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  • LOOPFUSE  |  MONDAY, NOVEMBER 1, 2010
    [Lead] 4Cs of B2B Marketing: Campaign, Customer, Channel, Content
    Enter the 4Cs: Campaign: Think “outbound&# … the catalyst to the chain of events that leads to a conversion at the end of the funnel, ie. tweeting, PR releases, email campaigns, etc… Customer: An anonymous web visitor, Prospect, Lead, Contact, or Opportunity. Tweet This! Share this on LinkedIn. Share this on Facebook.
  • THE POINT  |  MONDAY, JANUARY 6, 2014
    [Lead] Top 10 Demand Generation Resolutions for 2014
    Measuring opens and clicks may tell you something about email performance, but it says nothing about the impact that email campaign had on qualified leads, or opportunities, or revenue. Even a modest lift in conversion rates (click to lead) can decrease cost per lead dramatically. 6. Improve campaign measurement. Test more.
  • 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.
  • FEARLESS COMPETITOR  |  FRIDAY, JUNE 22, 2012
    [Lead] 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.
  • LEAD VIEWS  |  FRIDAY, APRIL 27, 2012
    [Lead] SMBs vs. Large Enterprises: Differences in Demand Generation
    Use different lead nurturing cycles and methods. lead scoring. Related posts: Demand Generation Necessary For Lead Generation! I am often asked by clients on what is the. Small and medium-sized businesses (SMBs) are the engine of the current economic recovery in the U.S. Try one channel at a time. campaign management.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 7, 2012
    [Lead] Almost 3 out of 4 B2B leads are NOT sales-ready. Better crank up Demand Generation
    In a Marketing Sherpa Case Study  The Complex Sale: Lead scoring effort increases conversion 79%  (click the link for the full case study) But we summarize here. It was found that almost 3 out of 4 leads (73%) being passed to sales are not sales-read y. By implementing Lead Scoring , the number of leads went down and revenues went up.
  • 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.
  • LEAD VIEWS  |  FRIDAY, JUNE 25, 2010
    [Lead] Facebook And Twitter Not For Generating B2B Leads!
    Having worked with many B2B companies, assisting them with their social media efforts, I have come to believe that social media yields best results when it is used by B2B companies for nurturing Leads rather than for generating Leads. Lead here is defined as an enterprise visitor.
  • DIGITAL B2B MARKETING  |  THURSDAY, MAY 17, 2012
    [Lead] There Is No Vending Machine For Marketing Qualified Leads
    If you talk to a publisher or lead generation firm, it would seem leads have become a commodity. Nearly every B2B publisher offers lead generation under a broader heading of demand generation. How many leads do you need and when do you need them by? Can Lead Generation Be This Easy? What is your target audience?
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 16, 2013
    [Lead] 3 Important Lessons for Lead Gen and Life
    People look to me as an expert at lead generation because I wrote a book and speak about it. This is more complex than standard lead generation – we’re not trying to sell. Learn more about our experience with that here: “ Lead Generation: How using science increased teleprospecting sales handoffs 304%.”. With the right message.
  • FEARLESS COMPETITOR  |  SATURDAY, APRIL 27, 2013
    [Lead] A TweetChart Analysis of our Keyword “Sales Lead Generation”
    Sales Lead Generation is one of the two main keywords we use at Find New Customers, around which we designed a cornerstone page. That explains why we selected “ digital marketing ” and “ sales lead generation ” for Find New Customers. Why is this so? Their only leisure time to do research is on the weekend.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MARCH 16, 2010
    [Lead] Social Media Lead flow in B2B Marketing
    In the last post we covered Social Media Listening for B2B Marketing and while providing outstanding customer support is always a good choice when it comes to building a business case that will stand up in the boardroom, another very fertile area to consider is creating a stream of leads from all those conversations out there. Tweet This!
