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How to Turn a White Paper into a Content Marketing Machine

Fearless Competitor

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 ).

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A Follow-Up Strategy for Content Syndication Leads

The Point

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.

Permission Marketing Drives White Paper Relevance


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

Fearless Competitor

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.

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How to Find New Customers – the highly acclaimed white paper

Fearless Competitor

Lead Generation Companies | How to Find New Customers. This classic white paper, originally penned many months ago, has won broad acclaim, like this CEO. “ I think this white paper is excellent. &# The Funnelholic called it a “must read.&# And another CMO wrote  “It’s a great read.  I printed it and gave it to my entire marketing team.&#. discuss this white paper in the video clip below. Your information will be shared with the sponsor of the white paper, Marketo , but you can easily opt out.).

How to Turn Your New White Paper into a Great Lead Generation Product

Fearless Competitor

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

Fearless Competitor

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

Fearless Competitor

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?”

Fearless Competitor

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

Fearless Competitor

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.

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.

Don’t Read This White Paper Unless You Really Want to Impress The Boss

Fearless Competitor

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.).

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.

The Building Blocks of Content Marketing: How to Plan Your B2B Content Library


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.

Which Comes First: Lead Nurturing or Inside Sales?

The Point

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?

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.

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].

Steal This Technique for Your Next Sales Email

The Point

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.

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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.

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

Fearless Competitor

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

Fearless Competitor

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.

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A Simple 2-Step Technique for Improving Lead Follow Up

The Point

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.

Lead 117

The #1 Reason CEOs Should Care About Lead Generation


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.

15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)

B2B Lead Generation Blog

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.

A Conversation with Shawn Naggiar About Sales, Lead Generation, and Marketing Automation

Marketing Action

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

Fearless Competitor

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?

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The 2 Things You Must Nail For Lead-Generating B2B Content

B2B Marketing Insider

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

Fearless Competitor

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.

BtoB 57

The Current State of B2B demand generation

Fearless Competitor

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.

Marketing 101: How to get started in lead generation

B2B Lead Generation Blog

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?

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

Fearless Competitor

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.

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Trust and the Big Lie of Lead Generation

Fearless Competitor

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?

Trust 52

3 Models for Gating Lead Generation Content on Your Website

The Point

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?

New White Paper from Silverpop | CMOs Speak – Navigating the Crazy New World of Marketing

Fearless Competitor

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!

Fearless Competitor

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.

Killer Questions to Ask Before Starting a White Paper Project

Connect the Docs

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.


B2B Lead Generation | Where Are You Today?

Fearless Competitor

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. His point: They were primitive – no content marketing, no lead nurturing, no lead scoring, no marketing automation, etc. They were just past the chimpanzee on the left.