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  • FEARLESS COMPETITOR  |  SATURDAY, JULY 27, 2013
    [Lead] How To Convince Your Boss to Buy Marketing Automation
    But one caveat – marketing automation software alone does not address the sales lead problems your salespeople are having. They need fewer, better qualified leads. This is why companies such as the sales lead generation company  Find New Customers is booming today. Thanks, Lauren. It has “crossed the chasm.”
  • B2B LEAD BLOG  |  TUESDAY, AUGUST 14, 2012
    [Lead] 7 lead segmentations to beautify your lead nurture program
    Proper segmentation for your lead nurture program is akin to a well-prepared garden bed. lead targeting and segmentation ideas to get you started on a beautiful program. 1. Previous lead behavior. Just be sure to work with a reputable company that guarantee the quality of hyper targeted lead lists. 4. Segment something.
  • B2B LEAD BLOG  |  TUESDAY, AUGUST 14, 2012
    [Lead] 7 lead segmentations to beautify your lead nurture program
    Proper segmentation for your lead nurture program is akin to a well-prepared garden bed. lead targeting and segmentation ideas to get you started on a beautiful program. 1. Previous lead behavior. Just be sure to work with a reputable company that guarantee the quality of hyper targeted lead lists. 4. Segment something.
  • FEARLESS COMPETITOR  |  SATURDAY, SEPTEMBER 17, 2011
    [Lead] How, When and Where Buyers Want Content
    B2B Lead Generation | Content Marketing Tips. Prospects consume content in every stage of the buying process , so lead generation depends on content. The formula is simple – great content = sales leads. And the opposite is true – no content, no leads. Content marketing is huge today. Survey says….
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 9, 2011
    [Lead] My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
    by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Others refer to this group with different titles: Lead Qualification, Lead Generation, Business Development or even Inside Sales, though I don’t prefer that label since it incorrectly implies the group carries a revenue quota.). Superior data.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MAY 12, 2014
    [Lead] Lead Generation: How to speak the language of your prospects
    Tweet At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all. “If you’re ever tired of hearing from us,” the email read, “you can opt out.”. Curious eyes met the screen at those words. You may also like.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 31, 2014
    [Lead] Lead Generation: Does your teleprospecting deliver value to prospects?
    Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. My goal for today’s B2B Lead Roundtable Blog post is to hopefully influence your approach to lead generation with a few insights that you can use to determine where to find the most improvement in your teleprospecting efforts.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JUNE 17, 2012
    [Lead] How Many Lead Nurturing Campaigns Should You Run? [CHART]
    by Egan Cheung | Tweet this Lead nurturing  is a type of automation focused on leads who are not yet ready to buy.  A successful lead nurturing campaign delivers content of sufficient value to your leads that you establish brand preference long before a purchase decision is made. What do you think?
  • LOOPFUSE  |  FRIDAY, NOVEMBER 4, 2011
    [Lead] 4 Lead Assignment Tips for Salesforce.com + LoopFuse
    If you have an abundance of leads from your inbound marketing system, then qualification becomes a challenge. Your Loopfuse system should be set up for positioning your sales team to qualify and convert leads based on various criteria which are part of your Lead records. The Lead fields become segmentation criteria.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 23, 2013
    [Lead] Lead Generation: How using science increased teleprospecting sales handoffs 304%
    There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. So, I wanted to see if this heuristic could be applied to lead generation through teleprospecting. Here’s the problem we were solving for: What messaging creates increased lead conversion and maximizes return on energy?
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 26, 2015
    [Lead] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    Tweet To kick off the new year I’m sharing 15 ideas on improving your lead management. As you’ll see this series isn’t just about getting more leads, but about generating better and higher quality of leads. And these 15 tips (across all three blog posts) will help make your lead management more effective.
  • THE POINT  |  MONDAY, FEBRUARY 27, 2012
    [Lead] Lead Scores Too High? Maybe They Need An Expiration Date.
    In the early stages of a recent client engagement, it became apparent that the schema already in place to determine and assign lead scores was, well: broken. The basic lead scoring recipe is typically a variation on the following: * assign positive scores for desired behavior or demographics (e.g. and so on. download trial version).