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 28, 2013
    [Lead] How to Start Your Company’s Discussion About Marketing Automation
    If you do use marketing automation technology, then you realize the value in kick starting a real initiative to enhance and monetize lead quality, and know how important it is to stay on target based on your customer’s needs. Marketing is moving in leaps toward the complementary themes of art and science.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 11, 2013
    [Lead] B2B Sales and Marketing: How a staffing company gained 242 qualified leads in just three months in a new market
    Inspired by a MarketingSherpa article , she decided to outsource a lead generation company to generate leads they could close. In 90 days through teleprospecting, TERRA Staffing had 242 qualified leads, 27 appointments, and closed three deals. Sources: LeadJen – the outsourced lead generation company TERRA used.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 30, 2011
    [Lead] B2B Lead Generation: Social Marketing to the Business Customer
    Do Salespeople want more leads? B2B Lead Generation using social media. Why don’t you download Jeff’s free B2B lead generation white paper , How to Find New Customers, today? Find New Customers is one of few lead generation companies in New York. Quality sales leads matter. Yes, indeed! contact-form].
  • THE POINT  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead] Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%
    Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. Design, build and launch a “Welcome” email program designed to improve follow-up and response to new leads. Re-posted with permission.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MARCH 21, 2012
    [Lead] 4 Lead Nurturing Campaigns to Run After the Sales Cycle
    by Dan Pecoraro | Tweet this We often talk about lead nurturing campaigns as if they are monolithic. With lead nurturing you can focus the customer’s attention on the competitor’s weaknesses and set high standards for their satisfaction. To get more lead nurturing tips delivered hot off the press, subscribe here.
  • FEARLESS COMPETITOR  |  THURSDAY, MARCH 7, 2013
    [Lead] The Definitive Guide to BtoB Demand Generation – How to Find New Customers
    Buffer Need to craft a best-practices sales lead generation program? BtoB sellers are struggling to create enough qualified sales opportunities.  In fact, a recent study by MarketingSherpa found that the challenge of Generating High Quality Leads was the big problem faced by BtoB companies, with 3 out of 4 naming it number one.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, APRIL 6, 2010
    [Lead] Could Facebook become a Lead Nurturing platform?
    When you think of lead nurturing platforms you typically think of firms like Eloqua, Marketo, Aprimo, LeadLife, Market2Lead, Silverpop, even Salesforce.com is getting into the lead nurturing space. Element #2 – Email – the most critical element of a lead nurturing platform is email. But Facebook? Tweet This! Digg this!
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 3, 2014
    [Lead] Why Empathetic Marketing Matters and 7 Steps to Achieve It
    Tweet I am at the earliest stages of developing a sequel to Lead Generation for the Complex Sale. plan on expanding on these points in future B2B Lead Roundtable Blog posts: 1. Our lead nurturing needs to be built on this concept. 5. We have more marketing channels than ever. That’s so “ Wolf of Wall Street.”
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, AUGUST 18, 2013
    [Lead] Marketing Automation Simplified: The Small Guide to Big Ideas [eBook]
    Effective email marketing, demand generation, and lead management processes hinge on a modern strategy closely aligned to buyer needs and expectations across all phases of the buying process. Here’s a sneak peek at what you’ll learn: How to help your teams manage lead flow more effectively. This isn’t just arts and crafts.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 18, 2012
    [Lead] Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment
    Tweet A couple of weeks ago, I presented an American Marketing Association webcast , “ The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content” (a replay of the webcast is posted below). These questions hit on key challenges in lead nurturing today. Map out the process.
  • FEARLESS COMPETITOR  |  FRIDAY, MARCH 1, 2013
    [Lead] Happy Birthday, sales lead generation company Find New Customers – belatedly
    Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. We also have a lot of great content on BtoB marketing, lead nurturing, lead scoring, and more on sales lead generation  - all of which can be found at www.findnewcustomers.com. You can follow Jeff on Twitter at @fearlesscomp. .
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 18, 2015
    [Lead] Sales Lead Management Leads to the Most Efficient Media Buy
    They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs produce. And lead management has told these winners where to spend their marketing dollars.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 29, 2014
    [Lead] 6 Ideas to Create More Relevant Lead Nurturing Emails
    lead-nurturing tactic. Read more on how to put your customers first in lead generation. If you have a complex sale, the best way I know how to do this is by  combining a human touch with your sales pitch to build relationships with your lead-nurturing  message. Segmentation. Customer focus. Connection. Authenticity.
