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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. ‘” That sounds like the sales pitch of software vendors, promising all that ROI the comes from their software. Unfortunately, there’s no “Wonder Herb” in B2B lead generation and marketing either. Agree on the common definition of a lead and identify key trigger events which drive decisions. (So

Stop Marketing in the Dark – sponsored by Act-On Software

Fearless Competitor

On August 17, Act-On Software hosted a webinar entitled “Stop Marketing in the Dark.&# featured speaker was Jeff Ogden, the Fearless Competitor and President of Find New Customers – the B2B Lead Generation company. And we thank Act-On Software for sponsoring this event. It takes more than marketing automation software to deliver results in B2B lead generation.

A Busy Day in Marketing Automation Software

Fearless Competitor

B2B demand generation | Marketing automation software. Yesterday was a very busy day in the marketing automation space with big announcements from Marketo and Act-On Software. On the low-end, Marketo has been feeling pressure as lower-end products grow more robust, like Pardot and Act-On Software. Act-On Software Announces Impressive Q3 Results. Speaking of Act-On Software , they announced very impressive results for Q3 – inking 164 new customers in the quarter, up from 132 in the prior quarter. Act-On Software is a client of Find New Customers.

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. Certainly, marketing automation software helps and plays a key role. Marketing software is the engine that powers marketing, but you need fuel and a skilled driver. They are uniquely positioned to help your company solve this problem once and for all.

Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election

Fearless Competitor

Obermayer, executive director of the Sales Lead Management Association, announced the results of the voting for the Most Influential People in Sales Lead Management in 2011. Nominees came from many diverse disciplines including CRM Software and Marketing Automation Software to telemarketing qualification companies and publishing. www.sales-lead-experts.com.

Why “We’re the Leading Provider of” is NOT!

Fearless Competitor

Lead Generation Companies | Why “We’re the leading provider of” is a BIG Mistake. As an experiment, I did a Google search on “Leading Provider of” Wow! Here’s an example: Olive Software – the leading provider of digital edition & digital … A click on their website takes me to their “ value proposition.” Olive Software is the leading provider of digital edition and digital archiving solutions for the publishing industry. ” Dan McDade, Pointclear. Lots and lots of hits.

Why Sales needs Content Marketing and Marketing Automation

Fearless Competitor

Let’s examine a Sales scenario to illustrate the power of content marketing and marketing automation software. The prospect is automatically added into lead nurturing – and valuable information is shared over time. Because we’ve implemented lead scoring we’re able us to see exactly when they are sales-ready – ready to talk to Sales. 45 days later, Sally is notified that she has a new lead. I’ve been getting so much great information from your company and I’m convinced you can help me. ” Dan McDade, Pointclear.

Marketing Automation Software Stays Hot | Neolane secures $27m investment

Fearless Competitor

With funds raised by Marketo, Hubspot, and Act-On Software, this industry is red-hot in 2012. Keep in mind that most companies need the help of companies like AcquireB2B , PointClear or Find New Customers to help with challenging issues such as buyer personas, lead nurturing, lead scoring and content marketing. __. This funding will help drive greater adoption and increase visibility for what’s truly possible with the technology. ”. Neolane is the latest company to announce substantial new funding. Find New Customers wishes to congratulate them.

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

Fearless Competitor

Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! David Green wrote an awesome post for the B2B Lead Generation Roundtable blog. If you are looking for lead generating ideas and better marketing strategies , we suggest you read this. __. The rest of their pipeline will come from sales-ready leads. Great show! David.

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.&# These are unqualified, non-nurtured leads. Passing these leads to sales is a massive waste of expensive resources. Lead nurturing. Lead scoring. Dan McDade, Pointclear.

Laugh and Learn Show leads to New Hosting Gig

Fearless Competitor

Now a software company is producing a new weekly B2B marketing show. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. ” Dan McDade, Pointclear. New online hosting gig comes from Laugh and Learn with Find New Customers. At 11am ET every Friday.). Laugh and Learn with Find New Customers | Lazy Web Site. This show has loyal fans and posts/promoted via YouTube.

What Sales Really Needs from Marketing

Fearless Competitor

Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Why are salespeople poor at lead generation? If sales is ill-equipped for lead generation, and winning deals, this begs two question: Are Sales Getting What They Need to Be Truly Effective? Why does sales need help from marketing? link]. Articles.

The Problem with Reliance on Junior Marketing Folks

Fearless Competitor

In the meeting, we turned to the young lady responsible for operating one of the finest revenue management software platforms on the market and asked her to define lead nurturing. She told me “Lead nurturing is sharing information with prospective buyers to convince them to buy your product.&#. Unfortunately, that’s NOT an adequate definition of lead nurturing. (If

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. Few were doing lead nurturing and almost none were doing lead scoring. Dan McDade, Pointclear.

