So if you want to promote a business like the sales lead generation company , Find New Customers , start writing guest posts! Placing posts on other blog help your potential audience to associate your name with high quality information. And when you write a post for a very popular blog like Marketo , you get tons of audience.

'Summary – Imagine a sales force that never calls in sick or misses a day because of bad weather. Now imagine a sales force that is there where and when your customers want them and need them. An effective sales program is a numbers game. We also write a lot of guest posts for SellingPower.com, Marketo, and Brandtelling.com.

'Guest Blogging is an ideal content marketing strategy and a key element in your sales lead generation programs. Placing posts on other blogs helps your potential audience to start to associate your name with high-quality information. Who Should Be Responsible for Sales Enablement Content – Marketing or Sales?

Marketing is the part of the company best suited to leading the organizational charge around social marketing and all of the intersections of paid, earned, and owned media. We can’t quit at the margins, stop at the edges of a clever marketing campaign, count our leads or conversions, and believe that our jobs are done.

'A new tool, ReachForce SmartForms, is giving sales operations lead routing teams major speed and productivity gains. Getting inbound leads qualified and routed to the correct sales person can be a time consuming and productivity-reducing exercise – and slow response can contribute to lost opportunities. About ReachForce.

A new tool, ReachForce SmartForms, is giving sales operations lead routing teams major speed and productivity gains. Getting inbound leads qualified and routed to the correct sales person can be a time consuming and productivity-reducing exercise – and slow response can contribute to lost opportunities. About ReachForce.

Typically, only one-fifth of your leads are ready to make a purchase the first time they come in. Nurturing those who are not ready to buy on the first go-round can increase your sales leads by 50%. You are able to align marketing with sales to track leads properly. Talk with sales and IT departments as well.

Buyers are now in control of when and how they access information during the purchase process. Build new, repeatable processes around lead nurturing. Collaborate at new levels with sales. And you have to both lead and manage the change within your organization. But where do you start? Adopt a buyer-centric mind-set.

He is the CEO of SalesLogistix , a specialist Salesforce.com implementer focused on improving business processes for Sales and Marketing alignment and effectiveness. recently caught up with David to get his thoughts on the evolution of the Marketing Cloud and the importance of quality first in regards to generating sales leads.

Salesforce recently rebranded their social marketing application as the Marketing Cloud, and their website says you can use their solutions to “optimize campaigns from lead to close, on every channel”. Similarly, Track opportunities and pipeline, manage contact and account information. Individual communications (sales rep to buyer).

by Stephanie Yung Every lead a Marketo Sales Development Representative calls into goes through an initial prospecting process, called “the sniff test”. This process happens before an initial call and helps our Sales Development Representatives prepare for a relevant conversation with a lead. Why are you calling?

Generate more high quality sales-ready leads. Companies that use marketing automation source more pipeline from marketing, have more productive sales reps, and experience better revenue attainment. Source: Marketo Benchmark on Revenue Performance as of Sept 15, 2012 (N=489). What defines a sales-ready lead?

Waffle , Director of Account Development, Marketo, Inc. He serves as a thought leader and evangelist for Marketo sharing insight through blogs, articles and speaking engagements. have been involved with corporate marketers and sales reps for more than 25 years.  An ideal lead could be one that wants to see a product demo. 

Keep in mind that customers and sales leads can tell when you aren’t passionate about what you do. Example:  Steve Jobs, Apple – if you look at any of the Apple products online, most of the technical information is hidden behind the product. B2B Marketing b2b marketing content marketing Demand Generation lead generation

The sales lead generation firm Find New Customers is finally changing marketing automation vendors. However, time had come for the sales lead generation firm Find New Customers to move on. As much as we love these firms, software from great companies like Marketo and Eloqua are not affordable for us.). But no more.

“Lead nurturing moves the needle in B2B marketing.” “On average, organizations that nurture their leads experience a 45% lift in lead generation ROI over those organizations that do not.” The Importance of Lead Nurturing – SalesBuzz Radio (The Brooks Group) (see comments on the show below.).

Promote leading by example and have them active Twitter accounts and make sure they are contributing to your company blog on a regular basis. To get your executive team on board consider presenting to them and including some of the following information: Illustrate competitors who are using employee social media contributions successfully.

MOFU is the M iddle O f the FU nnel stage in a marketer’s lead funnel or revenue cycle. Far too often, a blockage develops in the MOFU stage where sales leads stagnate, wither, and die.  But the problems of MOFU or leads not progressing affect virtually all marketers to one extent or another.  Feed and nurture your leads.