  • LOOPFUSE  |  MONDAY, MARCH 11, 2013
    [Lead] Create a Leads by Score report in Salesforce.com to prioritize sales efforts
    This can all be summarized into a lead score that is a quantitative measure of how engaged (or not) a prospect is and, by extension, how ready they are for sales engagement.  Lead scoring doesn’t have to be complex as a few simple scoring rules will allow the best opportunities to rise the top.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 9, 2013
    [Lead] 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  |  MONDAY, AUGUST 1, 2011
    [Lead] 3 Reasons why lead nurturing and scoring have NOTHING to do with software
    B2B Demand Generation | Lead nurturing and scoring. Want to develop and deploy a world-class lead nurturing and scoring program in your company? Here are three reasons why Lead Nurturing and Scoring have NOTHING to do with software. Lead nurturing is about telling a great story – from Problem to Solution. right?
  • FEARLESS COMPETITOR  |  MONDAY, MAY 2, 2011
    [Lead] Top 10 Reasons NOT to talk to Find New Customers
    B2B Lead Generation | 10 Reasons NOT to Talk to Find New Customers. The B2B lead generation consultancy, Find New Customers is not for everyone. Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. We tried to think up some reasons why it’s not for you. Thank you, David Letterman!).
  • CHRIS KOCH  |  FRIDAY, JUNE 11, 2010
    [Lead] Is lead generation killing marketing?
    This was the gist of a very controversial assertion made by a senior marketer from a very well known B2B technology company during dinner at our ITSMA Marketing Leadership Forum (download highlights from the ITSMA Marketing Leadership Forum) when he said: “An overemphasis on leads is damaging our relationship with sales.”. Seems doubtful.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Lead] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads. The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. No surprise there! This is only a content summary.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, AUGUST 12, 2009
    [Lead] Lead Scoring Best Practices
    I sat down with various folks on the Eloqua Customer Success team to hear their experiences on what it took to build out a highly successful lead scoring system. Tags: lead nurturing Lead scoring sales handoff sales and marketing alignment B2B Marketing
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 4, 2011
    [Lead] The 10 Commandments of B2B Social Marketing – guest post by Mike Stiles of Vitrue
    getting pleasing leads and conversion rates. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers and is considered by many to be one of the top experts in social media as well as B2B demand generation. B2B Demand Generation | Social Media in B2B. you post. Thou shalt be consistent. 
  • INBLURBS  |  WEDNESDAY, MAY 30, 2012
    [Lead] How to reach B2B Executives? Get mobile!
    Get Found Online Lead Generation Mobile Marketing B2B marketers business lead generation mobile advertising mobile lead generation mobile marketingNew studies of Google and Compete found out that that 28% of US B2B C-level executives used mobile devices to research business purchases. Infographic: Mobile Marketing.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 18, 2011
    [Lead] 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.&#. typical young lady in marketing.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, OCTOBER 13, 2011
    [Lead] 6 Signs You Need Marketing Automation
    by Michael Martin | Tweet this You’ll feel it when it happens: When you’re spending all your time managing lists and unsubscribes; when the sales team won’t return your calls; when all the good leads seem to land with your competitor. When every lead gets pushed to sales regardless of quality or stage, it’s hard to know whom to call first. 
  • VIEWPOINT  |  TUESDAY, JULY 29, 2014
    [Lead] He said, “One of us is wrong, and it surely isn’t me!”
    The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. ” Was he right?
  • LEADERSHIP  |  TUESDAY, APRIL 22, 2014
    [Lead] Is it Time to Change the Universal Definition of a Lead?
    So do we need to revisit the universal definition of a lead in the world of sales and marketing? Here’s What HAS Changed with B2B Lead Generation: Building volume at the top of the funnel is easier. This can be a good thing; provided you have a 360° view of your lead generation process. Has this changed? Let’s discuss this….
  • THE POINT  |  WEDNESDAY, MARCH 27, 2013
    [Lead] If It’s Wednesday, It Must Be a Webinar Invitation
    A client writes: I attended a Webinar recently at which one of the speakers prescribed scheduling lead nurturing emails on different days of the week – for example: newsletters on Mondays, product announcements on Tuesdays, Webinar invitations on Wednesdays, etc. What do you think? Is this a good idea? However, I’d advise caution: 1.
