pick the right ingredients for high ROI
B2B Lead Generation Blog
APRIL 8, 2012
Tweet Marketers use lead scoring to slice all the potential deals in their pipelines and serve the sales team what it’s hungry for — leads that are ready to buy. Each attribute and action adds to a lead’s total score.
How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment
B2B Lead Generation Blog
DECEMBER 29, 2011
Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. I recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead.
Marketo’s Definitive Guide to Lead Scoring
MAY 27, 2011
B2B Lead Generation | Only 1 out of 5 companies have a lead scoring methodology in place. This data, from a recent study on sales leads by Vorsight and The Bridge Group was appalling. But how do you separate good leads from bad ones?
Optimize the Sales Funnel with Lead Scoring
FEBRUARY 20, 2014
I‘ve been in sales for 20 years, and I can say for certain that new sales leads are vital to a company’s continued existence. However, once marketing gets those leads flowing, it soon becomes apparent that there’s more to success than just pure volume.
Happy Birthday, sales lead generation company Find New Customers – belatedly
MARCH 1, 2013
Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. We also have a lot of great content on BtoB marketing, lead nurturing, lead scoring, and more on sales lead generation - all of which can be found at www.findnewcustomers.com.
How Lead Scoring and Nurturing Work Together
SEPTEMBER 12, 2013
Lead scoring can help. What’s lead scoring? Lead scoring is the technique of assigning a numerical value to an attribute or action based on the degree of buying authority or purchase likelihood those characteristics represent. Lead scoring in practice.
Summary of this week’s posts from the sales lead generation company Find New Customers
MARCH 9, 2013
Buffer Here is the summary of the posts from this week from the sales lead generation company Find New Customers. Top 10 Reasons NOT to Contact the sales lead generation company Find New Customers. Sales lead generation works a lot better.
Sales Lead Generation: The Hub and Spoke Marketing Approach
JULY 22, 2012
This Slideshare presentation, with audio (IMHO – a best practice) shares a recommended approach to marketing campaigns by Jeff Ogden of the sales lead generation company Find New Customers. (By Nurturing and Scoring Leads. You can score behaviors and qualify leads, passing to Sales (If they told the inside salespeople they were ready.) Sales either closes the deal or kicks it back to nurturing.
How to Get More Sales Leads – SalesOpTV with marketing experts @eriklurs, @iannarino, @fearlesscomp and @gerhard20
MAY 14, 2013
In this fun and engaging video show, four sales and marketing experts share their best ideas for. Generating Sales Leads. Lead Nurturing. Improving leads with social and business intelligence. Qualifying leads and lead scoring.
The Sorry State of Sales Leads Today
MARCH 16, 2011
points out the sorry state of sales leads today. Here are two take-aways: What Percentage of Marketing-Generated Leads do you Feel Fit your Sweet Spot? “The leads marketing gives me are crap and the few that might fit have the wrong people identified.
How to Prioritize Sales Leads Part 1 – Mac McConnell of Bluebird Strategies
MAY 4, 2011
B2B Lead Generation | How to Prioritize Leads | Part 1 of 3. As the President of the B2B lead generation consultancy, Find New Customers , I’m continually searching for great FREE content to help our clients and fans to improve revenue results.
Time for a Pitstop: Fine-tuning Your Automated Lead Scoring
Modern B2B Marketing
OCTOBER 30, 2012
You are trying to make sure your lead generation vehicles are driven efficiently and effectively—with marketing automation as your engine—to beat your competitors to the finish line. Yet, that is what many marketers do with their marketing automation and lead management vehicles.
You Need to Define an Effective Criteria for Lead Scoring
JANUARY 30, 2017
Knowing which of your sales leads have the highest potential to buy is key to effectively allocating your resources and optimizing your sales & marketing spend. We’ve touched on the idea of how to approach lead scoring , but this post will elaborate on defining a lead scoring criteria that fits your business’ needs, and more importantly, your target audience. Input from Sales and Customer Service. Your Step-by-Step Guide to Lead Scoring.