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 7, 2014
    [Lead] 3 Factors that Connect Value Prop to Prospects
    Tweet There is one question at the heart of lead generation that your marketing efforts should clearly answer. “If I am you ideal prospect, why should I buy from you rather than your competitors?”. Lead Generation Check list – Part 4: Clear and Universal Lead Definition [More from the blogs]. Take a moment to write it down.
  • INDUSTRIAL MARKETING TODAY  |  SUNDAY, DECEMBER 12, 2010
    [Lead] SAL is the Glue that Binds Sales and Marketing in Lead Generation
    A lead is a lead, right? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Clearly defining and understanding the implications of MQL, SAL and SQL are critical to the success of B2B lead generation. Defining qualified leads.
  • INBLURBS  |  MONDAY, JULY 11, 2011
    [Lead] Attract your buyer persona with article marketing to generate more business leads
    Article marketing is a great way to generate business leads for your businesses. Writing customer attractive articles helps in bringing new customers for your business and by generating quality leads. Do you get found and get leads the smart way? How Article marketing works for your business. Tweet this on Twitter! =.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 22, 2013
    [Lead] How To Predict Conversion Rates From Lead to Close With an ‘Exit Criteria’
    This dynamic has always been the same: Marketing is frustrated by Sales not following up on their hard-won marketing qualified leads (MQLs), while sales complains that there aren’t enough “good” leads worthy of their attention. The truth is that the measurement linking lead to closed deal is precarious at best.  Why You Now?™”,
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 7, 2012
    [Lead] Does Automation Impact Lead Conversion Rates? [CHART]
    by Paul Teshima | Tweet this We have been tracking lead conversion rates from campaigns for the past 3 years, and when we did an analysis to compare  campaigns with automation , to those without, we were not surprised to see that automated campaigns on average have a >200% higher conversion rate. But you may be asking yourself why? 
  • THE POINT  |  MONDAY, AUGUST 18, 2014
    [Lead] 10 Tips for a Successful Trade Show Follow-up Campaign
    Research has long suggested that the majority of leads generated by trade shows never receive follow-up by company representatives. 2010 study concluded that fewer than 70 percent of exhibitors have any formalized plan or process in place for how leads are followed up after the show. Prompt response to show leads is critical.
  • VIEWPOINT  |  TUESDAY, MARCH 10, 2015
    [Lead] When Bad Things Happen to Good Leads - Part 5
    Lead Generation Lead Nurturing Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their junior reports. I was blown away!
  • INBLURBS  |  TUESDAY, SEPTEMBER 13, 2011
    [Lead] 10 Great Ways How to Reach Global B2B Customers with LinkedIn
    To list all of them would lead to far. So you can lead visitors of your profile directly to landing page to get them registered as lead. -Ad your blog. An additional toolset of chances to get attention, visitors to your website and business leads to increase revenue and profit. Twitter stream. Publications. Overview.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, SEPTEMBER 8, 2013
    [Lead] Mining The Buyer Perspective: Steps to Lead Routing, Scoring, And Nurturing Success
    by contributor | Tweet this Editor’s Note:  Today’s blog post comes courtesy of  Tony Zambito , a leading authority on buyer personas. Over the past dozen years, Tony has conducted hundreds of buyer interviews and has helped some of today’s leading Fortune 100 companies acquire deep buyer insights.  Perspective.  comes to mind. 
  • FEARLESS COMPETITOR  |  MONDAY, MAY 16, 2011
    [Lead] The Power of Story-telling in B2B Marketing
    Don’t you wish your lead nurturing campaigns had the same effect? To learn how Find New Customers can help you improve your lead nurturing programs , click here. Tomorrow morning – Final part of the Mac McConnell Lead Scoring white board talk. Find New Customers | The Power of Great Story-Telling. Bowd Crowder.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 20, 2013
    [Lead] 10 Things Your CEO Needs to Know Now about B2B Demand Generation
    This man badly needs the help of a marketing leader well versed in B2B demand generation, who can  create a program to fill sales funnels with warm leads. However, setting proper expectations is important, because warm leads don’t simply appear – it’s a lot of work and it takes considerable time. love salespeople.
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 28, 2011
    [Lead] B2B Lead Generation: Leads, leads, leads!