  • THE POINT  |  TUESDAY, FEBRUARY 11, 2014
    [Lead] Accelerating the Pace of Inbound Leads: An Interview with Paul Albright of Captora
    How to ignite your company’s growth so marketing is filling your sales pipeline with more new buyers than needed to beat your future revenue goals…AND without increasing your cost per visit and cost per lead. 3. How to add brains and reach to our customer’s beautiful/brand-centric websites.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 9, 2011
    [Lead] 7 Keys to Successful Lead Nurturing
    Lead nurturing is the process of sharing valuable content (to them) with prospective customers until they are ready to buy and trust you. According to Forrester Research, companies that excel at lead nurturing are able to generate 50% more sales-ready leads at 33% lower cost per lead. Quality leads matter.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 11, 2012
    [Lead] 60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson
    Marketing buyer personas content marketing lead-generation lead-nurturing lead-scoring management-best-practices sales-challenges Think Like A Publisher“On average (and with little variation among industries) customers will contact a Sales rep when they independently complete about 60% of the purchasing decision process.”
  • VIEWPOINT  |  THURSDAY, NOVEMBER 6, 2014
    [Lead] Your Marketing Team Isn't As Good As They Think - Just Ask Sales
    But what if the salespeople are right—they don’t get enough qualified leads? Lead Generation Marketing Strategy Lead Qualification “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. Yes, it was one of Casey Stengel’s best thoughts.
  • THE POINT  |  TUESDAY, DECEMBER 18, 2012
    [Lead] 3 Models for Gating Lead Generation Content on Your Website
    Ask a group of B2B marketers whether their Websites’ lead generation content (white papers, archived Webinars, case studies, videos, etc.) At one end of the spectrum, there are those that believe gating Web content is the most efficient way to convert Web visitors to actionable sales leads. So the question is: To gate or not to gate?
  • VIEWPOINT  |  TUESDAY, FEBRUARY 24, 2015
    [Lead] When Bad Things Happen to Good Leads - Part 1
    There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing automation to nurture leads. Lead Nurturing In and of itself, marketing automation is not a bad thing. More accurately, it’s a good thing being used badly by most companies.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 17, 2011
    [Lead] Find New Customers – 7 Keys to Successful Lead Nurturing
    Confused about lead nurturing? This week we introduced a new highly graphical “cheat sheet&# on Lead Nurturing. Click on the picture to open 7 Keys to Successful Lead Nurturing. Find New Customers is one of few  lead generation companies in New York. Filed under: Demand Generation , lead generation , Lead Nurturing.
  • B2B LEAD BLOG  |  WEDNESDAY, SEPTEMBER 5, 2012
    [Lead] Content Marketing – Are You Getting 35 million Inbound Leads?
    B2B lead generation and lead flow are critical to your business. In their keynote address to the Inbound12 conference , they announced that HubSpot customers will see over 35 million inbound leads in 2012 — a 500% increase over 2011. and more than 1 million leads generated from use of the tool. Just build it.
  • B2B LEAD BLOG  |  WEDNESDAY, SEPTEMBER 5, 2012
    [Lead] Content Marketing – Are You Getting 35 million Inbound Leads?
    B2B lead generation and lead flow are critical to your business. In their keynote address to the Inbound12 conference , they announced that HubSpot customers will see over 35 million inbound leads in 2012 — a 500% increase over 2011. and more than 1 million leads generated from use of the tool. Just build it.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 29, 2013
    [Lead] Define and Conquer: Tips to Improve Sales and Marketing Alignment
    by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, Oregon that delivers world-class demand generation strategy, lead nurturing and lead scoring programs, lead management processes, and sales enablement programs.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 6, 2011
    [Lead] The importance of story-telling in lead nurturing
    Lead Generation Company | The Power of Story-Telling in Lead Nurturing and Scoring. If you listened to the VP of Marketing and co-founder at Marketo , Jon Miller , discuss lead nurturing in a Find New Customers podcast, ( to subscribe to these podcasts for free , click those underlined words.&# )  you heard why it is so important.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 2, 2014
    [Lead] B2B Content Marketing: Find the bigger story
    As he gave his keynote address at MarketingSherpa Lead Gen Summit 2013, he revealed that he also gave a presentation for metal working manufacturers that also posed the same question : What do we talk about? MarketingSherpa Lead Gen Summit 2014 November 3-6, San Francisco. No exciting stories to tell?” You might also like.
