Your Sales Management Guru
Prospecting data accuracy
APRIL 6, 2016
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
SEPTEMBER 24, 2014
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.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)
JUNE 5, 2015
In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Standard PointClear disposition categories include: Lead, Pipeline, Nurture, Disqualified, No Response, Bad. Lead GenerationPart III: Expectations for ongoing success: marketing and sales accountability.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)
MAY 28, 2015
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 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. Ruth P. Stevens. Chapman.
Lead Generation Lies That are Wreaking Havoc with Your Sales
JANUARY 9, 2014
Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Give up after 1 – 2 calls. Hogwash!
‘The Truth about Leads’ Is Just That
FEBRUARY 2, 2012
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.
B2B Lead Generation: Are You Killing the Golden Goose?
AUGUST 14, 2012
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.
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. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.
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. 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.
4 Great Reasons to Take the Sales Performance Optimization Survey Today
OCTOBER 16, 2014
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
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. 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.
One Company I Never Want to Hear from Again Ever
NOVEMBER 11, 2014
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.
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. Medium sized companies also struggle with B2B lead generation. Would they do better?
Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges
SEPTEMBER 12, 2011
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.
The Importance of Lead Nurturing (Radio Show) in sales lead generation programs
MARCH 17, 2013
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.
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. 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
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. 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
OCTOBER 10, 2011
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.
Laugh and Learn featuring @fearlesscomp | Episode 40 “Always Be Helping”
AUGUST 19, 2011
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.
The 10 most fascinating people in B2B Marketing in 2015
JANUARY 6, 2016
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.
60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson
JANUARY 11, 2012
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.”
Buying software is easy. Fixing Lead Generation is hard.
SEPTEMBER 24, 2011
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
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. Demand Generation Training Course.
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. 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.
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. 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
Social Selling 2016: Top 100 Influencers and Brands
FEBRUARY 24, 2016
“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.
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. All you have to do is go to Lead Generation Education , complete the form, pay via Paypal, and start getting emails.
Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts
AUGUST 29, 2013
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.
The Real Need of Sales Today – Fewer, Better Leads!
MARCH 12, 2012
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.
Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation
OCTOBER 24, 2011
The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.
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 AlignmentThis dialog took place: Mr. McGuire: “ Benjamin, I want to say one word to you.
Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps
FEBRUARY 2, 2012
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
JUNE 1, 2011
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
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. 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
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. 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.
The Quest for Good Leads: Are You Asking the Right Questions?
JUNE 16, 2015
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.)
Does Your Sales Team Know How to Follow-Up on a Lead?
JUNE 7, 2016
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. However, it should take no more than a few minutes of sales time, and it’s the best thing an organization can do to ensure that the budget, effort and resources devoted to lead generation are not wasted.”. Reduction of lead waste.
Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013
JULY 25, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Anthony Iannarino, founder of the popular blog The Sales Blog , shares his knowledge on how to create and maintain a successful blog that will drive traffic to your site and generate more leads. Running A Successful Business Blog: Why It Pays to Post.
Good Reads for B2B Marketing - Protect Your Online Reputation
MAY 9, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Lead Generation Poses Biggest Challenge for B2Bs. Generating more leads still tops the list of B2B marketing challenges, but reaching a target audience is on the rise, according to a BtoB survey. Via Marketing Land. Via ClickZ. Via ComputerWorld.
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). 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.
What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
MAY 13, 2016
Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. One day, in frustration, he offered sales management the following approaches regarding spending $100,000 to generate leads. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. Define what a lead is.
Laugh and Learn with Find New Customers | Episode 46 – Power of Gift-Giving
SEPTEMBER 30, 2011
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.