• FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 23, 2014
    [Information, Marketo] Why Marketing Automation Software is like a set of nice golf clubs
    'Find New Customers has had many clients who have purchased marketing automation such as Marketo and Act-On Software , but they are using it mainly for email marketing. This is epitomized by one of our former clients – a data security software company in the northeast that uses Marketo. I’ve been reading the Wall St.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 28, 2014
    [Information, Marketo] Step 3: What you do when a visitor to your website is NOT ready to buy?
    'The answer: Lead Nurturing. The definition of lead nurturing is sharing information of value to your prospective buyer, so that you earn his or her trust and when he or she is finally ready to buy, she turns to her preferred supplier – you! Sales looks for Mr. Right Now. Hey Tampa/St. Great line!
  • FATHOM  |  MONDAY, AUGUST 4, 2014
    [Information, Marketo] Laws of Marketing Power: Plan All the Way to the End
    First we need to know: Is the goal of a given communication a broader branding one like visibility and awareness or a conversion-oriented one like subscribers, leads or sales? Another illustration of this tenet lies in the hallowed alignment of sales and marketing. Sales & Marketing Alignment
  • MODERN B2B MARKETING  |  MONDAY, JULY 21, 2014
    [Information, Marketo] 5 Reasons to Invest in Interactive Content
    Reason #5: Accelerated Sales Cycle. When you can’t measure and quantify the consumption of your content, it’s challenging for both Marketing and Sales to decipher clues on the sales readiness of prospects. The conventional mechanism for qualifying leads is to ask lots of questions on the registration form (e.g.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 21, 2014
    [Information, Marketo] Why Marketing Doesn’t End at the Sale – Customer Obsessed Lifecycle Marketing
    'Author: Amanda Scigaj Marketing’s role in an organization often boils down to creating new leads and revenue opportunities, and then passing them to sales. But most marketers know that it’s more cost effective to renew business with an existing customer than to acquire a new lead. Increase Engagement Post Sale.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 29, 2014
    [Information, Marketo] Predictive Analytics: The Next Piece of the Social Puzzle
    As a result, companies like Wildfire and applications like Marketo Social Marketing emerged, providing services to help grow visibility of a brand through increased numbers in a brand’s followers, likes, etc. Marketers can use social to reach out and develop relationships, offer discounts and specials, resolve issues, make sales, and more.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 28, 2014
    [Information, Marketo] First World Problems: What To Do With Too Many B2B Leads
    'Artillery B2B Marketing Blog > The Forward Observer Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues. Wait, Too Many Leads Can Be A Problem? Sales Triage for B2B Marketers. Does Lead Scoring Work?
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 28, 2014
    [Information, Marketo] First World Problems: What To Do With Too Many Leads
    'Artillery B2B Marketing Blog > The Forward Observer Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues. Wait, Too Many Leads Can Be A Problem? Sales Triage for B2B Marketers. Does Lead Scoring Work?
  • THE POINT  |  TUESDAY, APRIL 1, 2014
    [Information, Marketo] Why is Inside Sales So Scared of Lead Nurturing?
    'Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Marketo sends first follow-up email. Marketo sends second follow-up email.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 18, 2014
    [Information, Marketo] How to Find New Customers – the Definitive Guide to B2B Demand Generation
    ” That joke was recently shared about Marketo’s propensity to name their content “Definitive Guide to… ” They love that naming convention. ” In fact, it was originally sponsored by Marketo. It’s 100% free and your information is shared with no one else. Thank you, Jon Miller!)
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 10, 2014
    [Information, Marketo] How Personalized Retargeting Can Optimize Your B2B Ads
    Current digital advertising methods make it difficult to generate qualified sales leads with anywhere close to a reasonable cost-per-lead. You can use information about your visitors, such as what country they are from, in ad retargeting. Where is it working — and more importantly, where isn’t  it working?
  • THE POINT  |  MONDAY, DECEMBER 16, 2013
    [Information, Marketo] Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.
    'Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”. Fair enough. Virtually none. doubt it.
  • B2B LEAD BLOG  |  FRIDAY, NOVEMBER 22, 2013
    [Information, Marketo] What is a Lead? What is a Prospect?
    'As marketing rapidly evolves with marketing automation and predictive lead scoring , metrics and definitions evolve. Lead and Prospect are two words we hear a lot in marketing and sales roles but very rarely meaning the same thing. Leads can also come in from one of the above sources. That’s it. Still confused?
  • THE POINT  |  MONDAY, SEPTEMBER 30, 2013
    [Information, Marketo] Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
    Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. It enables you to deploy lead nurturing programs that are more timely, relevant, and, ultimately, effective. Certainly.