Presentations centered around issues that we all face as marketers, such as: how to prove ROI, tips for succeeding in the social sphere, and guidelines to generate quality leads. These are big topics to cover, each with a wealth of information, so to help, I have assembled three summaries for you. So how do we do this?

by Ravali Ravulapati We are all living in a world of content saturation: texts, videos, podcasts, webinars, tweets and social networks are all feeding us information about a company, product, or service. Keep in mind that this is not a sales pitch. Targeted Prospects – Targeted prospects are the most likely to convert to sales.

You should see a key section of the sales book I’m currently reading  -  Rules of the Hunt  (Click the link to read the author’s interview with Jill Konrath ) by Michael Dalton Johnson, founder and CEO of SalesDog.com. In fact, when Find New Customers was working with the Marketo client, Protegrity, they violated all this advice.

“Lead nurturing moves the needle in B2B marketing.” “On average, organizations that nurture their leads experience a 45% lift in lead generation ROI over those organizations that do not.” Here are some of the appearances of sales lead generation expert Jeff Ogden of Find New Customers.

Too often we confuse business purchases with what is truly required to generate business results, especially quality sales leads for salespeople. Sales lead generation takes a lot more. Agreed lead definitions – ask your salespeople what information they need to say “Yes, this is a great lead.”

It was interesting to see how social marketing has taken a profound shift from being about brand awareness to being about lead generation. Sharpening the harpoon of your  social lead generation strategy is the new white whale that will be wrestled with and “white papered” to no end in this new era. And the most beautiful thing?

Artillery B2B Marketing Blog > The Forward Observer B2B marketers who excel at lead nurturing are growing their businesses rather sweetly by generating more sales-ready leads at a lower cost per lead. Leads are the lifeblood of any B2B business , and many companies are good at generating them.

Now imagine your marketing department as the doughnut store, where leads are the doughnuts and your sales reps are your customers. Despite using a marketing automation system, many marketers continue to gather names and business cards at trade shows and conferences then give them to their sales reps.  Everything is predictable. 

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. Here’s how the campaign worked: 1.

by Liz Smyth In the final part of our Marketing in a Downturn series, we’re examining the importance of getting your sales and marketing teams aligned. Read Part 1: Lead Generation and Nurture and Part 2: Content, Content, Content.). Here are our top three tips to ensure a sales & marketing alignment during a downturn: 1.

We were not having any problems collecting names of interested parties but I was tired of “throwing everything over the fence” to our sales team without some level of qualification.  Marketing automation provided the lead scoring and lead routing to help us manage our lead process much better. 

B2B Lead Generation : Great content or a great lead generation tool. 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’s the difference?

“Next time you bring me a report on how many qualified B2B sales leads , you better bring you’re ‘A-Game’ ” Once the crowd has cleared, the blood has been washed from your face and the tape removed from your hands you start to really question what happened? Article by Cale Helmer (Site Trainer, OnPath).

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.

by Jason Miller With 2011 now in the history books I thought it would be interesting to collect Marketo’s most popular blog posts from the past year and revisit them as a Greatest Hits collection. Instead I present to you the most popular Marketo blog posts from 2011 based on views and shares. How Does Lead Response Time Impact Sales?

A well-designed resource library can be a key factor in converting Website visitors to measurable, actionable sales leads. At worst, resource centers can be tough to navigate and difficult to search, leaving visitors frustrated and only too happy to seek their information elsewhere. See thumbnail at right.)

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. Obermayer said, “People who win are recognized by their peers as multi-dimensional sales and marketing experts. James W. Ruth P.

They all claim to have the magic formula for optimizing leads, lead scoring and sales. As the equation demonstrates, having a search engine optimized website while utilizing content is a better strategy when it comes to lead generation. B2B Marketing b2b marketing content marketing Lead Scoring Social Media

In a recent post , the folks over at Silicon Angle applied their usual insightful analysis to the results of an industry survey by marketing automation company Pardot , a survey that reports fully 42 percent of respondents (all B2B Marketers) have failed to generate any leads from their social media campaigns. Here they are, in a nutshell: 1.

Consider some of these statistics: A recent 2011 Robert Half Technology study interviewed 1400 CIOs (chief information officers) of companies with over 100 employees. Collect Information On Your Target Market. One of the best aspects of Foursquare are the reams of information available to businesses from user interaction.