  • INBLURBS  |  MONDAY, FEBRUARY 28, 2011
    [Lead] How to show short term social media ROI to your boss?
    Inbound marketing gets you found and gets you leads! To measure your profits made through social media activities you should setup different landing pages which for example lead friends from facebook to a FB related landing – lead capture page and followers from Twitter to a TW landing page – lead capture page.
  • THE POINT  |  FRIDAY, FEBRUARY 5, 2010
    [Lead] Lead Nurturing & the 80/20 Rule
    The lead nurturing program they implemented included 40+ (yes, forty) separate and distinct tracks of emails, tailored to different audience segments, product interests, and stages in the lead lifecycle. Yes, you can tailor emails to fit every possible unique combination of demographic and behavioral criteria. Not really. doubt it.
  • NUSPARK  |  SUNDAY, NOVEMBER 6, 2011
    [Lead] Video 2: Benefits of Lead Nurturing and Better Conversion Tactics; a Lead Generation ROI Calculator
    This is the second video in an ongoing series on optimizing your marketing and lead management efforts. Related Posts: Video Blog 1: An Introduction to the B2B Buying Funnel Sales Best Practices include Marketing-Sales Alignment The 3 P’s of B2B Lead Generation: People, Process, Platforms.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JANUARY 15, 2014
    [Lead] How to Marry Digital and Human-Touch B2B Marketing
    He leads customer acquisition programs for Fortune 500 companies, and is passionate about building strong business relationships through professional phone conversations. Online Marketing: Bait for Leads. Inside Sales: For Lead Qualification and Relationship Building. It’s fast. It’s easy. And it’s ubiquitous.
  • LEAD VIEWS  |  WEDNESDAY, SEPTEMBER 5, 2012
    [Lead] Contacting Prospects: Mix it up a Bit!
    Inside Sales Lead Nurturing Lead Qualification Sales – Marketing Alignment Demand Generation drip marketing marketing purchase cycle Sales sales-qualified leads sqlsSales people love selling stuff to other people. They are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
  • LOOPFUSE  |  MONDAY, AUGUST 6, 2012
    [Lead] Are you getting gold medal results from your email lead nurturing efforts?
    We’ve been enjoying watching all the events here at LoopFuse and it got us to thinking about being a world class performer in things other than swimming or gymnastics.  We decided to take a look at our own email lead nurturing programs and share how some of them have been performing over the past 30 days or so. Average open rate: 31%.
  • INBLURBS  |  TUESDAY, JULY 5, 2011
    [Lead] 6 Facebook Page Business Advantages to support your social media marketing strategies
    Facebook has surpassed Google with search requests and is now the most trafficked site on the web. With its 700+ million users, Facebook is reaching a worldwide audience. study conducted with 180 businesses discovered that 67% of the B2C and 41% of the B2B companies have been able to win new customers through Facebook. Facebook.
  • LOOPFUSE  |  TUESDAY, SEPTEMBER 13, 2011
    [Lead] Increase prospect & lead capture rates. create an "Engagement Zone"
    The percentage of that traffic converted to contacts, prospects, leads and actual business is woeful. Customer Acquisition Inbound Marketing Lead Capture Lead Generation Lead Management Lead Nurturing LoopFuse Marketing Marketing Automation Sales Thought LeadershipWhy is that, and what can we do?
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 18, 2011
    [Lead] What’s Your 118?
    B2B Lead Generation | What’s your 118? Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. Jeffrey Hayzlett. Jeffrey is right.
  • ANNUITAS  |  TUESDAY, APRIL 26, 2011
    [Lead] Five Myths of Lead Management
    Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010.  As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management.  Lead Planning. Lead Routing.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, AUGUST 1, 2011
    [Lead] 3 Lead Management Questions Sales will Ask Marketing
    If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. used to get 100 leads a week, now I only get 15.
  • LOOPFUSE  |  MONDAY, NOVEMBER 28, 2011
    [Lead] 4 Reasons Why LoopFuse Forms Are The Best Web-to-Lead Solution
    One question that seems to come up time to time is: “How do LoopFuse web forms differ from Salesforce.com’s Web-to-Lead feature?” Web-to-Lead and LoopFuse forms do share a lot of common functions, so I think that is where the initial confusion lies. There is quite a bit more, however, that LoopFuse forms can do for your Lead capture.
