A Follow-Up Strategy for Content Syndication Leads
AUGUST 25, 2015
It’s important to recognize that content syndication leads are not like most sales leads. When someone registers to download a white paper or podcast or case study about the business challenge that your product solves, he or she is expressing an interest in that topic, not necessarily in your product. references the specific content asset. 2.
How to Turn a White Paper into a Content Marketing Machine
MAY 22, 2013
How Do You Turn Your New White Paper into a Content Marketing Machine? To illustrate, take one of those white papers and: Shoot a video interview of the author, discussing key points from the white paper ( post this video to YouTube ). Develop a brief narrated introduction to the white paper in PowerPoint ( post to SlideShare and myBrainshark.com ).
Permission Marketing Drives White Paper Relevance
NOVEMBER 4, 2011
As terrifying as it may be for many sales and marketing executives to admit, today’s buyers have more control over the sales process than ever before. Enter the white paper. White papers have become a powerful marketing tool because of two important qualities. First, white papers give readers the information they seek. Second, white papers allow marketers to establish thought-leadership and earn readers’ attention and admiration by becoming their trusted advisors. More importantly, white papers provide enormous opportunity.
How to Find New Customers – the awesome and free white paper
AUGUST 1, 2012
Grab the awesome and free white paper How to Find New Customers here. How can you crank up sales leads when prospective buyers aren’t interested? You need fresh ideas and insights, like those in the white paper here. Just visit Find New Customers or click the image here to download this great white paper. You need fresh free insights.
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? Since we’re just about to start a new white paper for a top marketing automation software firm, this is a timely post. We craft a great white paper, like our highly acclaimed white paper on sales lead generation How to Find New Customers , sponsored by Marketo.
How to Turn Your New White Paper into a Great Lead Generation Product
MARCH 3, 2012
B2B Lead Generation : Great content or a great lead generation tool. Jonathan Kantor of White Paper Source also blogged about this. In this post, we explain how to turn that great new white paper into a superb lead generation tool using the best-practice approach of one of our favorite companies, Kinaxis. Do you want a trickle of leads or a flood? What are current best practices on white paper marketing? We’ve penned 4 great white papers to date – all are free at Find New Customers.
How to turn a good white paper into a great lead generation piece
AUGUST 8, 2011
B2B Lead Generation: Great content or a great lead generation tool. Jonathan Kantor of White Paper Source also blogged about this. Do you want a trickle of leads or a flood? Since we’re just about to start a new white paper for a top marketing automation software firm, this is a timely post. What’s the difference?
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. Then the client asked my boss what content to use at each stage, so he suggested and wrote in things like white papers, videos, podcasts, etc. White papersVideosPodcasts. Movement is critical!). It looked like this: Awareness.
“What’s the Difference Between an E-Book and a White Paper?”
JULY 25, 2012
A client of the sales lead generation firm Find New Customers (and Marketo user) – a software firm in CT, asked me “What’s the difference between white papers and E-books.” ” They had white papers they had outsourced in the past, but the term E-book was new and unfamiliar to them. White Papers. Marketing content marketing E-books lead-generation White Papersactually wrote an E-book for them, but I needed a better way to explain the differences. Bingo! books. Text-heavy.
How to Find New Customers – the superb, classic and free white paper
FEBRUARY 22, 2012
Lead Generation Made Simple – and a true classic. Here’s the white paper everyone’s raving about. “Don’t know how I got connected with Jeff Ogden , but he’s the author of the hot white paper “ How to Find New Customers.” He asked me to read it and I liked it a lot. Ogden’s white paper does just that.
The Building Blocks of Content Marketing: How to Plan Your B2B Content Library
OCTOBER 23, 2013
B2B marketers are well aware that content—such as white papers, infographics, research reports, case studies, and videos—are essential tools for marketing effectiveness today. She also covers the best applications for content in driving toward B2B marketing objectives, like sales lead generation. Stevens videos white papers Yesterday, Ruth P.
Need More B2B Sales Leads? Ignore This Research
NOVEMBER 6, 2013
According to recent research conducted by InsideSales.com 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.
Which Comes First: Lead Nurturing or Inside Sales?
NOVEMBER 22, 2016
For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. Today, of course, a comprehensive lead nurturing strategy is much more than that. The post Which Comes First: Lead Nurturing or Inside Sales?
10 Ways to Generate More Leads from Your Business Blog
SEPTEMBER 23, 2015
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.
Don’t Read This White Paper Unless You Really Want to Impress The Boss
MAY 10, 2012
If you don’t read this white paper, you won’t make quota this year. The sales lead problem is bigger than it has ever been – and much worse than when it first came out. Mike Stelzner called a strong white paper “rocket fuel” in his book Launch. This white paper has been solid gold for Find New Customers for years – as hundreds of B2B marketers all over the world download it. How to Find New Customers. Download it by clicking the image. It’s free!). Jill Konrath of SNAP Selling was our editor.).
B2B Sales Leads: How To Avoid The “19 Year-Old Dude Move”
The Forward Observer
JULY 16, 2015
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.
Lead Generation via Influencers and Experts in 4 Steps
B2B Lead Generation Blog
DECEMBER 15, 2014
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
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. You really fix the problem, you’ll need deep buyer personas, content marketing, lead nurturing, lead scoring and more. contact-form].
15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)
B2B Lead Generation Blog
JANUARY 12, 2015
Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. Often, it’s because Sales and Marketing have not agreed on a true lead definition and have not created a joint process for finding who’s ready to buy and building relationships with those who aren’t.
Steal This Technique for Your Next Sales Email
JANUARY 9, 2015
So, for example: “Click to download our free white paper”. As the saying goes, he who hesitates is lost. I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency. is infinitely preferable to: “Click to learn more”. Hey Dan, I know you’re busy.