They’ve filled the funnel with sales leads.  The sales department followed through on the leads provided but somehow your close-ratios are dropping.  If you are finding issues in your lead generation process, check these 5 reasons why you may be losing opportunities and what you can do to fix it: 1. What happened?

by Liz Smyth The abundance of information available online and on social networks has fundamentally changed the way that customers research and buy solutions.  Leads that are nurtured are more likely to buy more, and have shorter sales cycles, so you generate more revenue faster. And the answer is a resounding “Yes!”.

The B2B company website is growing in importance as buyers spend more time researching and selecting the information they use during a complex buying process. Craig: First a disclosure for transparency:  Demandbase was involved in the survey and their solutions help marketers identify and convert website visitors into leads.

B2B Lead Generation | How to Find New Customers. Here are a few facts to cause deep concerns (Data from CSO Insights): (For a related post, check out Why Sales Needs Content Marketing and Marketing Automation.). Over 9 out 10 companies (95%) raised sales quotas in 2011. They will undoubtedly go up again in 2012.

by Carol Fox We recently reviewed Conversations that Win the Complex Sale , a book aimed at helping sales people rethink their messaging, as part of our B2B Sales and Marketing Book Club. In a field as interpersonal as sales this idea may seem almost counter-intuitive, but in practice it makes a lot of sense.

by Carol Fox As Dylan wrote, “The times, they are a-changing,&# and B2B sales cycles are no exception. But regardless of the factors at play, it stands to reason that learning more about what’s happening to sales cycles can help sales and marketing departments figure out how to shorten them. B2B Sales b2b marketing

B2B Lead Generation | How to Find New Customers. Looking for Leads. “ (For a related article, please read “ The Fatal Mistake Boards & VP Sales Will Make In 2012 Planning “). How will salespeople, who struggled make quota in the past, achieve ever higher sales quotas? Sean Patrick, Sales Coach. _.

B2B Lead Generation | How to Find New Customers. Looking for leads. Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! We wanted to write a white paper on B2B lead generation , aka demand generation. We are eternally grateful to both Marketo and Jill. Clientes&#.

B2B Lead Generation: Great content or a great lead generation tool. Do you want a trickle of leads or a flood? Edelman Trust Factor asked “If you heard information about a company from one of these people, how credible would that information be?&# handful of leads trickle in and you get some decent leads.

While this approach can be extremely effective in finding the ideal qualified sales lead, too many B2B marketers fall prey to mistakes that could easily be avoided. The law of averages ensures that if you keep up your cold contacting using good manners, valuable information and good old-fashioned persistence, you will see success!

by Rick Siegfried When we say a lead is “hot,&# what do we mean? Exactly when is a lead “cooked” enough to go to sales? Such is the eternal struggle of sales and marketing teams across the world. The most essential aspect of lead scoring is that it is a shared methodology between sales and marketing.

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.&#. sponsored by Marketo ).

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. We could not agree more.

B2B Lead Generation | How to Find New Customers. Marketo sponsored. it and a certain well-known sales expert was my editor. We only share your contact info with the sponsor, Marketo.). “Loved the white paper ( How to Find New Customers )  So much great information.&#. How to Find New Customers. The CMO Club.

In this terrible economy, business leaders need simple, actionable information to improve revenue results. Jon Miller, Co-Founder and VP Marketing at Marketo distilled advice from top experts in B2B marketing, I thought we should share it with you , as it’s simple and clear. sales challenges Simple lead generation

by Carol Fox There’s nothing more frustrating than struggling to put a top-notch B2B marketing effort together, only to hit a brick wall of poor sales results. Often the wall exists as a function of poor sales and marketing alignment. Sales and marketing aren’t on the same page. Leads aren’t getting attended to quickly enough.

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. We could not agree more.

by Maria Pergolino Today’s B2B marketplace calls for a quick, yet individualized response to the huge consumer appetite for information. They are either stuck in traditional tracks or they don’t understand exactly how this cutting-edge tool can revolutionize the entire sales funnel. Develop The Ideal Sales Lead.

B2B Lead Generation | How to Find New Customers. It contains great information to help you improve your business. The classic problem between marketing and sales and why they don’t trust each other. Marketing says Sales does not follow up on leads. Sales says Marketing’s leads suck.

by Jon Miller Last month I participated in a webinar on Adding the Human Touch into Your Lead Nurturing with Brian Carroll, author of Lead Generation for the Complex Sale and the “godfather” of lead nurturing. Q: What marketing metric(s) should I use to capture lead nurturing effectiveness? from those we do not.