  • MODERN B2B MARKETING  |  FRIDAY, SEPTEMBER 13, 2013
    [Information, Marketo] Stop Selling, Start Helping: 5 Tips for Creating Magnetic Content
    So they created an app for iPhones and Android phones to use at an accident scene, carefully walking you through the proper steps – collecting information, taking pictures, and contacting your insurance company. Here’s the bottom line: You can create magnetic content that wows your buyers if you focus on helping, rather than making sales.
  • MODERN B2B MARKETING  |  THURSDAY, SEPTEMBER 5, 2013
    [Information, Marketo] How to Optimize Google AdWords with Offline Conversion Tracking and Marketo
    Until now, however, the AdWords conversion tracking tools have only worked for basic online conversions, such as a lead submission (form fill-out) or e-commerce transaction. Marketo Integration. That’s why I am excited that Marketo is the first marketing automation vendor to announce integration with this new feature.
  • KOMARKETING ASSOCIATES  |  MONDAY, AUGUST 19, 2013
    [Information, Marketo] 32 B2B Marketers to Add to Your Google Plus Circles
    As such, for B2B marketers specifically, activity on Google Plus could potentially have significant effects on lead acquisition and brand trust. She specializes in creating visibility, credibility and ultimately sales leads. Tony Zambito – Tony is the founder and leading authority in buyer personas for B2B Marketing.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 12, 2013
    [Information, Marketo] How Guest Blogging Grows Your Business and Improves Your Search Ranking
    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.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 9, 2013
    [Information, Marketo] 7 Keys to Lead Scoring Success in Sales Lead Generation
    '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.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 18, 2013
    [Information, Marketo] How Marketing Made Simple TV beats the pants off of Find New Customers – a better revenue model
    'Find New Customers is a B2B sales lead generation company founded by Jeff Ogden in February 2009 (Not early 2013 as claimed by a certain Atlanta firm). This is why: Find New Customers, the sales lead generation company , has worked with firms like Protegrity , Comodo and KeyedIn to help them with their BtoB demand generation programs.
  • FEARLESS COMPETITOR  |  TUESDAY, JULY 16, 2013
    [Information, Marketo] Why Writing Guest Posts Should Be Very Important to You
    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.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 15, 2013
    [Information, Marketo] The Definitive Guide to B2B Demand Generation – How to Find New Customers – is right here and free
    Fill out the form, download it, read it and fill your funnels with qualified sales opportunities! This great white paper on B2B demand generation was originally sponsored by Marketo , and we appreciate that. You’re information is safe with us. Name and email and you are done. Did I mention it’s free?
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 11, 2013
    [Information, Marketo] Marketing Made Simple TV offers sponsors more value than ever!
    'In 2012, Marketing Made Simple TV had sponsors like Eloqua and InsideView, but we offer more value than ever before – delivering marketing qualified sales leads. For instance, InsideView only sponsored a single show and only received one lead! The show now offers marketing qualified leads – lots and lots of them!
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 5, 2013
    [Information, Marketo] Why Marketing Made Simple TV beats the pants off Find New Customers
    'Find New Customers is a B2B sales lead generation company founded by Jeff Ogden in February 2009 (Not early 2013 as claimed by a certain Atlanta firm). This is why: Find New Customers, the sales lead generation company , has worked with firms like Protegrity, Comodo and KeyedIn to help them with their BtoB demand generation programs.
  • FEARLESS COMPETITOR  |  FRIDAY, MAY 17, 2013
    [Information, Marketo] The Awesome Power of Guest Posts in Content Marketing
    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.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 8, 2013
    [Information, Marketo] Why Using a Telemarketing Call Center is a Great Idea
    '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.
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 15, 2013
    [Information, Marketo] Guest Posting Brings in an Audience, not Just Traffic – Content Marketing Best Practices
    '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?
  • MODERN B2B MARKETING  |  MONDAY, APRIL 8, 2013
    [Information, Marketo] Marketing As The Social Business Spark
    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.
  • B2B LEAD BLOG  |  TUESDAY, FEBRUARY 26, 2013
    [Information, Marketo] Sales Operations Instant Lead Routing Technology Advances
    '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.
  • B2B LEAD BLOG  |  TUESDAY, FEBRUARY 26, 2013
    [Information, Marketo] Sales Operations Instant Lead Routing Technology Advances
    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.
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 19, 2013
    [Information, Marketo] Marketing Automation 101
    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.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 25, 2013
    [Information, Marketo] Going from Good to Great Marketing: Leading and Managing Change
    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.