  • MARKETING ACTION  |  WEDNESDAY, MARCH 25, 2015
    [Lead] Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps
    These days, many B2B marketers are getting superior results by using short- and long-term nurturing programs: Forrester Research found that companies excelling at lead nurturing generate 50% more sales-ready leads , at a 33% lower cost. Here’s a quick look at the basics of lead nurturing from Olivia W., Taking the Leads.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 6, 2013
    [Lead] 7 Keys to Successful Lead Nurturing Best Practices
    This is how you do lead nurturing best practices. Lead nurturing defined: The process of sharing valuable (to them) information to earn their trust so you become the preferred solution (over time.) Marry lead nurturing with lead scoring to find when they truly become sales ready. What are lead nurturing best practices?
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 14, 2011
    [Lead] Chart: Greatest Challenges for CMO’s
    Lead Generation Companies | Biggest Challenges for CMOs. A few months ago, MarketingSherpa asked this question of 287 Chief Marketing Officers. Generating high quality sales leads is the single biggest challenge in business today. Generating High Quality Leads is the problem that Find New Customers helps with.
  • FEARLESS COMPETITOR  |  THURSDAY, APRIL 28, 2011
    [Lead] Want to learn B2B lead generation? Got $49?
    B2B Lead Generation | Our $49 training course. We believe everyone has a right to affordable knowledge on b2b lead generation. B2B Lead Generation Training Program. 18 Emails on B2B lead generation concepts, delivered over three months. Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 9, 2011
    [Lead] Sales without Marketing is a huge blunder
    Lead Generation Companies | The importance of Sales WITH Marketing. Ideal Customer Profiles , Universal Lead Definitions and Buyer Personas are the basic building blocks of great B2B marketing programs. Hiring sales without strong marketing is a massive mistake. In fact, those two. Most of what was once Sales, now lives in Marketing.
  • INBLURBS  |  FRIDAY, SEPTEMBER 16, 2011
    [Lead] 4 Powerful Reasons to Start Your Corporate Blog
    Blogging companies get up to 25x times more business leads. There is clear context between the number of published articles, website traffic and generated business leads. Get Found and Get Leads the Smart Way. Companies like IBM use blogging to get seen online. Blogging companies get up to 97% more Inbound Links.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 11, 2011
    [Lead] The “Whom to Choose” Buying Phase
    B2B Lead Generation | The “Whom to Choose&# Buying Phase. Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. We help companies with between 150 and 5,000 employees who sell complex products to businesses to implement world-class  lead generation programs. How to Find New Customers.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 19, 2011
    [Lead] Laugh and Learn featuring @fearlesscomp | Episode 40 “Always Be Helping”
    Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. B2B Demand Generation | Laugh and Learn. Jeff Ogden.
  • THE POINT  |  TUESDAY, SEPTEMBER 4, 2012
    [Lead] Landing Page Optimization: Why Lower Conversion Rates Are Never a Good Thing
    Where Daniel lost me completely, however, is in his opening paragraph: “Friction on your lead generation landing pages is bad, because it reduces conversions. First, if your sales force is unable to follow up with all the leads you’re generating for them, the solution is NOT (I would argue) to generate fewer leads. All good.
  • PUZZLE MARKETER  |  TUESDAY, JULY 3, 2012
    [Lead] Social Media is Going Corporate [Infographic]
    58% use it for lead generation. Lead Generation Online Advertising Social Media blogging corporate facebook lead generation linkedin social media twitterThe following infographic was compiled by MBAPrograms.com and it showcases some recent and interesting findings on how corporations are tackling social media.
  • B2B LEAD BLOG  |  FRIDAY, NOVEMBER 22, 2013
    [Lead] 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. So what about prospect?