Serial networker – especially with top marketing, sales and content experts. Jon Miller, VP Marketing at Marketo said “Video is the medium of 2011 and beyond.). For more information on this service, please click on Executive Communications Service. Quick! Answer: Getting the message out. They change messaging.

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. We could not agree more.

by Carol Fox Allowing time to elapse before sales responds to leads is unfortunately all too common – and costly. Oldroyd at MIT , in conjunction with InsideSales.com, showed that waiting even an hour to contact and qualify sales leads can drastically reduce your chances of success. survey conducted by Prof. James B.

The Tagline of Find New Customers is “Lead Generation Made Simple&#. As this white paper is sponsored by Marketo , your information will be shared with them alone, and you can easily opt out.). “If B2B lead generation were a car, Ogden is a Ferrari.&# (SVP of Marketing for large software firm.).

B2B Lead Generation | Who is the Fearless Competitor? With 1/2 of salespeople failing to make quota today… Find New Customers  helps companies (between 150 and 5,000 employees who sell complex products – software, insurance, hardware, boats, books, etc.) – to create, implement and deploy world class  lead generation programs.

Post-event follow up with attendees – and good timing – is critical to keeping momentum and turning your B2B marketing investment into qualified sales leads. The email will typically include content related to the event, e.g. presentation slides, background information, access to a post-webinar discussion in your LinkedIn group, etc.

Earlier today we shared the ugly state of B2B sales and the unfortunate lot of most B2B salespeople. This article, by the CEO of Marketo , Phil Fernandez is timely. by Phil Fernandez, CEO of Marketo. Indeed, this is exactly the structure we have at my company, Marketo. It’s certainly about time. Moore’s Law ).

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. If your team excels in quantity but lacks in quality, try these three methods to improve the quality of your leads.

When dissatisfied customers come knocking, do you shy away from the work it takes to not just resolve the situation but to make lemonade from those lemons, or do you look the other way and hope for a bucketful of new leads to even out the playing field? Those opportunities dressed in overalls can lead to better sales and marketing alignment. Are

B2B Lead Generation | The “Whom to Choose&# Buying Phase. We share your information with our sponsor, Marketo , but you can easily opt out anytime.). Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. Now we will address the final stage – Whom to Choose. No sign-up needed.

Today’s B2B marketing success revolves around the new spirit of collaboration between marketing and sales, and nowhere is this more important than the point where the sales cycle begins – defining the perfect sales lead. There are myriads of technology choices and philosophies on how to generate, nurture and manage leads.

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. Hope you find it helpful.

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. source: Marketo ). So before you redo your sales dept.,

Lead Generation Companies | How to Find New Customers. But since it’s widely acknowledged to be the simple guide to B2B lead generation and it’s free, why not download it now? Your information will be shared with the sponsor of the white paper, Marketo , but you can easily opt out.). The short answer was yes!

by Bill Binch As the economy improves, more companies will start to add to their B2B sales forces.  Many companies will be expanding into and testing new markets by adding remote sales people.  We’ve identified three areas that challenge sales teams and potential solutions to drive more sales from remote salespeople below: 1.

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales.  In addition to those techniques, I believe the secret to a truly high-performance revenue engine is the effective use of a Sales Development team.  Sales DNA. 

Great content or a great lead generation tool. Do you want a trickle of leads or a flood? To illustrate, let’s look at an example of how to turn a nice white paper into a great lead generation program: Let’s say you hire a company like the B2B lead generation company Find New Customers to write a white paper for you.

by Bill Binch To create the best lead generation process, you’ve got to keep sales and marketing on the same page.  There is a continuing challenge for marketing to fill the sales lead coffers.  There are three truths behind sales and marketing agreements that must be recognized for effective alignment: 1.

Any B2B marketer concerned with marketing ROI and sales enablement needs to know how and when to use it. Conveniently for us B2B marketers, video also conveys more information per minute than any other media platform. Convert casual interest into product curiosity to narrow your funnel and qualify your leads. No problem. 