Laugh and Learn with Find New Customers | Episode 51 – The Beard

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. He’s also the host of the new B2B marketing show Mad Marketing TV , sponsored by Act-On Software. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. ” Dan McDade, Pointclear.

Laugh and Learn with Find New Customers | Episode 49 – Man Saved From Spider

Fearless Competitor

(With a new studio mike and high-definition webcam in preparation for the premier of Mad Marketing TV (the new b2b marketing show I’m hosting, sponsored by Act-On Software), look for vastly better quality in the weeks to come.). 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.

2012 Revenue – Making It Happen vs. Hoping It Happens

Fearless Competitor

B2B Lead Generation | Ensuring You Make Your Number in 2012. Is our lead management optimized? Buyer personas, Content marketing , SEO, lead nurturing , lead scoring, metrics, sales enablement.). Formalizing your lead generation progression. Fixing the responsibility for lead generation (in marketing, not sales). Automating lead generation with marketing automation software like Eloqua , Marketo , Silverpop or Act-On Software. Find New Customers can help. ” Dan McDade, Pointclear. Jim Dickie, CSO Insights.

3 Reasons I’m not going to Dreamforce next week

Fearless Competitor

Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! I’d rather present to a group of 12 software CEO’s – as I did recently. Jeff Ogden ( @fearlesscomp ) is a popular speaker and presenter who is the President of the B2B lead generation consultancy, Find New Customers. Dan McDade, Pointclear. Just not me.

Find New Customers – the Unmarketing Company

Fearless Competitor

Rational Software. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. ” Dan McDade, Pointclear. B2B Demand Generation | The Competitive Advantage of No Marketing. We talked about our company policy of zero paid advertising. We rely instead on fans to talk about us via word of mouth. Start Engaging.” ” We live that. No ads are our competitive differentiation.

The Best B2B Marketing Ideas of 2010

Fearless Competitor

B2B Lead Generation | The Best B2B Marketing Ideas of 2010. This campaign, by the marketing automation software company, Marketo, used the game developers at Jellyvision to create a fun and interesting way to test business knowledge. This is from the supply chain software company in Ottawa called Kinaxis. Dan McDade, Pointclear. Stay tuned. Juan Eloqua by Eloqua (6%).

The Importance of Thinking Outside-In

Fearless Competitor

B2B Lead Generation | Think Outside-In rather than Inside-Out. Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! “ This lead to a discussion of my radically different way of thinking of B2B lead generation – outside in. Dan McDade, Pointclear. Then watch last Friday’s Laugh and Learn show.

The Business Process that No Longer Works

Fearless Competitor

B2B Lead Generation | the Process of the Past No Longer Works. Life used to be simple for companies who sold complex products to businesses, like software, networking, services, etc. Use this formula to drive revenue for y our software company , for instance: Create a great product. Pound the phones and emails to uncover leads. A new and vastly more scientific approach is needed in B2B lead generation : Buyer personas , content marketing , lead nurturing and scoring , and metrics – that’s what you need today. ” Dan McDade, Pointclear.

Welcome to the newest client of Find New Customers

Fearless Competitor

B2B Lead Generation | Find New Customers newest client. Monday October 3rd, we start work with our newest client – a venture-backed marketing software company on the West Coast. We could not be more excited, as they retained Find New Customers to launch their fast-growing software company into the big time. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers.

How big should our marketing budget be?

Fearless Competitor

B2B Lead Generation | Size of the Marketing Budget. I was recently asked this question by the VP of Marketing at a young software company. “ For a software company, what percentage of revenue should represent our marketing budget? How many sales-qualified leads will you need to make the revenue goal? What percentage of marketing-qualified leads turn into sales-qualified leads? How many marketing-qualified leads do you need to make the revenue goal? What is the marketing spend needed to generate a raw lead? What do you think?

Four Things to Consider Before You Buy Marketing Automation

ANNUITAS

To have a successful marketing automation implementation start with this question and this question alone: “What does our lead management process look like and how can we automate it?” If you don’t have a solid lead management process in place than a marketing automation platform (MAP) will only automate a broken process. Instead reviewing your current lead management process, making improvements where they are needed, and finalizing a plan and map for the improved process will have two effects. Implementation Is More Than Just Software. Obtain Executive Buy-in.

