The 10 most fascinating people in B2B marketing in 2016
FEBRUARY 2, 2017
When he sold it to Harte Hanks in 1994, Gary went on to thrive as an executive there, and is now CEO of Aberdeen Group , supervising its transformation from industry analyst firm into a really smart marriage of data and content for lead generation. She was way ahead of the pack in calling for marketing accountability, in everything from lead generation to customer experience management.
Prospecting data accuracy
APRIL 6, 2016
We actually verified the accuracy by outbound phone, thanks to the call center at PointClear. . Fortunately, an opportunity arrived with a generous offer from Dan McDade of PointClear to televerify the data samples. PointClear provides lead generation and management services, and houses a sophisticated and efficient call center run by Karla Blalock. . It’s a mess.”
Six great blogs for B2B Marketers
SEPTEMBER 24, 2014
Howard is a seasoned lead generation pro, and a terrific writer. B2B Lead Roundtable Blog, by Brian Carroll, with additional contributors. Brian made an important point in his recent post Stop Cold Calling and Start Lead Nurturing. It seems so obvious that a robust lead nurturing effort reduces the need for constant lead acquisition, but this is often overlooked.
‘The Truth about Leads’ Is Just That
FEBRUARY 2, 2012
My 15 months of hell taught me otherwise, and that’s why I was curious when Dan McDade sent me a copy of The Truth about Leads. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. The Truth about Leads is a short book – only 101 pages – but it’s packed with sales wisdom.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)
JUNE 5, 2015
In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales. Lead Generation
How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)
MAY 28, 2015
As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. Lead GenerationIt’s a great question. Those kinds of relationships really suck.).
Does Your Sales Team Know How to Follow-Up on a Lead?
JUNE 7, 2016
Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Many sales reps lack insights on the best way to follow up on a lead.
PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
JULY 14, 2015
This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Because we care about quality leads. We generate high quality leads, align sales and marketing, and drive revenue. Why did we ask? Part 1.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)
MAY 7, 2015
This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. It’s 2015. As do I!):
Lead Generation Lies That are Wreaking Havoc with Your Sales
JANUARY 9, 2014
Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads. I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Leads suck.
The Real Need of Sales Today – Fewer, Better Leads!
MARCH 12, 2012
As the host of MadMarketingTV , I’ve spoken with leading experts such as Dan McDade of Pointclear and Brian Carroll of MECLABS. Sales today needs much higher quality and fewer leads than ever before. Dan spoke about the need for fewer, better leads and Brian shared data that the #1 goal of businesses was “Better quality leads.” Brian Carroll.
The Power of B2B Lead Nurturing
AUGUST 15, 2011
B2B Demand Generation | The Power of Lead Nurturing. We’re honored that Find New Customers is considered experts in B2B lead nurturing and scoring. To learn about the Lead Nurturing and Scoring services offered by Find New Customers, click the highlighted words below.: Lead Nurturing and Scoring. Dan McDade, Pointclear.
Online Sales Leads Seen Needing Improvement
SEPTEMBER 29, 2011
B2B demand generation | The need for leads. 94% say generating new leads needs help. When asked to rate how much (or if at all) five key areas of their company site need improvement, respondents were most likely generating new sales leads needed some level of improvement (94%). Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. Filed under: Demand Generation , lead generation , Lead Nurturing , Lead Scoring. Check out this from MarketingCharts.
B2B Lead Generation: Are You Killing the Golden Goose?
AUGUST 14, 2012
This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Over the next four weeks we will talk about all of the statistics on the following table, though today we are going to focus on lead rate: Based on over 60,000 completed company dispositions per year (annualized for 2012). Track them by source.
7 Keys to Lead Scoring Success
AUGUST 25, 2011
Lead Generation Company | 7 Keys to Lead Scoring Success. Many of you may know that the lead generation company Find New Customers has a content calendar calling for the release of 6 “cheat sheets on B2B marketing topics in 2011. 7 Keys to B2B Lead Scoring Success. Earlier we released 7 Keys to B2B Lead Scoring Success and 7 Keys to B2B Marketing Success.
Microsoft Partner Fills Forecast with PointClear Sales Leads
JANUARY 11, 2010
Your company is struggling to create quality sales leads. What do you do?
OCTOBER 11, 2011
B2B Lead Generation | Uncovering the root cause of sales lead problems. By the same token, the Lead Generation Assessment Service is like working with a golf pro. So instead of guessing and buying software (new clubs) or other actions, first bring in the professionals from Find New Customers to help you dig and uncover the root causes with the Lead Generation Assessment Service. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear. What do you do? Try to play more rounds?
Greatest Challenge Facing CMOs Today – Generating High-Quality Sales Leads
FEBRUARY 16, 2011
“The vast majority of CMO’s in the study indicated that generating high quality leads is their top challenge. You really fix the problem, you’ll need deep buyer personas, content marketing, lead nurturing, lead scoring and more. By same token, B2B lead generation is one hairy beast – best left to the professionals. Quality leads matter.
3 Reasons You Should Outsource Lead Nurturing and Scoring
AUGUST 16, 2011
B2B Demand Generation | Lead Nurturing and Scoring. One of the top experts in B2B demand generation, Brian Carroll, once said to me “ If you look at a company’s website and you are unable to find good buyer-focused lead nurturing content, they are not doing lead nurturing. In fact, Sirius Decisions found very few companies happy with lead nurturing.
4 Great Reasons to Take the Sales Performance Optimization Survey Today
OCTOBER 16, 2014
Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. Interesting, because each year the results of this kind of study are valuable to me as we position ourselves for success in the lead generation space. I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over. Easy—and interesting. B2B Sales
Laugh and Learn featuring @fearlesscomp | Episode 40 “Always Be Helping”
AUGUST 19, 2011
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. Dan McDade, Pointclear. B2B Demand Generation | Laugh and Learn. Jeff Ogden.