Prospects are looking for information and not interruption while engaged in your B2B lead generation programs.  For more information, go visit the experts over at Junta42. But if you are a marketing starting to publish content, you’re undoubtedly thinking about capturing prospect information.  Quality leads matter.

by Bill Binch B2B companies don’t have the same luxury that businesses had in former years, when sales controlled consumer behavior. Now the digital marketplace has put the buyer in the driver’s seat and some sales forces behind the eight ball to keep up with consumer habits. Consider these 5 ways sales will continue to evolve: 1.

by Maria Pergolino As marketing and sales teams align, both become more accountable to effectively managing leads within the pipeline. The ongoing changes in lead generation can overwhelm marketing and sales teams if it’s not organized and each team is unclear of its role. Invaluable Lead Tracking Capability.

Today’s demand generation has created a long cycle in online lead nurturing.  From first click to sealing the deal, trust and rapport are critical to the sales process. The influence of social media is a cornerstone to opening the door to new leads and bolstering existing ones.  LinkedIn helps you survey the scene.

" Jon Miller, Marketo Learn More Recent Comments Kirk Taylor : That’s great advice for anyone writing a blog. I’ve been focusing on how the buyer experience and the sales. And since last October, the team has seen a 70% increase in inbound leads. Email Marketing: Improve deliverability by deleting subscribers?

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? What is lead nurturing?

Certainly in this era where people actively seek information that is pertinent for their needs, questions or buying journey, personalized and valuable content is crucial. Below are a list of 9 B2B white papers that have useful information for B2B social media marketers. What the heck’s a “Lead” anyway? Sales Lead (52).

We asked our panel of B2B marketing experts "How can B2B marketers measure return on investment (leads generated, market awareness etc) for the money/effort spent on creating and marketing content? Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! "Simple Content Creates Quality Leads!"

A great addition to Marketo’s Resources has been the Spear Marketing Group white paper, Top 10 Tips for Lead Nurturing Success , written by Howard Sewell. Not only is it a helpful resource when starting your lead nurturing , it also embodies and reinforces so many Marketo best practices.

The ultimate objective of marketing is to increase revenue performance , and one key way to achieve this is to optimize the entire sales funnel. In his presentation, he covers a five-step process to optimize lead management, get marketing and sales alignment , and make the most of your entire sales funnel.

Marketo’s CEO, Phil Fernandez, was one of the inaugural speakers for SLMA Radio, the Sales Lead Management Association’s (SLMA’s) weekly show bringing you the voice of industry leaders.  When it comes to Sales, we know that the lifeblood of this organization includes the forecast and getting numbers on the board. This

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

Marketers are working hard to create great content that can be used to create sales leads , drive website traffic, promote brand, and educate customers and prospects.  Giving people information about topics where there is no need for information will be a wasted effort by the organization. 

Stand out with creativity - For B2B marketers that want to increase opportunities that will lead to sales, looking outside of the box is not enough - they need to stand outside of the box. With a blog, you provide information that educates prospects. What's the missing, yet critical element for successful B2B marketers?

Lead generation providers are a great source of new business: you end up with a steady volume of sales-ready leads, while your lead generation provider takes care of the behind the scenes work like managing marketing programs, qualifying buyer interest, and verifying the key information. How do you verify a lead?

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

Miller is a regular contributor to the email deliverability blog, deliverability.com, and co-author of Sign Me Up: A Marketer’s Guide To Email Newsletters that Build Relationships and Boost Sales. In Consumers check their inbox first for alerts, offers and information.   . Hint: It’s probably not product information.

Last week Focus.com’s Mastering Lead Management Virtual Event brought some of the leaders of B2B Demand Generation and Sales 2.0 Some of the tweets from his session include: ardath421 : How sales wants to sell has little impact on how buyers want to buy . buyers seek out sales people now, not the other way around. .

thought I would join in the fun and continue his list of 67 lead management tips with six more. Six Lead Management Tips Be extremely careful that your automated lead nurturing messages are for *someone* not *everyone* – (it’s not one size fits all – use your buyer personas and give your messages a personal tone).

The days are long gone when sales representatives could rely on their ability to “read” prospects to make the sale, thanks to buyers researching their purchases online. The need to better understand online behaviors to convert leads jump-started the evolution of customer relationship management (CRM).

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

Information is interpreted differently by everyone, so if you see something that looks out of whack, be sure to comment. Eloqua Eloqua provides you with contact management, campaign management, lead management and marketing measurement, all in one platform. Stay tuned next week for information on more marketing automation vendors.

Marketers spend a lot of time (and money) delivering leads to sales teams. Of course, one big mistake – or even a series of little ones – can be the end of a potential sale. Ensure you avoid these 10 worst things you can do with a qualified sales lead in your lead nurturing efforts: 1.