Your Sales Management Guru

Trending Sources

Prospecting data accuracy

Biznology

We actually verified the accuracy by outbound phone, thanks to the call center at PointClear.   . Fortunately, an opportunity arrived with a generous offer from Dan McDade of PointClear to televerify the data samples. PointClear provides lead generation and management services, and houses a sophisticated and efficient call center run by Karla Blalock.  . overall.

Six great blogs for B2B Marketers

Biznology

Howard is a seasoned lead generation pro, and a terrific writer.  Viewpoint: The Truth About Lead Generation, by Dan McDade.  So refreshing, isn’t it, to cut through the hype and get to the truth? Have a look especially at her 6-step tutorial on writing great lead generation copy, beginning with her first step , which is about focusing in on the prospect’s pain point.

The B2B Lead Generation-Demand Generation Book “Hall of Fame”

NuSpark

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. Ruth P. Stevens. Chapman.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

ViewPoint

As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. Lead GenerationThose kinds of relationships really suck.). After all … we’ve seen it all.

‘The Truth about Leads’ Is Just That

Paul Gillin

McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. McDade believes that most companies invest far too much in lead generation and far too little in lead qualification and nurturing. CPL drives marketers to outsource demand generation to unskilled contract telemarketers or to purchase lists of dubious quality.

CPL 30

Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function

Fearless Competitor

B2B Demand Generation | Why it belongs in Marketing – Not Sales. David Green wrote an awesome post for the B2B Lead Generation Roundtable blog. posted part of it below, but you have to visit Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function to read the full article. The Percent of the Sales Budget Spent on Demand Generation.

B2B Lead Generation: Are You Killing the Golden Goose?

ViewPoint

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). It is not as important that you compare your own lead, qualified and no-response rates to PointClear’s experience.

Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges

Fearless Competitor

B2B Demand Generation | Why Outside Experts are Needed. Companies lack the ability to diagnose their own B2B lead generation shortcomings and challenges. At the behest of Spear , however, the engagement kicked off with a half-day “discovery” session intended to lay bare the way in which the company generated, managed, nurtured, and converted leads.&#. That is clear.

Greatest Challenge Facing CMOs Today – Generating High-Quality Sales Leads

Fearless Competitor

“The vast majority of CMO’s in the study indicated that generating high quality leads is their top challenge. By same token, B2B lead generation is one hairy beast – best left to the professionals. This is why great companies like Nuspark Marketing , Allinio , Bluebird Strategies , and PointClear exist. But almost no one has the skill and experience in-house.

Medium Sized companies struggle with B2B demand generation too

Fearless Competitor

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. Medium sized companies also struggle with B2B lead generation. Would they do better?

One Company I Never Want to Hear from Again Ever

Fearless Competitor

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. B2B marketing | Sales lead generation | Consultant | Speaker | Educator | Outside director | @RuthPStevens. Please vote for Jeff Ogden of Find New Customers for the 2014  SLMA marketing award. slma marketing award.

4 Great Reasons to Take the Sales Performance Optimization Survey Today

ViewPoint

Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. Interesting, because each year the results of this kind of study are valuable to me as we position ourselves for success in the lead generation space. I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over. Easy—and interesting. B2B Sales

New “cheat sheets” on B2B demand generation from Find New Customers

Fearless Competitor

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. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. Filed under: Content marketing , lead generation , Lead Nurturing , Lead Scoring , Management best practices , Marketing. Keys to B2B Marketing Success.

Search Engine Optimization is NOT B2B Demand Generation

Fearless Competitor

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. 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. Do you think companies confuse SEO with B2B Demand Generation? ” Dan McDade, Pointclear. Filed under: lead generation.

My review of the book, Maximizing Lead Generation | by Ruth P. Stevens

Fearless Competitor

B2B Lead Generation | Maximizing Lead Generation – a book review. As the President of the B2B lead generation company, Find New Customers , I was excited to be invited to review the book Maximizing Lead Generation by Ruth P. This book is highly recommended as a comprehensive and complete guide to B2B lead generation. ” Dan McDade, Pointclear.

The Importance of Lead Nurturing (Radio Show) in sales lead generation programs

Fearless Competitor

Buffer The Importance of Lead Nurturing  in sales lead generation programs. Lead nurturing is a key part of sales lead generation programs. This radio show’s a good way for inexperienced people to learn about this important element in best practices sales lead generation programs. ” Dan McDade, Pointclear. Thanks to SalesBuzzRadio for this.

The 10 most fascinating people in B2B Marketing in 2015

Biznology

Amanda Kahlow represents the newest generation of B2B marketers, as a pioneer in deploying “intent data” to help marketers get visibility into pre-funnel tech buyer behavior online. Japan’s foremost lead generation marketing company.  These people are making a welcome contribution. We are lucky to have them. You inspire the rest of us, Jim. That’s inspiring. Thanks, Charlie.

Buying software is easy. Fixing Lead Generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Too many companies believe purchasing software fixes B2B lead generation. Fixing your B2B lead generation challenges is a lot like losing weight. Unfortunately, there’s no “Wonder Herb” in B2B lead generation and marketing either. What does your software purchase do toward fixing your company’s problems with generating quality sales leads? Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Right now!

We’re a small company. We can’t afford B2B demand generation

Fearless Competitor

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. Demand Generation Training Course.

Laugh and Learn featuring @fearlesscomp | Episode 40 “Always Be Helping”

Fearless Competitor

B2B Demand Generation | Laugh and Learn. 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. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. Jeff Ogden.

