Savvy B2B Marketing

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Personality: The Missing Ingredient in B2B Marketing Today

Savvy B2B Marketing

About the Author: Jeff Ogden is President of Find New Customers “ Lead Generation Made Simple.” Find New Customers helps companies with 50 to 5,000 employees and complex products implement lead generation programs to improve the way you find and acqu i re high quality sales leads How do we get noticed and offer something unique and different.

Savvy Week in Review - March 11

Savvy B2B Marketing

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads - by Jon Miller @jonmiller2. deep dive into Sales Development from lead generation, through sales development rep nurturing and process FAQ's Is it really the middle of March?!? How the heck did that happen?!?). So - happy reading, happy weekend, happy almost-spring!

The top 10 tricks for sales lead generation


Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. Lead qualification techniques that make your sales force happy. Ruth P.

How to Generate Sales Leads Using Personality Quizzes

It's All About Revenue

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. There are three steps in this process, and by the end you’ll know how to create a piece of content that is not only share-able and enjoyable for your audience, but also brings in targeted, sales-ready leads. And Hi!”

How much should you pay for a sales lead?


When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price.  A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign.  Then, estimate the costs associated with qualifying a lead. Lead qualification rate. 2,000. 6,000.

A TweetChart Analysis of our Keyword “Sales Lead Generation”

Fearless Competitor

Sales Lead Generation is one of the two main keywords we use at Find New Customers, around which we designed a cornerstone page. That explains why we selected “ digital marketing ” and “ sales lead generation ” for Find New Customers. Self Education Find New Customers lead-generation management-best-practices sales lead generation

Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

In fact, I’ll make almost the exact opposite prediction: “By 2015, the percentage of B2B leads that arrive via corporate Websites will shrink dramatically as marketers maintain multiple, distinct online channels that are optimized for demand generation.”. By way of context, I happen to work for a B2B marketing agency that helps clients generate, nurture, and convert sales leads.

Doubling Down on the Blog SEO Strategy. Sales Lead Generation becomes key.

Fearless Competitor

Buffer At the start of 2013, the sales lead generation company Find New Customers made a MAJOR investment in this blog. ”  Case in point, one of the keywords we selected is “sales lead generation.” ” So we designed a cornerstone thought leadership page around sales lead generation.(click More about that in a bit.)

B2B Sales Lead Generation Marketing Trends – by Holger Schultz

Fearless Competitor

Buffer. H ere are the top 5 Take-Aways from this study of sales lead generation. Generating quality sales leads. The most effective sales lead generation tactic used. The greatest barrier to sales lead generation success. Cost per lead, revenue, and lead volume. Staff, budget and time (Outsource!).

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Happy Birthday, sales lead generation company Find New Customers – belatedly

Fearless Competitor

Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. Find New Customers, the demand generation company, is led by the award-winning marketer Jeff Ogden , who’s also the creator of the very popular and highly syndicated online TV show, Marketing Made Simple TV. Email us – sales at

7 Keys to Lead Scoring Success in Sales Lead Generation

Fearless Competitor

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.” ” Dan McDade in The Truth About Leads. With lead scoring.

Pruning my list of contacts from my sales lead generation company

Fearless Competitor

These include New York Times best-selling authors ( Daniel Pink ), leading authors like Guy Kawasaki , social media experts like Scott Monty of Ford, great people like Jeffrey Hayzlett and Ted Rubin and the wonderful men Chris Brogan and Scott Stratten of Unmarketing. The post Pruning my list of contacts from my sales lead generation company appeared first on Fearless Competitor.

Summary of this week’s posts from the sales lead generation company Find New Customers

Fearless Competitor

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

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3 Recommendations in Sales Lead Generation from Carlos Hildago of The Annuitas Group

Fearless Competitor

Buffer Sales lead generation - 3 Recommendations from Carlos Hildago. The three things Carlos recommends to someone getting started with  lead management include: Conduct an audit. Go though your sales lead management steps and determine where you are with you data, lead planning, metrics, etc. Do some kind of lead nurturing. Carlos Hildago.

7 Keys to Lead Scoring Success – for your sales lead generation programs

Fearless Competitor

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. Lead scoring is the concept of assigning values to behaviors. Keys to B2B Lead Scoring Success. Marketing Find New Customers lead-generation lead-scoring

SCORE Demand Generation strategy from Find New Customers fixes the sales leads problem

Fearless Competitor

Buffer B2B Demand Generation strategy called SCORE uses Innovative Methodology to Improve Qualified Sales Opportunities, Increase Conversion Rates and Win More Sales. “When I interviewed b2b demand generation expert Brian Carroll, he shared data that indicated the top challenge for BtoB sellers today is the lack of qualified sales leads.

Need More B2B Sales Leads? Ignore This Research


According to recent research conducted by and reported by MarketingProfs , websites,  blogs and search are among the most effective tactics for both lead generation and brand awareness. study from Siriius Decisions found that b2b buyers are typically 70% of the way through their purchase process before they contact a vendor’s sales team.

Sales Lead Generation: The Hub and Spoke Marketing Approach

Fearless Competitor

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 the way, Slideshare was re-written in HTML 5 – Google can search inside your slides too. 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. Don’t confuse buyers with complexity.

Summary of this week’s posts from the sales lead generation company Find New Customers

Fearless Competitor

Introducing Demand Generation University – to teach demand generation best practices. The Importance of Lead Nurturing (Radio Show) in sales lead generation programs. This blog is provided by the sales lead generation company Find New Customers. Buffer In case you missed any of this week’s posts, we share them now in summary form.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)


The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. Sales ProcessPeriod. Reheat.