    Almost all B2B sellers lack enough quality leads to make quota. Do Salespeople want more leads? Right now jump over to our Free Tools page and use the How Many Leads Do You Need Calculator. If you are looking for lead generation companies , look to Find New Customers. They are confusing relationships with quality leads.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 29, 2011
    [Lead] 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.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 16, 2012
    [Lead] 6 Ways Marketing Can Help Generate Early Leads for Sales
    What does sales want more,” he asked, “qualified leads or early leads?”. Getting to prospects is paramount, but so is focusing on the most qualified leads. Marketers need to include a capabilities matrix, competitive matrix and an FAQ document as early in the lead nurturing process as possible.  My answer: Both.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 9, 2011
    [Lead] The Lead Generation Assessment Service
    B2B Lead Generation | The Lead Generation Assessment Service. “The leads we get from Marketing are crap.&#. The leads they are getting are crap. Is it because our lead nurturing programs aren’t working? This is why most new clients of Find New Customers start with the Lead Generation Assessment Service.
  • INBLURBS  |  FRIDAY, MARCH 23, 2012
    [Lead] How B2B Marketers Can do Social Media Lead Generation the Smart Way
    An increasing number of companies like Intuit, Sysco, Cisco, GE Healthcare and AT&T are using social media for effective business lead generation. To do their social media outreach B2B marketers include professional networking sites like LinkedIn which have proven to be an effective way to generate business leads.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 9, 2011
    [Lead] 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.
  • LEAD VIEWS  |  FRIDAY, JUNE 17, 2011
    [Lead] Build Lead Personas For Better Lead Nurturing
    Lead nurturing is an important aspect of B2B marketing and plays a pivotal role in the conversion of leads into qualified leads and qualified leads into customers. So what is it that really differentiates a lead nurturing activity from your regular email marketing activity? Developing personas.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 4, 2011
    [Lead] How to Prioritize Sales Leads Part 1 – Mac McConnell of Bluebird Strategies
    B2B Lead Generation | How to Prioritize Leads | Part 1 of 3. As the President of the B2B lead generation consultancy, Find New Customers , I’m continually searching for great FREE content to help our clients and fans to improve revenue results. sales challenges sales funnel Sales Leads sales-ready leads
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 21, 2011
    [Lead] Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part I
    Part of the beauty of the demand waterfall vernacular is that it added descriptive language to the word “lead.” All too often, sales and marketing have very different definitions of what a “lead” is. What Does “Marketing-Qualified Lead” Mean to You? The problem is that “marketing-qualified leads” has two distinct meanings.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 17, 2014
    [Lead] Lead Nurturing: You can’t automate trust
    Tweet I recently had coffee to catch up with my friend Jill Konrath and we were talking about new opportunities, ideas for the improvement of lead nurturing and I’m currently pondering my next book. As you might guess, we both experienced lead nurturing follow-up after those visits. Build trust with lead nurturing. It was fast.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, APRIL 29, 2012
    [Lead] Lead Generation: Phone calls turn first-time webinar into million-dollar leads
    Follow the lead of Jeremy Scully and take a high-stakes gamble: Put your reputation on the line to prove marketing’s value. As soon as the webinar was over, a standard email thanking attendees was automatically sent, and Scully commenced his lead-generation efforts. Webinar Replay: Teleprospecting that Drives Sales-Ready Leads.
  • LOOPFUSE  |  FRIDAY, APRIL 20, 2012
    [Lead] A simple lead nurturing example for every business
    Looking for lead nurturing examples? One of the most beneficial things you can add to your sales process is an email lead nurturing campaign to engage with prospects through the middle of the funnel. Let’s leave that for later and just focus on a simple registration/sign up lead nurturing flow. Look no further!
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 4, 2013
    [Lead] Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects
    Tweet At MarketingSherpa Lead Gen Summit 2013 , I had the privilege of sitting in on a session with Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP , as they discussed how they use a business model called “social business” to help their teams across the globe engage local audiences. Tip #1. Tip #2.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 11, 2012
    [Lead] Lead Capture Optimized: 201% increase in captured leads with clearer value proposition
    In the case study, Dr. McGlaughlin revealed how one company clarified the value proposition of a landing page for a 201% increase in captured leads. The goal of the page was to capture a lead. The winning treatment generated a 201% increase in captured leads by clarifying the value proposition of the page. Click to enlarge.