My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
Modern B2B Marketing
MARCH 9, 2011
by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Aaron Ross and Craig Rosenberg , are two of the biggest advocates of having a separate sales development function.
The Lead Generation Assessment Service
MAY 9, 2011
B2B Lead Generation | The Lead Generation Assessment Service. “The leads we get from Marketing are crap.. The leads they are getting are crap. Is it because our lead nurturing programs aren’t working?
Buying software is easy. Fixing lead generation is hard.
MAY 25, 2011
B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Unfortunately, there’s no “Wonder Herb in B2B lead generation and marketing either. Agree on the common definition of a lead and identify key trigger events which drive decisions. (So
B2B Lead Generation: Leads, leads, leads!
MARCH 28, 2011
Almost all B2B sellers lack enough quality leads to make quota. Do Salespeople want more leads? Right now jump over to our Free Tools page and use the How Many Leads Do You Need Calculator. If you are looking for lead generation companies , look to Find New Customers.
The Definitive Guide to BtoB Demand Generation – How to Find New Customers
MARCH 7, 2013
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. ” Our’s is The Definitive Guide to BtoB Demand Generation : How to Find New Customers.
6 Ways Marketing Can Help Generate Early Leads for Sales
It's All About Revenue
APRIL 16, 2012
What does sales want more,” he asked, “qualified leads or early leads?”. Research indicates that sales cycles are 22% longer over the past 5 years but 49% of companies are saying that their buying cycles are shorter. Clearly, buyers are far more educated and sales is excluded from much of the conversation. In fact CEB Sales Practice research says that on average prospects are 57% of the way through making a purchase before they ever talk to sales.
10 Things Your CEO Needs to Know Now about B2B Demand Generation
MAY 20, 2013
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. B2B demand generation works the same way.
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. Check out this from MarketingCharts.
Lead Generation Effectiveness – What Works and What Doesn’t?
JULY 31, 2013
When crafting your sales lead generation programs, what tactics should you invest in and which should you avoid? You can read the original article at The Most Effective B2B Lead Generation Methods by Ayaz Nanji.
How to Prioritize Sales Leads Part 3 – Mac McConnell of Bluebird Strategies
MAY 17, 2011
B2B Lead Generation | How to Prioritize Leads | Part 3 of 3. In our last post, we shared part 2 of Mac McConnell of Bluebird Strategies talking about lead scoring. More quality sales opportunities leads to more sales which leads to higher revenue and market share.
How to Turn a White Paper into a Content Marketing Machine
MAY 22, 2013
Now your one white paper turned into 7 or 8 pieces of quality marketing content, which will fuel your sales lead generation program and populate your lead nurturing and sales enablement programs too.
Trust and the Big Lie of Lead Generation
APRIL 26, 2011
B2B Lead Generation : Capturing Accurate Information on Forms. Job Title : Sales Leader Phone # : sdsd Web Site URL : dsds. provocative post called The Big Lie of Lead Generation. How many leads will you need to make your quota?
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! David Green wrote an awesome post for the B2B Lead Generation Roundtable blog.
Greatest Challenge Facing CMOs Today – Generating High-Quality Sales Leads
FEBRUARY 16, 2011
“The vast majority of CMO’s in the study indicated that generating high quality leads is their top challenge. The study agrees, saying that software alone will note “make for an optimized sales funnel. Quality leads matter.
Top B2B Marketing Expert Looking for Companies with a Problem with Sales Leads
JUNE 13, 2013
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. With a lack of qualified sales leads, you need to diagnose the problem.
B2B Lead Generation | Where Are You Today?
JUNE 20, 2011
B2B Lead Generation | Where Are You Today? An SVP of Worldwide Marketing used this to describe where his 1/2 billion software company fit today in B2B Lead Generation. So many companies lack good content, fail to nurture leads, and especially score leads.
How to turn a good white paper into a great lead generation piece
MARCH 8, 2011
Great content or a great lead generation tool. Do you want a trickle of leads or a flood? We craft a great white paper, like our highly acclaimed white paper on sales lead generation How to Find New Customers , sponsored by Marketo. Quality leads matter.
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. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.