4 Great “Cheat Sheets” on B2B demand generation from Find New Customers – no registration needed

Fearless Competitor

B2B Demand Generation | Four free cheat sheets. Find New Customers is pleased to share  free “cheat sheets” on important topics in B2B demand generation. 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. ” Dan McDade, Pointclear. lead generation Lead Nurturing Marketing Social MediaThey all are 100% free with no registration needed. Just click the links below.

Social Selling 2016: Top 100 Influencers and Brands

Onalytica B2B

“There are two fundamental truths about Social Selling that are incontrovertible: 1) The definition of Social Selling is simple, straightforward, and uncomplicated: Social Selling is leveraging social media to generate revenue. PointClear. PointClear PD. In addition, socially savvy reps beat their quotas 23% more often. WHAT ARE THE EXPERTS SAYING? MAPPING THE COMMUNITY.

Brand 129

4 Free “Cheat Sheets” on B2B Demand Generation from Find New Customers | No registration needed

Fearless Competitor

The b2b demand generation company Find New Customers  is pleased to share  free “7 Keys cheat sheets” on important topics in. B2B demand generation. Jeff Ogden  ( @fearlesscomp ) is the President of the  B2B lead generation  consultancy  Find New Customers. ” Dan McDade, Pointclear. The b2b demand generation company Find New Customers is pleased to share  free “7 Keys cheat sheets” on important topics in B2B demand generation. Marketing content marketing lead-generation marketing-campaigns social media

60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson

Fearless Competitor

And we strongly suggest you reach outside the business to expert firms like BlueBird Strategies , The Annuitas Group , NuSpark Marketing , PointClear and even Find New Customers. Marketing buyer personas content marketing lead-generation lead-nurturing lead-scoring management-best-practices sales-challenges Think Like A Publisher“On average (and with little variation among industries) customers will contact a Sales rep when they independently complete about 60% of the purchasing decision process.” The world is passing you by. “The survey results were surprising.”

Demand Generation Training | $99 via email

Fearless Competitor

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. All you have to do is go to Lead Generation Education , complete the form, pay via Paypal, and start getting emails.

The Real Need of Sales Today – Fewer, Better Leads!

Fearless Competitor

As the host of MadMarketingTV , I’ve spoken with leading experts such as Dan McDade of Pointclear and Brian Carroll of MECLABS. ” This is, frankly, why B2B demand generation and global marketing firms like Find New Customers exist today and we introduced the SCORE method. This is why you need to reach out to companies like PointClear  or Find New Customers today.

Slideshare ditches Flash. Moves to HTML5. Now mobile and search ready.

Fearless Competitor

B2B Demand Generation | Slideshare becoming a powerful mobile marketing tool. This is BIG news for B2B marketers looking to crank up B2B demand generation. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. Filed under: Content marketing , Demand Generation , Find New Customers. Content marketing Demand Generation Find New CustomersDo you use Slideshare for your marketing campaigns ? If you don’t, you should. Highly recommended.) What does that mean?

Attention B2B Marketers : Embrace the Future (It ain’t Plastics, it’s Mobile)

Fearless Competitor

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 AlignmentThis dialog took place: Mr. McGuire: “ Benjamin, I want to say one word to you.

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Today''s digitally raised generation are quickly becoming the customers and sales reps we interact with every day. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Learn how to tailor your inside sales conversation.

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

ViewPoint

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. This process results in the identification of recommended courses of action that are likely to improve sales lead generation results. 3. Data tracking, aggregation and measurement.

More Support for Outsourcing B2B Lead Generation

Fearless Competitor

B2B Lead Generation | The Case for Outsourcing. 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. 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.

Why Sales needs Content Marketing and Marketing Automation

Fearless Competitor

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. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. Business Strategy Buyer Personas Content marketing Demand Generation Fearless Competitor Find New Customers Inbound Marketing lead generation Lead Nurturing Lead Scoring Leadership Management best practices Marketing marketing campaigns Sales 2.0

How, When and Where Buyers Want Content

Fearless Competitor

B2B Lead Generation | Content Marketing Tips. Prospects consume content in every stage of the buying process , so lead generation depends on content. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. “If more companies listened to ( Find New Customers) a lot more would be sold.&# Dan McDade, Pointclear.

ROI 66

CMOs Get Back To Business: CMO Council Releases Fifth Annual State Of Marketing Report

Fearless Competitor

B2B Demand Generation | CMO State of Marketing. Bolster Demand Generation Programs (43%) (my favorite). 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.). We also invite you to purchase our $49 Demand Generation training program – delivered via email.

Laugh and Learn with Find New Customers | Episode 46 – Power of Gift-Giving

Fearless Competitor

In his weekly B2B marketing show, Jeff Ogden , President of the B2B lead generation company , Find New Customers ([link] shares a key marketing take-away using wit and humor. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. Filed under: Fearless Competitor , Find New Customers , Funny , Laugh and Learn , lead generation , Lead Nurturing , Lead Scoring , Leadership , Management best practices , Marketing , Remarkable content , sales challenges.

Content Curation. 5 Ways to Succeed, Eventually

Fearless Competitor

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. Neicole Crepeau. Saturday.

20 Best Practices – An Essential Checklist for B2B Sales and Marketing Organisations

Fearless Competitor

B2B Lead Generation | A Checklist for B2B Sales and Marketing Operations. 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. Bob Apollo.

Online Sales Leads Seen Needing Improvement

Fearless Competitor

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. Check out this from MarketingCharts.

The Power of B2B Lead Nurturing

Fearless Competitor

B2B Demand Generation | The Power of Lead Nurturing. 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. Lead Nurturing and Scoring.

The Quest for Good Leads: Are You Asking the Right Questions?

ViewPoint

It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. In simple terms, how far along is each of those generated leads in the pipeline and what is the value of that lead against the amount you have invested in it so far? Ask: Are the leads I generate driving revenue? Just google them.)