  • LOOPFUSE  |  TUESDAY, MARCH 13, 2012
    [Lead] 3 Tips On Getting Started with Lead Nurturing Emails
    One of the places you will see the biggest impact from stepping up to a marketing automation approach is putting together a thoughtful and buyer-centric email lead nurturing program. This is not about sending emails every few days leading to frustrated buyers, potentially negative brand impact, and disappointing open/click performance.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MARCH 22, 2011
    [Lead] The 6 Stages of Successful Lead Management
    What makes a lead management process successful? In the real world implementing lead management requires a degree of science, art and consensus. If you are considering implementing a lead management process, here are 6 Stages of Lead Management Implementation to give you a sense of what to expect. There’s no easy answer.
  • LEAD VIEWS  |  SATURDAY, AUGUST 4, 2012
    [Lead] B2B Marketing Automation [INFOGRAPHIC]
    America’s most decorated gymnast, Shannon Miller once said, “At the Olympics, you (are) there to do a job. feel you should take it seriously. You should be respectful. You are putting on the red-white-and-blue and going out there to perform for your country.” Related posts: What does Big Data mean for marketing?
  • B2B LEAD GENERATION BLOG  |  SUNDAY, FEBRUARY 26, 2012
    [Lead] B2B Lead-Gen: Top tactics for a crisis-proof strategy
    Most lead-generation marketers are not in crisis, but many could use an orderly process to help combat challenges. chatted with Jen Doyle, Senior Research Manager at MECLABS, about her work as lead author of the MarketingSherpa 2012 Lead Generation Benchmark Report (coming out this spring). asks Doyle. Click to enlarge.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 28, 2014
    [Lead] Content Marketing: 4 stages to mapping your content strategy
    In his keynote at MarketingSherpa Lead Gen Summit 2013, Ninan explained the five steps to effective content marketing. While each industry will vary, research has found four key milestones most lead nurturing processes have in common. Lead Gen Summit 2014 [Call for speakers]. The role content has in influencing decisions.
  • ACQUIRING MINDS  |  WEDNESDAY, JANUARY 26, 2011
    [Lead] Lead Generation: Digital Strategies to Create New Sales Opportunities
    Lead Generation: Digital Strategies to Create New Sales Opportunities. Lead generation is simply the creation of sales opportunities. Although lead generation is most often associated with acquiring net new customers, it can include developing opportunities within existing accounts in new divisions or work teams. Photo Credit.
  • FEARLESS COMPETITOR  |  TUESDAY, JULY 19, 2011
    [Lead] The Power of B2B Blogging in 2011
    B2B Lead Generation | The Power of Blogging. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers and is one of the most prolific bloggers in the B2B marketing space with over 55,000 readers. They can even make you famous – sort of. It’s free, so download it today!
  • LEAD VIEWS  |  SATURDAY, AUGUST 7, 2010
    [Lead] Decode Your Online Leads
    Lead generation and Lead management programs are only as good as the rate of conversions they ensure for a company, and the most difficult part is, there is no set formula to guarantee conversions. This post tries to decode some of these clues, which provide greater insight on a visiting Lead. Finding Visitor Type.
  • MARKETING GENIUS BLOG  |  MONDAY, FEBRUARY 1, 2010
    [Lead] Monday Marketing Term: Lead Scoring
    Put simply, lead scoring is a lead qualification process that helps you “qualify” or rank leads according to their level of buying interest. Lead Score with Marketing Automation. With all that said, the most important thing to think about before getting started with lead scoring establishing a Universal Lead Definition.
  • SALES LEAD INSIGHTS  |  MONDAY, JULY 18, 2011
    [Lead] B2B lead qualification and scoring
    This is one reason that, on average, only 25% of new leads are sales ready. So you need a way to determine which leads are ready for Sales, and which need to be nurtured. I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and decided to list them by category.
  • INBLURBS  |  THURSDAY, MARCH 15, 2012
    [Lead] An Easy Way to Reach One Fifth of the World with your Brand Message
    proven working strategy is to add lead capture pages to your in social published articles and to track the traffic, leads, lead to customer rate and revenue per generated lead. So you get a good picture of your cost per lead and adjust activities to increase your profits. Simply become active in Facebook!