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 23, 2012
    [Lead] 3 Reasons Why Sales and Marketing Don’t Agree on “Lead Generation”
    Marketing says “tomato”, and sales says, “Give me more leads.” ” When it comes to lead generation , these two organizations often view the same topic from entirely different perspectives. when you say the words, “lead generation.” by Melissa Madian | Tweet this You know how it is.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 23, 2013
    [Lead] Lead Generation: 2 questions every marketer should ask themselves about prospect motivation
    Highly motivated prospects can make for highly motivated leads if your landing pages deliver the right message to the right prospect at the right time. Lead Generation customer purchase cycle landing page optimization lead generation online testing prospects Who are my prospects? Researchers have moderate motivation.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, DECEMBER 1, 2013
    [Lead] How to Generate More Opt-ins With Your Email Marketing Campaign
    This technique works great for leads that are coming in via inbound marketing methods or through social campaigns. by contributor | Tweet this Editor’s Note:  Today’s blog post comes courtesy of  Candyce Edelen , CEO of  PropelGrowth , a B2B financial services marketing firm in Princeton, NJ. Here are some ideas on how to get started.
  • FEARLESS COMPETITOR  |  SATURDAY, JUNE 11, 2011
    [Lead] Harness it in YOUR business – the power of B2B demand generation
    B2B Demand Generation | Many need our free B2B lead generation content. Need to learn B2B lead nurturing? Download our totally free and no registration needed cheat sheet, 7 Keys to Successful Lead Nurturing. I was speaking with a good friend at a content marketing company in Boston. That’s right. It’s all FREE!
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 2, 2011
    [Lead] What Sales Really Needs from Marketing
    Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Why are salespeople poor at lead generation? If sales is ill-equipped for lead generation, and winning deals, this begs two question: Are Sales Getting What They Need to Be Truly Effective? link]. Articles.
  • LOOPFUSE  |  MONDAY, FEBRUARY 14, 2011
    [Lead] Real World Examples of B2B Lead Nurturing
    Finally, we are up to what everybody has been waiting for – examples of B2B Lead Nurturing from Implementing Lead Nurturing – A Practitioner’s Perspective.  We asked Andy Ellicott, a B2B marketing expert, to describe some of his lead nurturing programs. 
  • LOOPFUSE  |  FRIDAY, AUGUST 10, 2012
    [Lead] Replay of email lead nurturing training session [Video]
    Once you have that mapped out, then start with simple lead flow and grow from there.  There is a great deal of flexibility in our lead flows so start with what you know and go from there. Want to get started with email lead nurturing?  Read this post on a  Simple Lead Nurturing Example for Every Business. Enjoy!
  • VIEWPOINT  |  TUESDAY, JANUARY 20, 2015
    [Lead] Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind
    On Tuesday morning, 45 sales "leads" come your way through a variety of sources. After all, when you have your nose to the grindstone and other project deadlines looming, you naturally focus on the three leads that are sure bets. Lead Generation Prospect Development Lead Nurturing You’re a sales person. Terrific!
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, MAY 28, 2014
    [Lead] The Missing Link Between Media and Marketing
    Disconnected and unable to adequately track and optimize media spend, marketing organizations struggle with lead velocity, mixed data quality and a lack of ability to attribute results back to the source or measure ROI. It’s apparent that there’s a missing vital component in the quest to modernize marketing.
  • LEADERSHIP  |  TUESDAY, AUGUST 20, 2013
    [Lead] 9 Search Marketing Tips for Effective B2B Lead Generation
    Search Marketing Tips for Effective B2B Lead Generation. Their digital marketing agency was in the room and so were the key team members who managed their lead automation system and CRM. asked him how long it would take the prospect to lead the headline of the blog post. Silence. Looks exchanged around the room. It’s about THEM.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 13, 2012
    [Lead] 5 Lead Conversion Tips That Work for Any Marketing Program
    by Elle Woulfe | Tweet this If you send every “lead” to sales, regardless of quality, they will have to kiss a lot of frogs to find the prince. Lead scoring makes evaluation scalable and automated so the ready prospects go to sales, and others get nurtured. That next touch can help advance leads to the next stage.
  • VIEWPOINT  |  TUESDAY, MAY 5, 2015
    [Lead] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
    feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it. Lead Reengagement.
  • LEADERSHIP  |  TUESDAY, MARCH 24, 2015
    [Lead] Transform Your B2B Lead Generation with Storytelling
    B2B lead generation is touted as the worthy cause for spewing all this meaningless content with the goal of attracting quality leads and converting more leads into sales. The consequence of poor quality content is a high bounce rate and a sales team left scrambling for quality leads with no support from marketing.