  • MODERN B2B MARKETING  |  MONDAY, DECEMBER 3, 2012
    [Information, Marketo] CRM Expert David Taber Discusses How Marketing Automation Enhances CRM and Putting Your Leads on a Diet
    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.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 15, 2012
    [Information, Marketo] Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)
    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).
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 6, 2012
    [Information, Marketo] Lead Qualification Best Practices: Sniff: “Inspect What You Expect”
    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?
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 18, 2012
    [Information, Marketo] The ROI of Marketing Automation
    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?
  • SALES INTELLIGENCE VIEW  |  MONDAY, OCTOBER 8, 2012
    [Information, Marketo] Marketers are from Mars, Sales reps are from…
    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. 
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 3, 2012
    [Information, Marketo] 5 Marketing Tips That We Could Learn from Celebrities
    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
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 1, 2012
    [Information, Marketo] Good-Bye Genoo. Hello and nice to meet you, Act-On Software
    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.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 30, 2012
    [Information, Marketo] The Awesome Power of BtoB Lead Nurturing
    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.).
  • MODERN B2B MARKETING  |  FRIDAY, JULY 27, 2012
    [Information, Marketo] Let’s Get Social! 5 Ways to Build Your Employee Social Media Culture
    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.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 18, 2012
    [Information, Marketo] Marketing Automation: Four Ways to Cure the Ailments of MOFU
    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.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 12, 2012
    [Information, Marketo] B2B Marketers’ Big Challenges: GlobalSpec’s Industrial Summit Recap
    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?
  • MODERN B2B MARKETING  |  THURSDAY, JULY 5, 2012
    [Information, Marketo] Content Syndication – Compelling Content, Targeted Leads
    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.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 26, 2012
    [Information, Marketo] Making a Marketing Reality Check
    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.
  • FEARLESS COMPETITOR  |  FRIDAY, JUNE 22, 2012
    [Information, Marketo] The Awesome Power of Lead Nurturing
    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.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 19, 2012
    [Information, Marketo] Purchases are fun, but…….they don’t move the business needle
    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.”
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 12, 2012
    [Information, Marketo] Sharpen Your Social Marketing: MarketingProfs’ Digital Marketing World Recap
    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?
  • THE FORWARD OBSERVER  |  THURSDAY, MAY 31, 2012
    [Information, Marketo] Why B2B Lead Nurturing Can Be The Golden Ticket to Sales Success
    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.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 30, 2012
    [Information, Marketo] Marketing Automation- Keep Them Coming Back For More
    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. 
  • THE POINT  |  WEDNESDAY, MAY 30, 2012
    [Information, Marketo] MobileIron Harnesses End-User Demand to Drive Mobile IT Sales Leads
    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.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 4, 2012
    [Information, Marketo] Marketing in a Downturn Part 3: Aligning Sales and Marketing
    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.
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 16, 2012
    [Information, Marketo] Lead Nurturing—Three Gifts That Keep On Giving
    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. 
  • FEARLESS COMPETITOR  |  SATURDAY, MARCH 3, 2012
    [Information, Marketo] How to Turn Your New White Paper into a Great Lead Generation Product
    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?
  • ONPATH  |  THURSDAY, FEBRUARY 9, 2012
    [Information, Marketo] "Everybody has a plan until they get punched in the face."
    “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).
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 1, 2012
    [Information, Marketo] The Problem with Reliance on Junior Marketing Folks
    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.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 10, 2012
    [Information, Marketo] Marketo’s Greatest Blog Hits of 2011
    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?
  • THE POINT  |  FRIDAY, JANUARY 6, 2012
    [Information, Marketo] How to Optimize Your Website’s Resource Library for Lead Generation
    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.)
  • FEARLESS COMPETITOR  |  TUESDAY, DECEMBER 27, 2011
    [Information, Marketo] Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election
    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.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 29, 2011
    [Information, Marketo] Formulas for B2B Marketing
    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
  • THE POINT  |  WEDNESDAY, NOVEMBER 16, 2011
    [Information, Marketo] No Leads from Social Media? No Excuses.
    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.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 1, 2011
    [Information, Marketo] Why B2B Companies Should Use Foursquare
    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.
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 28, 2011
    [Information, Marketo] Are You Lost In A B2B Sales Lead Paradox?
    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?
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 24, 2011
    [Information, Marketo] Five Ways Marketing Automation is Transforming B2B Marketing
    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!”.
  • MARKETING INTERACTIONS  |  THURSDAY, SEPTEMBER 29, 2011
    [Information, Marketo] B2B Websites NOT Great At Demand Gen
    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.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 27, 2011
    [Information, Marketo] How to make your 2012 sales quota (or look for a new job)
    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.