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 12, 2013
    [Lead] 7 Keys to Lead Scoring Success – for your sales lead generation programs
    7 Keys to Lead Scoring Success. How do you separate the good leads from the not so good leads? How do you ensure you don’t give unqualified leads to Sales. The answer: Lead Scoring. Lead scoring is the concept of assigning values to behaviors. Keys to B2B Lead Scoring Success.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 10, 2011
    [Lead] Find New Customers: The Lead Generation Assessment
    Feeling lousy? Go to the doctor and get a checkup – for you Business feeling lousy? sales challenges sales funnel Sales-Marketing Alignment
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, NOVEMBER 14, 2013
    [Lead] Marketing Automation Simplified [Slide Deck]
    Marketing Efficiency #MAsimplified automated marketing tips Content Marketing Email Marketing lead generation lead management Lead Nurturing Lead Scoring marketing automation marketing automation simplified social business Social Media Calm your marketing chaos! Marketing Automation Simplified from Eloqua.
  • MARKETING GENIUS BLOG  |  TUESDAY, OCTOBER 5, 2010
    [Lead] Walk Before You Run With Lead Nurturing
    Last week I had the opportunity to co-present on a webinar with the good folks at DemandGen Report and Ian Michiels of Gleanster (Formerly an Analyst at Aberdeen), where we addressed the inherent, but somewhat surprising issues companies are having with adopting technologies and implementing processes for lead management and lead nurturing.
  • MARKETING GENIUS BLOG  |  MONDAY, OCTOBER 25, 2010
    [Lead] Marketing Automation Is No Longer About Competitive Advantage, All About Keeping Up
    Cutting to the point, these practices are: 1.    Know your marketing mix. 2.    Close the loop with sound marketing analytics. 3.    Align with your sales team. 4.    Identify your sales & marketing funnel. 5.    Automate your lead management practices. Interestingly, most of these practices can be tied to Marketing Automation. Digg this!
  • SAZBEAN  |  MONDAY, JANUARY 13, 2014
    [Lead] 7 Benefits of Using Lead Generation Software
    This is where lead generation software can be invaluable. Although it’s likely that your business adopts a multi-channel marketing approach, through elements such as content, email marketing, advertising and social media, lead generation software provides added value. Let’s take a closer look at how this is the case.
  • BIZNOLOGY  |  WEDNESDAY, APRIL 9, 2014
    [Lead] The top 10 tricks for sales lead generation
    Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. And your sales counterparts will thank you for that! Ruth P.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 20, 2014
    [Lead] The Importance of Marketing Awards for a B2B Demand Generation Agency
    Two awards that make me most proud include: Top 50 Most Influential in Sales Lead Management by The Sales Lead Management Association – 3 years in a row. We recently published  Florida gets its own BtoB demand generation agency – Find New Customers. Jeff Ogden, President of Find New Customers has won many marketing awards.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 20, 2011
    [Lead] B2B Lead Generation | Where Are You Today?
    B2B Lead Generation | Where Are You Today? An SVP of Worldwide Marketing used this to describe where his 1/2 billion software company fit today in B2B Lead Generation. His point: They were primitive – no content marketing, no lead nurturing, no lead scoring, no marketing automation, etc. It’s our gift to you.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 16, 2015
    [Lead] How to Use LinkedIn to Generate Leads
    Without some of us even noticing, LinkedIn developed into a useful publishing platform and lead generation tool for marketers and sales people looking to build relationships with prospects. But if you’re looking for an easy lead source, you won’t find it here. Here are some ways to make the most of LinkedIn for lead generation: 1.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 30, 2011
    [Lead] Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
    Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. Here’s how you can go about it: 1.
  • LEAD VIEWS  |  THURSDAY, DECEMBER 13, 2012
    [Lead] The Grand Unified Theory of Revenue Generation
    B2B marketing B2B Sales Lead analytics Lead Nurturing Marketing Automation Sales Analytics Sales – Marketing Alignment b2b chief revenue officer Demand Generation grand unified theory leads Revenue Generation sales cycle Sales FunnelVisit my website for full links, other content, and more! ]].
  • INBLURBS  |  THURSDAY, MARCH 22, 2012
    [Lead] How to Master Your Lead Generation Challenge with Social Media
    Social Media has proven to be a source of targeted high quality leads for B2C and B2B. An increasing number of marketers see lead generation as their greatest online marketing challenge. Studies show that companies which relying on online lead generation are two times more profitable than those who do not. Tweet this on Twitter!
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 14, 2011
    [Lead] Why do some companies prosper – despite a terrible economy?
    Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. “U.S. Worries Grow Over Jobs&# Wall St. Journal.
  • THE POINT  |  WEDNESDAY, JUNE 27, 2012
    [Lead] 5 Campaign Ideas for When You Have No Content
    But when lead generation, lead nurturing , customer marketing and social media programs all require a constant feeding of new, compelling content, what do you do when the pace of new programs outstrips your ability to generate that content? For today’s B2B marketer, content is the fuel that feeds the demand generation engine.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, APRIL 8, 2012
    [Lead] Lead Scoring: How to pick the right ingredients for high ROI
    Tweet Marketers use lead scoring to slice all the potential deals in their pipelines and serve the sales team what it’s hungry for — leads that are ready to buy. Each attribute and action adds to a lead’s total score. When the score hits a pre-determined threshold, the lead is served to Sales. Watch a webinar?
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 20, 2011
    [Lead] Why Sales needs Content Marketing and Marketing Automation
    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. Sally sends an email.
  • BUYEROLOGY  |  THURSDAY, APRIL 19, 2012
    [Lead] Are Your Lead Generation Tactics Targeting The Wrong Buyer? 4 Steps You Can Take.
    Lead generation today is becoming the art and science of targeting.  A problem facing organizations today is getting a handle on who to target and where to target.  Nearly 30% expressed dissatisfaction with lead conversion to sales.  A recent CSO Insights report indicated that only 20% of organizations understood their buyer’s buying process. 
  • B2B LEAD GENERATION BLOG  |  SUNDAY, SEPTEMBER 16, 2012
    [Lead] B2B Marketing: 4 solutions to the most common challenges
    She works with Research Partners to develop teleprospecting programs where precisely the right people are given the right message to quickly convert them to leads. He develops and guides lead generation program that efficiently and effectively drive revenue for MECLABS Research Partners. Solution #3: Define your lead.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, DECEMBER 29, 2011
    [Lead] From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars
    Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? I am astonished by what I didn’t know then compared to what I know today. This year’s B2B Lead Roundtable webinars are testament to that. Learn more here: How CRM Revolutionized Marketing and Lead Generation at Volvo North America.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 21, 2011
    [Lead] Marketo’s “Secret Sauce” Marketing Approach
    B2B Lead Generation | Learning from the Best. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and discussed B2B lead generation on Sales Lead Management Radio. Jon Miller.
  • ACQUIRING MINDS  |  THURSDAY, OCTOBER 21, 2010
    [Lead] The Sales Lead & the Language Police
    The core concept of the definition of a sales lead and its workflow is the subject of endless debate and lack of clarity within B2B organizations. propose that it is not the definition of the lead that matters but rather that sales and marketing agree on that definition.    . An Identity Crisis for the Sales Lead. Photo Credit.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MAY 13, 2013
    [Lead] Digital Marketing: B2B marketers can get fresh, new ideas from B2C
    Burns will be presenting at the MarketingSherpa and MarketingExperiments Optimization Summit 2013 , May 20-23, in Boston, which looks at the many ways organizations can leverage A/B testing to squeeze the highest amount of leads and revenue out of marketing efforts. Furniture company website sparks idea, nets 400% increase in leads.
  • MARKETING GENIUS BLOG  |  THURSDAY, JULY 30, 2009
    [Lead] Lead Scoring 101
    Talk to someone about Marketing Automation and one of the first topics that comes up is Lead Scoring. Lead Scoring is the process of assigning a numeric score to leads to indicate lead quality. Why Do You Need Lead Scoring? Let’s take a small step back, and find out why you would want to use lead scoring.
  • VIEWPOINT  |  TUESDAY, AUGUST 26, 2014
    [Lead] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
    Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?
  • FEARLESS COMPETITOR  |  MONDAY, MAY 23, 2011
    [Lead] Conclusions from study: Sales Speaks – Perceptions and Ponderings on Marketing Leads
    recently completed a study of over 1,150 B2B Sales reps on what they think about sales leads. Conclusion 1: Most leads stink. On average, only 3 out of 10 leads are in profile. 7 out of 10 have a low probability of purchase. Action item: Focus on lead quality. Reduce the flow of unqualified leads to sales. Not bad.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 22, 2011
    [Lead] Find New Customers: 6 Keys to B2B Marketing Success in 2011
    If you want to find new customers using lead generation programs , you need to do a few things very well. sales lead generation program depends on successful execution of a handful of things. Find New Customers is one of few  lead generation companies in New York. Quality leads matter. humbly submit for your approval.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, JULY 11, 2012
    [Lead] Nurturing Leads, Intelligently
    To regain control of the midfunnel, Marketing must nurture its leads well.    With technologies like marketing automation, it is now quite easy to send emails to prospects and customers.  Citrix found that its traditional, quarterly newsletter program was not generating the quantity or quality of leads Sales and Marketing needed. 