  • THE POINT  |  MONDAY, MARCH 12, 2012
    [Lead] Think Your Inside Sales Team Has it Covered? Think Again.
    I’ve made the case previously in this space how one of the easiest way to gain a quick return from any investment in marketing automation is to apply the technology towards more efficient and systematic follow-up to inbound leads. The odds of contacting a lead if called within five minutes versus even 30 minutes are 100x greater.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 14, 2014
    [Lead] Lots of Vendors Can Help You Find Leads on the Web
    Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** Coverage outside the United States • Information returned beyond names and lead scores, such as recommended treatments and social profiles.
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 22, 2011
    [Lead] Lousy B2B Lead Generation Habits to Avoid
    Here are five habits to avoid in B2B lead generation. When it comes to lead generation, I prefer to have the latter on my team simply because they generate more leads, faster.  Many a marketer has made the mistake of over-promising lead numbers to their sales counterparts. Lousy Habit 2: Not understanding the end game.
  • FUNNEL FOCUS  |  MONDAY, MARCH 26, 2012
    [Lead] 5 Tips for Impactful Lead Nurturing Programs
    Creating effective lead nurturing  programs is a significant challenge for many marketing organizations.  At Manticore , we spend a great deal of time measuring and tuning our lead nurturing efforts to ensure that we are delivering the highest quality leads to our sales team.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JULY 24, 2012
    [Lead] Lead Generation: What’s Working – Tactics, Budgets and Preferences
    Summer is a good time to look back at what has worked for lead generation and compare yourself with your peers as you plan for the second half of the year. What were the most effective SEO tactics used for lead generation in 2012? Both marketing tactics produced traffic, leads and new customers. And the survey says….
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 23, 2015
    [Lead] A/B Testing: How adding a second CTA increased clickthrough 291%
    The team designed a three-part series of experiments, the first two leading up the interactive live test to launch tomorrow, Feb. The solutions page test will help us to understand the most attractive derivative value for actual sales-ready leads to include in the call-to-action section of the email for optimization at the Summit.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, DECEMBER 7, 2010
    [Lead] B2B Lead Generation without Lead Nurturing is Doomed to Fail
    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?
  • VIEWPOINT  |  TUESDAY, MARCH 3, 2015
    [Lead] When Bad Things Happen to Good Leads - Part 3
    There is valuable data in non-lead outcomes that, if properly nurtured, can increase marketing returns substantially. Most recently, in part 2 of this series , we discussed pipeline dispositions*—prospects that are just one or two touches away from being converted to sales-ready leads. Lead Nurturing What a waste!
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, SEPTEMBER 23, 2009
    [Lead] Lead Handoff and Sales Measurement - Video
    Scoring leads to determine which are qualified for sales is only valuable if the sales team works with those leads appropriately when they are handed off. Similarly, creating a task for sales for each lead allows very rigorous management of the overall process, as the task completion can be managed and measured very carefully.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, OCTOBER 21, 2012
    [Lead] Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target
    An ICP is the foundation of your entire lead generation program. It helps you narrow your lead generation universe and provide a standard against which you can prescreen opportunities. The dangers of not having an accurate ICP: If your ICP isn’t spot on, your lead generation will be off and there will be no getting it on track. 
  • INBLURBS  |  TUESDAY, JULY 19, 2011
    [Lead] Inbound marketing targeted low cost lead generation and where to start?
    The necessary tasks which need to be done to do an effective sales lead generation online sometimes look overwhelming for most of the business owners and company marketing professionals! Studies show that companies who blog on a daily basis get five times more leads than companies who do not! For example: Blogging.
  • FEARLESS COMPETITOR  |  WEDNESDAY, DECEMBER 1, 2010
    [Lead] 3 out of 4 companies say lack of quality leads is #1 problem
    According to MarketingSherpa‘s 2011 and 2010 B2B Marketing Study: In 2010, over 2 out of 3 (68%) of B2B companies said generating high quality leads was their biggest problem.
  • FEARLESS COMPETITOR  |  TUESDAY, JANUARY 11, 2011
    [Lead] 3 out of 4 companies say lack of quality leads is #1 problem
    According to MarketingSherpa‘s 2011 and 2010 B2B Marketing Study: In 2010, over 2 out of 3 (68%) of B2B companies said generating high quality leads was their biggest problem.
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