3 Reasons I’m not at Dreamforce

Fearless Competitor

B2B Lead Generation | Not at Dreamforce. I’d rather present to a group of 12 software CEO’s – as I did recently. Jeff Ogden ( @fearlesscomp ) is a popular speaker and presenter who is the President of the B2B lead generation consultancy, Find New Customers. Dan McDade, Pointclear. I’m not at Dreamforce. Everyone who goes will have a great time.

Shifting Sales Environment Creating New Role For Enablement Solutions

Fearless Competitor

Image a buyer questioning the resource needed to implement a software product. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. ” Dan McDade, Pointclear. B2B Demand Generation | Content Marketing does not stop at deal handoff. Shifting Sales Environment Creating New Role For Enablement Solutions . Salespeople need sales enablement tools. What do you think?

Find New Customers Fan of the Month – Arthur Germain

Fearless Competitor

B2B Lead Generation | Find New Customers Fan of the Month. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. He’s also the host of the new B2B marketing show Mad Marketing TV, sponsored by Act-On Software. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. ” Dan McDade, Pointclear and author of The Truth About Leads. Each month we recognize a special fan of Find New Customers.

The Problem with Reliance on Junior Marketing Folks

Fearless Competitor

The global marketing firm Find New Customers was meeting with a prospective new client – a multinational software firm – in New York City. In the meeting, we turned to the young lady responsible for operating their Marketo software and asked her to define lead nurturing. She told me “Lead nurturing is sharing information with prospective buyers to convince them to buy your product.” That’s NOT an adequate definition of lead nurturing. (If Look at the low scores for lead nurturing and scoring in the center of the chart.)

Great Slide by Marketo on how the world has changed

Fearless Competitor

B2B Lead Generation | A Great View of the Changed World. “I follow your blog every day and have learnt so much” Katy, Rational Software. All leads, qualified or not, went to sales. After registration, they are in traditional lead nurturing. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. ” Dan McDade, Pointclear. Jon Miller.

7 Keys to BtoB Social Media Success

Fearless Competitor

Social media is young and red-hot, but businesses, especially companies that sell complex products (software, hardware, insurance, etc.) To help you navigate this new world, we share our 7 Keys to BtoB Social Media Success – tips to help you navigate this new and exciting world for marketers. Are you looking to generate sales leads? Dan McDade, Pointclear.

Mad Marketing TV premier postponed

Fearless Competitor

Jeff Ogden ( @fearlesscomp ) is the host of MadMarketing TV, sponsored by Act-On Software. He’s also President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. ” Dan McDade, Pointclear. We had planned to launch this B2B marketing show today, but due to things not being ready – the launch is postponed to 11/17/2011 at 9am PT/12 noon ET. Filed under: Demand Generation , MadMarketingTV.

Doing what’s right – a full decade later

Fearless Competitor

Some time ago, I shared a blog post about the most miserable experience of my life – working for a large business intelligence software for that did not care one bit for customer satisfaction. ( The Vice President who put his faith in me – fired – because my employer prohibited me from helping him. (I Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers.

Thank you, Aplicor!

Fearless Competitor

For a brief moment in 2009, I headed marketing for a small Florida CRM software firm. For the first time ever, no matter what people type looking for the B2B lead generation blog – net or.com – they arrive at this blog. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. ” Dan McDade, Pointclear. I trusted and sold. I refused. Thank you, Aplicor! .

Lies, Damned Lies, and Statistics

Fearless Competitor

Someone outed you in post entitled Lead Generation : How Some Marketing Software Firms Stretch the Truth. The study results (page 12) show that 83% of the respondents and 32% of those show their leads increased 50%. As Laura says, software should be a distant fourth on the list. While companies such as Hubspot, Marketo, Eloqua, Silverpop and Aprimo all offer great software – things like buyers personas, content and processes make the difference. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.

3 Marketing Ideas from a great marketing company – Kinaxis

Fearless Competitor

Kinaxis is a supply chain software company in Ottawa, Canada that competes against much larger rivals with very deep pockets. 3,200% increase in conversions (leads). Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. B2B Demand Generation | Learning from the best. Quite well. iTunes).

The State of Lead Generation Today (with Jim Dickie of CSO Insights)

Fearless Competitor

B2B Lead Generation | The State of Lead Generation Today. Jim Dickie, Managing Partner of CSO Insights sat down with the Fearless Competitor to share insights and takeaways from their recent Lead Generation Optimization study in which they surveyed 525 companies. If almost half of salespeople failed to make their numbers last year, how will a higher quota help? Sales turns to marketing for help. Sales leaders told CSO Insights their most important objective is Optimizing Lead Generation. Good lead generation and management software out there today.