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 1, 2013
    [Lead] Lead Generation: 5 tips to generate leads faster on LinkedIn
    Tweet Wouldn’t it be great if you could just collect hot leads by spending a few minutes a day on LinkedIn? Mirman is head of SMB (small and medium-sized business) Marketing for HubSpot , and Ramdas is General Manager of LeadFormix , both are marketing organizations specializing in B2B lead generation. Guess what? Industry. Location.
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 31, 2011
    [Lead] The Importance of Lead Nurturing Radio Show
    B2B Lead Generation | The Importance of 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. Few companies do it at all, and very, very few do it well.
  • LEAD VIEWS  |  FRIDAY, MARCH 18, 2011
    [Lead] Identify, Engage & Convert Your Web Traffic Into Qualified Sales Leads
    Name one place where a Lead or prospect can find all information about your company, its service/product offerings, management etc. Companies spend a lot of money to make their virtual homes engaging and interactive for their visitors, but only a very minuscule percentage of them actually view their websites as a source for generating leads.
  • VIEWPOINT  |  TUESDAY, AUGUST 19, 2014
    [Lead] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
    Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 5, 2011
    [Lead] 7 Keys to Successful Lead Scoring
    Find New Customers to release the second in a series of great content regarding B2B lead generation. Sales Lead Generation using engaging, bite-sized content. Keys to Successful Lead Nurturing. Keys to Successful Lead Scoring. Follow  Jeff on Twitter or download the  free white paper on B2B lead generation.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 19, 2012
    [Lead] Lead Generation: 43% say organic search drives most traffic, but only 29% say it drives most conversions
    Tweet In the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked 1,915 marketers about traffic volume and traffic that converts. Related Resources: Webinar Replay: How to Integrate Social Media/SEO to Drive More Leads and Increase Marketing ROI. B2B Social Media Marketing: Focus on leads, not likes. Great data.
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 29, 2013
    [Lead] Who is the Hero of our Story? You are!
    With so many businesses struggling to create enough qualified sales leads, who’s the hero of our story? Your employer’s to blame, because they have not invested fully in a best-practices sales lead generation program. Answer: Beleaguered sales people. You don’t deserve to suffer. We feel your pain. What do you think?
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 1, 2014
    [Lead] Marketing Automation: Lessons from 4 case studies
    Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. Scalability. Integration with the new CRM system. Results?
  • FEARLESS COMPETITOR  |  FRIDAY, MAY 6, 2011
    [Lead] Laugh and Learn featuring @fearlesscomp | Episode 25 – Inbound Marketing Rap
    is a weekly show by Jeff Ogden, the President of the B2B lead generation consultancy, Find New Customers , and is intended to deliver a marketing lesson using wit and humor. Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. Laugh and Learn featuring @fearlesscomp. What do you think?
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 8, 2014
    [Lead] Lead Nurturing in 6 Simple Steps
    Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Lead nurturing is pretty easy to understand, but hard to execute when you have little time or budget. Here’s some extra lead nurturing material for a deeper dive into the topic.
  • FEARLESS COMPETITOR  |  TUESDAY, JANUARY 4, 2011
    [Lead] Trends and Challenges in Lead Generation 2011
    David Green of MECLABS I wish I had audio for this great lead generation slide presentation, but anyone who watches it will come to a strong conclusion.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 16, 2013
    [Lead] B2B Marketing: The first step a systems integrator took to achieve Sales-Marketing alignment
    To achieve Sales-Marketing alignment beneficial to both teams, Harman and her team of marketers developed a four-step process to provide the tools Sales needed to capture leads and improve transparency between Marketing, Sales and the entire operation at Carousel. Fostering Sales-Marketing Alignment: A 5-Step Lead Management Process.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 27, 2014
    [Lead] 10 Ways to Optimize Your Lead Conversion Rate
    Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. The more you can humanize your lead follow-up the better. 