Top 10 Reasons NOT to Contact the sales lead generation company Find New Customers

Fearless Competitor

This is one of my favorite posts – teasing my own sales lead generation company. We present our Top 10 List – Ten reasons NOT to contact the sales lead generation company Find New Customers. Jeff Ogden, President of the sales lead generation company Find New Customers shares a witty look at 10 reasons NOT to talk to Find New Customers. One

7 Benefits of Using Lead Generation Software


In the same way that driving sales is hugely important, the manner in which you market your business also has a direct impact on your own success. This is where lead generation software can be invaluable. Online lead generation With lead generation software you will able to determine the identity of your unknown website visitors. In

The Sorry State of Sales Leads Today

Fearless Competitor

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? (i.e. “The leads marketing gives me are crap and the few that might fit have the wrong people identified.&# I feel sorry for salespeople. Quality leads matter. You can download the study here.

How to Nurture Sales Leads

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. 150% increase in contact-to-lead conversion rate. 20% more sales opportunities.

Where to Find B2B Sales Leads

Great B2B Marketing

The need for fresh sales leads gives a recurring headache to B2B companies and the competition for prospects is only going to get fiercer. The key to success is to constantly supplement your existing lead generation efforts with new sources. well-crafted lead plan will allow you to get the bulk of your leads from old reliable programs while you set aside 5-10 percent of the budget to test new sources. Over the next three weeks I’ll give you a couple of dozen lead generation sources to consider. pay-per-lead or pay-per-appointment).

MobileIron Harnesses End-User Demand to Drive Mobile IT Sales Leads

The Point

If end users want your product, but their IT department makes the purchase decision, can you leverage that demand to drive IT sales leads? That was the question contemplated by the marketing team at MobileIron , a leading provider of mobile device management technology. Typically an ad campaign succeeds when it generates a single response.

B2B Sales Leads: How To Avoid The “19 Year-Old Dude Move”

The Forward Observer

Are all your B2B sales leads ready to buy from you right now? If not, here's how to romance your prospects toward a sale with content. If I could wave a magic wand for a B2B salesperson and grant a wish , many would ask to spend their days closing inbound sales qualified leads. An example would be one of my prospects whose company has declining sales.

The Critical Importance of Sales Lead Generation today

Fearless Competitor

Sales Lead Generation is a must. His post: Sales as we have known it is dead. This is why companies need to invest in sales lead generation today. This is why smart companies invest in sales lead generation programs including: Finely targeted accounts. Lead management process. Lead Nurturing and scoring. It seems clear to me that companies that fail to invest in best practices sales lead generation programs are going to struggle to make quotas and their businesses will fail. Metrics.

Getting Demand Generation Right: 5 Things You Need to Change

CMO Essentials

While the way B2B buyers buy has changed significantly, many marketing and sales departments are struggling to keep up. Here are 5 things that B2B Marketing and Sales teams need to do differently in order to meet the needs of today’s modern buyer: 1. And they need to remove the cultural mantle that says sales is marketing’s customer. Unfortunately, my friend is right.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads? Centralize the lead qualification process. Be honest. Be flexible.

10 Ways to Generate More Leads from Your Business Blog

The Point

If you’re not generating leads – as in: a lot of leads – from your company’s blog, you’re missing out on what is perhaps not only your best opportunity to convert organic Web traffic into actionable, measurable sales inquiries, but also the best way to actually show real ROI from your social media investment. Here are 10 proven ways to generate more leads from your blog.

How to Prioritize Sales Leads Part 1 – Mac McConnell of Bluebird Strategies

Fearless Competitor

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. More quality sales opportunities leads to more sales which leads to higher revenue and market share.

How to build a Sales Lead Funnel

Direct Response Coach

The post How to build a Sales Lead Funnel appeared first on McCarthy and King Marketing. Copywriting Direct Mail Direct Marketing Email Marketing General Lead Generation Lead Nurturing Online Advertising Print Advertising Survey Marketing Web Marketing As marketers, most of us spend a lot of time worrying about of the “front end” of our marketing efforts.

Aligning Sales and Marketing in Sales Lead Generation – Why It’s Not Working and What to Do About It

Fearless Competitor

Align sales and marketing for sales lead generation | Why It’s Not Working. Each day I hear the drumbeat… Align Sales and Marketing for revenue results. Marketing and Sales are as far apart as ever in most firms. Align Sales and Marketing is a message that is squarely directed at Riders. The Rider and the Elephant. It makes sense.

Realizing the Promise of Marketing Technology – ITSMA sales lead generation meeting in NYC

Fearless Competitor

Buffer I recently had the pleasure of attending the ITSMA lunch briefing in NYC, where they discussed the sales lead generation topic “Realizing the Promise of Marketing Technology.” Thanks to President Dave Munn for inviting Jeff Ogden of the sales lead generation company Find New Customer s to the event. Photo below.).

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll be starting a business and working on my next book, a sequel to  Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale.

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Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Increasing your close rate and reducing sales cycle time by earning an influencer’s “seal of approval,” thus leveraging their credibility. Also be sure to interview your sales team and your potential buyers.

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. The study agrees, saying that software alone will note “make for an optimized sales funnel.&# You really fix the problem, you’ll need deep buyer personas, content marketing, lead nurturing, lead scoring and more. contact-form].

How to Get More Sales Leads – SalesOpTV with marketing experts @eriklurs, @iannarino, @fearlesscomp and @gerhard20

Fearless Competitor

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. Lead distribution. Marketing automation. What do you think? Sign up for free bi-weekly marketing tips here.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.