  • MODERN B2B MARKETING  |  FRIDAY, SEPTEMBER 16, 2011
    [Information, Marketo] Book Club: Conversations that Win the Complex Sale
    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.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 13, 2011
    [Information, Marketo] How B2B Sales Cycles Are Changing
    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
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 6, 2011
    [Information, Marketo] B2B Demand Generation is Critical Today. Here’s How to Learn It
    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. _.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 22, 2011
    [Information, Marketo] Accolades for How to Find New Customers
    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&#.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 8, 2011
    [Information, Marketo] How to turn a good white paper into a great lead generation piece
    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.
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 4, 2011
    [Information, Marketo] The Top 5 Deal-Breakers for LinkedIn Cold Contacting
    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!
  • MODERN B2B MARKETING  |  THURSDAY, JULY 21, 2011
    [Information, Marketo] Lead Scoring: What’s Hot and What’s Not
    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.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 18, 2011
    [Information, Marketo] The Problem with Reliance on Junior Marketing Folks
    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 ).
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 13, 2011
    [Information, Marketo] How to Nurture Sales 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. We could not agree more.
  • FEARLESS COMPETITOR  |  TUESDAY, JULY 12, 2011
    [Information, Marketo] Accolades for How to Find New Customers
    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.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 11, 2011
    [Information, Marketo] Expert Advice for B2B Marketing: 5 Tips from Thought Leaders
    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
  • MODERN B2B MARKETING  |  THURSDAY, JUNE 30, 2011
    [Information, Marketo] Dismantling The Brick Wall: 3 Things That Separate Sales & Marketing & Hinder Sales Effectiveness
    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.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 29, 2011
    [Information, Marketo] Lead Nurturing Fundamentals – How to do lead nurturing
    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 BLOG   |  TUESDAY, JUNE 28, 2011
    [Information, Marketo] To Call or Email? That is the Question
    Tweet When Brian Carroll and I present webinars on adding the human touch to lead nurturing, like the ones last month for the B2B Lead Roundtable and Marketo , we inevitably get these questions: “How often should we call? And, remember, whoever has the strongest relationship ultimately wins the sale. Their buying process.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 20, 2011
    [Information, Marketo] 3 Ways Marketing Automation Can Help Your B2B Marketing Evolve
    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.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 13, 2011
    [Information, Marketo] Insights from How to Find New Customers
    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.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 13, 2011
    [Information, Marketo] Generate More B2B Sales With Lead Nurturing and the Human Touch
    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.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 13, 2011
    [Information, Marketo] Find New Customers introduces a new service – Executive Communications
    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.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 9, 2011
    [Information, Marketo] Lead Nurturing Overview
    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.
  • MODERN B2B MARKETING  |  WEDNESDAY, JUNE 8, 2011
    [Information, Marketo] How Does Lead Response Time Impact Sales?
    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.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 6, 2011
    [Information, Marketo] How to Find New Customers – our most popular white paper
    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.).
  • FEARLESS COMPETITOR  |  FRIDAY, JUNE 3, 2011
    [Information, Marketo] Who is the Fearless Competitor?
    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.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 27, 2011
    [Information, Marketo] How to Manage Successful Webinars, Part 3: A Post-Event Checklist
    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.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 23, 2011
    [Information, Marketo] Emergence of Demand Generation Role Drastically Alters Marketing Landscape
    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 ).
  • MODERN B2B MARKETING  |  TUESDAY, MAY 17, 2011
    [Information, Marketo] 3 Ways to Improve the Quality of Your Sales Leads
    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.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 11, 2011
    [Information, Marketo] Improve Lead Generation with Help from Unhappy Customers
    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
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 11, 2011
    [Information, Marketo] The “Whom to Choose” Buying Phase
    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.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 6, 2011
    [Information, Marketo] Defining the Perfect Sales Lead – 4 Tips to Getting it Right
    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.
  • FEARLESS COMPETITOR  |  SATURDAY, APRIL 30, 2011
    [Information, Marketo] Lead Nurturing Overview
    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.
  • VIEWPOINT  |  THURSDAY, APRIL 28, 2011
    [Information, Marketo] Is Your Web-based Content Driving Away Sales Leads
    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.,
  • FEARLESS COMPETITOR  |  THURSDAY, APRIL 28, 2011
    [Information, Marketo] How to Find New Customers – the highly acclaimed white paper
    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!
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 18, 2011
    [Information, Marketo] How to Drive More Revenue From Your Remote Salespeople
    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.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 9, 2011
    [Information, Marketo] My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
    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. 
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 8, 2011
    [Information, Marketo] How to turn a good white paper into a great lead generation piece
    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.
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