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. How to Find New Customers.
Advice for Directors and Managers of Marketing | from top Chief Marketing Officers
JUNE 19, 2012
The new white paper with advice from Chief Marketing Officers for Directors and Managers to deal with the crazy new world of marketing is now available. Sponsored by Silverpop, it’s penned by Jeff Ogden of the sales lead generation company Find New Customers. It’s also a quick and fun read. Managers and Directors of Marketing will enjoy it.
A Simple 2-Step Technique for Improving Lead Follow Up
JULY 14, 2015
In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. That latter group becomes fodder for ongoing nurturing, in the hope that further education and brand awareness will ultimately result in conversion to qualified leads. There is a better way.
The #1 Reason CEOs Should Care About Lead Generation
FEBRUARY 19, 2016
I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number. What this means for you is that enterprise sales leads are more important than ever before, and your lead generation strategies must align with your target audience’s needs.
Marketing 101: How to get started in lead generation
B2B Lead Generation Blog
MARCH 17, 2014
Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. I’ve been employed to do a tough task in a small composite company that doesn’t have the finances to employ specialists. Do you have any advice or books on how to effectively get leads and qualify them and the processes involved in doing so? Experienced lead gen marketers reading this: What did I overlook? An hour?
A Conversation with Shawn Naggiar About Sales, Lead Generation, and Marketing Automation
OCTOBER 16, 2013
Monique Torres: We know that lead generation and qualification continues to be a number-one concern for all marketers, regardless of the size of their company or the industry they’re in. And then the sales and marketing organization has the ability to segment these prospects by their behaviors, whether it be by lead scoring or a straight behavioral segmentation.
B2B Buyers Don’t Trust Vendors’ Online Content: CMO Council
JUNE 19, 2013
It feeds your sales lead generation programs. It populates lead nurturing campaigns. billion in digital content publishing, used primarily to produce leads. The most trusted and valued sources of online content cited by 67 percent of the respondents were research and white papers from professional organizations (not B2B sellers). My advice?
The 2 Things You Must Nail For Lead-Generating B2B Content
B2B Marketing Insider
AUGUST 3, 2015
Are you overwhelmed with the complexity of creating B2B marketing content that generates leads? Studies show that 60% of the B2B sales cycle is over before a prospect first talks to a salesperson ( Corporate Executive Board ). Now the customer has the power to get nearly all the information they want before finally speaking to a sales person. This Demand Generation
How to Create Truly Useful Content Maps in BtoB demand generation
FEBRUARY 18, 2013
Content is critical in B2B sales lead generation. Then the client asked my boss what content to use at each stage, so he suggested and wrote in things like white papers, videos, podcasts, etc. White papersVideosPodcasts. Here’s a better way to do it: First let’s rename the Awareness stage to what I used in the popular white paper, How to Find New Customers – Untroubled/Unaware. Click the link to download this free white paper, if you’ve not already done so.) Buffer How to Create Truly Useful Content Maps. Evaluation.
Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
B2B Lead Generation Blog
AUGUST 30, 2011
Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior.
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. These are unqualified, non-nurtured leads. Passing these leads to sales is a massive waste of expensive resources.
B2B Lead Generation Blog: Using White Papers for Lead Generation
B2B Lead Generation Blog
AUGUST 23, 2006
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Do you qualify leads before sending them to your sales team?
How to Find New Customers – The Definitive Guide to BtoB Demand Generation
APRIL 26, 2013
Marketo has a series of “definitive guides to…” So does Find New Customers – on BtoB Demand Generation. A few months ago, I attended a meeting with Marketo at my former employer in Atlanta. Find New Customers also has a Definitive Guide to BtoB Demand Generation , in our white paper called How to Find New Customers. How to Find New Customers.
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. When asked why they put in fake information, almost 3 out of 4 cited “Avoid follow-up sales calls or marketing contacts.. How many leads will you need to make your quota?
3 Models for Gating Lead Generation Content on Your Website
DECEMBER 18, 2012
Ask a group of B2B marketers whether their Websites’ lead generation content (white papers, archived Webinars, case studies, videos, etc.) At one end of the spectrum, there are those that believe gating Web content is the most efficient way to convert Web visitors to actionable sales leads. So the question is: To gate or not to gate?
The Flavors That "Sales Ready" Leads Come In
DECEMBER 1, 2016
once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. 81 highly qualified sales opportunities with the right contact who has a need backed by some form of compelling event. Big surprise.
New White Paper from Silverpop | CMOs Speak – Navigating the Crazy New World of Marketing
JUNE 28, 2012
If you’re a Director or Manager of Marketing who wants insights from top CMOs, then download CMOs Speak here , the new white paper sponsored by Silverpop. It This white paper was written by Jeff Ogden , President of the sales lead generation company, Find New Customers. CMOs Speak | Are Managers and Directors of Marketing Listening?
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? No matter how talented your sales team may be, or how much you have spent on sales training — there is one key issue to be addressed: How does your company keep the sales funnel filled with qualified prospects? They are confusing relationships with quality leads.
3 Ways to Improve the Quality of Your Sales Leads
Modern B2B Marketing
MAY 17, 2011
by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Improving lead quality requires a commitment from sales and marketing to focus on both quality and quantity, not just one or the other. Commit to lead nurturing.
Killer Questions to Ask Before Starting a White Paper Project
Connect the Docs
NOVEMBER 23, 2010
How can you create a white paper that serves it purpose - create high quality leads, provide useful information to potential customers etc. Well, like Stephen Covey said, "You begin with the end in mind" We asked our panel of white paper experts "W hat are the 3 key questions you ask before starting a white paper project? White Papers.