One Company I Never Want to Hear from Again Ever
NOVEMBER 11, 2014
You have to register for the Sales Lead Management Association , but it’s free and you vote for up to three, Either link works. Dan McDade of Pointclear and Jim Burns of Avitage.and many more. B2B marketing | Sales lead generation | Consultant | Speaker | Educator | Outside director | @RuthPStevens. Thank you, all soldiers and especially Rolfe. slma marketing award.
The Importance of Lead Nurturing (Radio Show) in sales lead generation programs
MARCH 17, 2013
Buffer The Importance of Lead Nurturing in sales lead generation programs. This radio interview I did back on B2B lead nurturing back on 9/ 17/2009 for SalesBuzz Radio is a classic. Lead nurturing is a key part of sales lead generation programs. Lead nurturing takes prospective customers and slowly builds trust by sharing valuable content (to them) over time.
Best-in-Class Companies and Lead Nurturing – a Study by Aberdeen Group
OCTOBER 13, 2011
B2B Lead Generation | Characteristics of Best-In-Class companies. Finishing up my review of Maximizing Lead Generation by Ruth Stevens and I found some interesting data on lead nurturing she shared that my fans will enjoy. Best-in-Class companies and lead nurturing. Best-in-class: Top 20 % in revenue and lead generation results). ” Dan McDade, Pointclear.
The Importance of Lead Nurturing (Radio Show)
SEPTEMBER 15, 2011
B2B Lead Generation | The Importance of Lead Nurturing. This radio interview I did back on B2B lead nurturing back on 9/ 17/2009 for SalesBuzz Radio is a classic. The Importance of Lead Nurturing. As a CMO and 30-year marketing veteran, I really appreciate Jeff Ogden’s focus on a formalized process for managing and nurturing leads. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Dan McDade, Pointclear. It was a very popular show. See CMO quote below.) Enjoy and thank you, Kent!
60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson
JANUARY 11, 2012
And we strongly suggest you reach outside the business to expert firms like BlueBird Strategies , The Annuitas Group , NuSpark Marketing , PointClear and even Find New Customers. 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.” The world is passing you by. A strong value proposition.
Why “We’re the Leading Provider of” is NOT!
SEPTEMBER 19, 2011
Lead Generation Companies | Why “We’re the leading provider of” is a BIG Mistake. As an experiment, I did a Google search on “Leading Provider of” Wow! Here’s an example: Olive Software – the leading provider of digital edition & digital … A click on their website takes me to their “ value proposition.” Olive Software is the leading provider of digital edition and digital archiving solutions for the publishing industry. ” Dan McDade, Pointclear. Lots and lots of hits. I guarantee it.”
Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election
DECEMBER 27, 2011
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. They have given unselfishly of their time as speakers, teachers, and writers on the deep multi-dimensional topic of sales lead management.”. www.sales-lead-experts.com. James W. Ruth P. Michael A.
Why Sales needs Content Marketing and Marketing Automation
SEPTEMBER 20, 2011
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. If you’re in B2B Sales and you feel you’re not getting the quality leads you really need, please share this post with your Vice President of Sales. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.
Buying software is easy. Fixing Lead Generation is hard.
SEPTEMBER 24, 2011
B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Too many companies believe purchasing software fixes B2B lead generation. Fixing your B2B lead generation challenges is a lot like losing weight. Unfortunately, there’s no “Wonder Herb” in B2B lead generation and marketing either. What does your software purchase do toward fixing your company’s problems with generating quality sales leads? Agree on the common definition of a lead and identify key trigger events which drive decisions. (So Right now!
Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function
AUGUST 22, 2011
Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! David Green wrote an awesome post for the B2B Lead Generation Roundtable blog. If you are looking for lead generating ideas and better marketing strategies , we suggest you read this. __. The rest of their pipeline will come from sales-ready leads. Great show! David.
My review of the book, Maximizing Lead Generation | by Ruth P. Stevens
OCTOBER 10, 2011
B2B Lead Generation | Maximizing Lead Generation – a book review. As the President of the B2B lead generation company, Find New Customers , I was excited to be invited to review the book Maximizing Lead Generation by Ruth P. In addition, Dan McDade wrote The Truth About Leads. ” Dan McDade, Pointclear. Stevens. So the topic is well covered.
Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges
SEPTEMBER 12, 2011
Companies lack the ability to diagnose their own B2B lead generation shortcomings and challenges. From a post by Howard Sewell of Spear Marketing Group – talking about a new client: You can read the full post at Segmentation, Social Media Drive Lead Nurturing Success. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.
Looking for Sales Leads? | Don’t Put Everything into the Social Media Basket
OCTOBER 18, 2011
B2B Demand Generation | Best Sources of Sales Leads. 78% of all leads – more than three out of four – come from personal connections and referrals, websites and email. Compare that to social media – which generates only 3% of leads. It’s THE best source of leads. Make it the hub of your business – all roads lead there. But don’t starve your other channels to try to generate leads there. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. lead generation
How, When and Where Buyers Want Content
SEPTEMBER 17, 2011
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. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.
20 Best Practices – An Essential Checklist for B2B Sales and Marketing Organisations
AUGUST 22, 2011
B2B Lead Generation | A Checklist for B2B Sales and Marketing Operations. 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. Dan McDade, Pointclear.
The Current State of B2B demand generation
AUGUST 25, 2011
B2B Lead Generation | Study Findings by Act-On Software. Note the tactics they are using – email, tradeshows and advertising – all are focused on top of funnel activities – generating what Jon Miller, VP of Marketing at Marketo calls “Names. (Jon believes raw contacts do not deserve to be called leads.). These are unqualified, non-nurtured leads.