  • INBLURBS  |  TUESDAY, JULY 26, 2011
    [Lead] Hotel Industry increase revenue the smart way. Participate in Social Media!
    The use of social media for business is a great way to get seen from your target audience. The most important part before engaging in social media marketing on social networks like Twitter, Facebook and LinkedIn is to know where the target audience is, what about they communicate, which challenges they have and what they expect from your industry!
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, NOVEMBER 23, 2011
    [Lead] Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part 2
    Tweet In my post earlier this week , I outlined the challenge presented by SiriusDecisions’ Demand Waterfall taxonomy, specifically with the phrase “Marketing-Qualified Leads” (MQLs). Another problematic phrase is “sales-accepted leads.”. lack of clarity around the term “sales-accepted lead” is the real culprit.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 15, 2011
    [Lead] Do You Expect Your Inside Sales Team to Practice Alchemy?
    They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients. B2B Telemarketing Human Touch Inside Sales Lead Generation Lead Management Lead Qualification
  • VIEWPOINT  |  TUESDAY, APRIL 7, 2015
    [Lead] Sales Lead Management Leads to a Lower Cost of Sales
    “Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” First, I got Jake to agree that sales lead follow-up was low in his direct sales force, and that if follow-up increased, so would the closing ratio. Jake finally admitted: Sales lead follow-up will yield greater sales.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 29, 2015
    [Lead] 5 Steps to Creating a Successful Lead Scoring Program
    In order to nurture your leads, it’s important to have an idea about where they are in the buyer’s journey. Lead scoring is one great way to pinpoint the location of your prospects on their road to purchase. Think of it like a GPS for your leads; it can show an absolute location, as well as a relative one. In which industries?
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 28, 2013
    [Lead] B2B Marketing: What a 11% drop in conversion taught a live audience about lead gen
    Tweet Recently, we ran a live test for our audience at MarketingSherpa Lead Gen Summit 2013 and as I discovered, this isn’t the easiest thing to do. The greatest difficulty rests in thinking about lead generation and optimization in new ways – and hoping those ideas produce significant results. Live test background. Control. Results.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 16, 2011
    [Lead] The Sorry State of Sales Leads Today
    points out the sorry state of sales leads today. Here are two take-aways: What Percentage of Marketing-Generated Leads  do you Feel Fit your Sweet Spot? (i.e. “The leads marketing gives me are crap and the few that might fit have the wrong people identified.&# I feel sorry for salespeople. Quality leads matter.
  • LEAD VIEWS  |  TUESDAY, APRIL 10, 2012
    [Lead] Old CMOs, New CMOs and Broken Marketing Organizations
    B2B Marketing Online B2B Sales B2B marketing Lead Generation Lead Lifecycle Management Lead Nurturing Lead analytics Marketing Operations Marketing ROI Sales Enablement Sales – Marketing Alignment chief marketing officer cmo marketing organizationsWhat accounts for this? CMO’s emphasis on more abstract values (e.g.,
  • MARKETING GENIUS BLOG  |  TUESDAY, APRIL 20, 2010
    [Lead] Monday Marketing Term: Lead Conversion
    Put simply, lead conversion just means that a prospect or lead has converted into a contact, opportunity or account. With marketing automation , lead scoring will enable conversion of marketing generated leads (from trade shows, the web, etc) to sales-ready leads automatically based on “qualifying behavior.”
  • FEARLESS COMPETITOR  |  SATURDAY, MARCH 9, 2013
    [Lead] Summary of this week’s posts from the sales lead generation company Find New Customers
    Buffer Here is the summary of the posts from this week from the sales lead generation company Find New Customers. Top 10 Reasons NOT to Contact the sales lead generation company Find New Customers. Sales lead generation works a lot better. If you missed any this week, it’s a good chance to catch up. Please stop talking.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, SEPTEMBER 23, 2012
    [Lead] List Buying: 6 tips for buying the most effective lead list
    Learn more about building your ideal customer profile in this article: “ Lead Generation Check list – Part 3: Develop and intensify your Ideal Customer Profile.” This doesn’t work well for ongoing lead generation. Here’s the story in a nutshell: We were doing lead generation for a billion-dollar telecommunications company.
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