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How to Find New Customers – the awesome and free white paper

Fearless Competitor

Grab the awesome and free white paper How to Find New Customers here. How can you crank up sales leads when prospective buyers aren’t interested? You need fresh ideas and insights, like those in the white paper here. It was downloaded over 3,000 times from all over the world before we moved to a new marketing automation platform. We deliver.If

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Want to Do Marketing Automation? Do These 6 Things First


Do they include launching a marketing automation program? But be aware you’ve got a lot of work to do before you buy marketing automation software, much less schedule your first campaign. You see, if you want marketing automation to work, you’ll need to set up a few things first. Marketing automation runs on data. Data quality has always been the bedrock of marketing. If you’ve got a simple sales funnel, or you’ve done this exercise within the last year or so, it might take only an hour. Got plans for 2017? Back to you.

6 Success Factors for Adopting Marketing Automation


Are you getting ready to implement marketing automation? Marketing automation is not rocket science, but it does take strategy, planning, and preparation to make it work well and meet your company’s expectations. Six readiness factors for implementing marketing automation. #1: Get your website in order. Each different persona (e.g., Congratulations!

How to Find New Customers – the highly acclaimed white paper

Fearless Competitor

This classic white paper, originally penned many months ago, has won broad acclaim, like this CEO. “ I think this white paper is excellent. &# The Funnelholic called it a “must read.&# And another CMO wrote  “It’s a great read.  I printed it and gave it to my entire marketing team.&#. discuss this white paper in the video clip below. Your information will be shared with the sponsor of the white paper, Marketo , but you can easily opt out.). Do your sales teams need more qualified sales opportunities?

SMB Marketing Automation: Getting Started with Content Strategy


This same concept can be applied to marketing automation for small and mid-size business.   I’ve been hired my firms past and current with the challenge to generate quality leads and manage marketing automation drip campaigns.  Leads don’t happen overnight, especially if your marketing budget is moderate.  Otherwise why do you have marketing automation?

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Interactive Content, Marketing Automation, and the Engagement Economy


With more than 90% of B2B marketers using content marketing as part of a larger inbound strategy, today’s marketing teams are finding that audiences are nearing a saturation point in regard to the amount of static content being sent their way. What does a static content experience look like in comparison to an interactive, automated experience? Static Vs. Interactive.

5 Things You Shouldn’t Expect from Marketing Automation

Digital Body Language

Marketing automation is becoming a vital tool in today’s B2B space, as more marketers need to gain a better understanding of their customers’ buying cycles and increase their ROI from every campaign. If you focus on the technology over the planning, you won’t have the backbone necessary to support your marketing automation efforts and convert more leads into sales.

Pitch Prospects Perfectly with Personas


As sales leaders, we coach our sales team to follow a strict and disciplined data-driven sales process (e.g. By leveraging digital data available from the buying process, we can help our sales team more effectively approach our prospects. The The data are available to determine when we should focus on prospect education , or when we can kick into “sales mode.” ” This is the true value of sales and marketing alignment and how content marketing drives sales productivity. Powerful Sales Toolkit.

Three Ways Personas Improved My Marketing

Savvy B2B Marketing

In this week's guest post, Bob Scheier illustrates the value of buyer personas. Like most folks new to content marketing (the use of content to nurture and drive prospects towards a sale) I was eager to dive right in. wanted to play with the marketing automation software and start blasting out content. Read on for inspiration! And boy, did I get an education.

Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tuesday, September 28, 2010 Do White Papers Still Engage? Do White Papers Still Rule?

Congratulations on new Marketing Automation Software! Are You Ready to Take Care of It?

Fearless Competitor

According to Sirius Decisions, only 15% of businesses believe they are getting full value out of marketing automation. Working with a young software firm who is a customer of Marketo , made me think of this analogy: Marketing Automation is like a St. But there is a downside to marketing automation and a big dog like this. Buying software is no panacea.

What Sales Really Needs from Marketing

Fearless Competitor

B2B Demand Generation | What Sales Really Needs. Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Sales is poorly equipped to deal with this reality. 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?

The Link Between Lead Nurturing and Buyer Experience Marketing

Tony Zambito

The new buyer experience economy has resulted in shifting the economic value of many sales and marketing tactics over the past couple of years.    Here are just a few reasons why: Lead nurturing activity is left in the hands of sales representatives who pick from a Chinese menu of choices to engage with potential buyers thus creating inconsistency.   Why? 

Congratulations on new Marketing Automation Software! Are You Ready to Take Care of It?

Fearless Competitor

Working with a young software firm who is a customer of Marketo , made me think of this analogy: Marketing Automation is like a St. But there is a downside to marketing automation and a big dog like this. While the dog eats dog food, the marketing automation platform “eats” content. Are you willing to invest in feeding of marketing automation?

The crazy, complex world of B2B marketing today

Fearless Competitor

A Fresh Look at the Crazy World of B2B Marketing today. The key topic discussed was the fast-changing world of B2B marketing today. Robert Carroll, CMO of SDL gave a nice presentation on the exploding choices and options presented in B2B marketing with the avalanch of technologies  and empowerment options like smart phones, social media and online video. sales challenges

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Include all of the people you could potentially sell to: people you’ve met at trade shows, who have spoken with your sales team and who have responded to your website. Segment your database into personas. In fact, they have been.

Conclusions from study: Sales Speaks – Perceptions and Ponderings on Marketing Leads

Fearless Competitor

According to SiriusDecisions , over the last 4 years, sales quotas increased 33%, while quota achievement dropped by 25%. Conclusion: B2B sales is a lousy job today – at least in most companies. This is why the role of demand generation in marketing is growing by leaps and bounds. Jill Konrath has a great eBook entitled How Marketing Radically Affects Sales.

What can the losing football coach teach us about making your sales quota?

Sales Engine

As sales and marketing professionals, I think we can all identify—players on the field feel like they are facing an all-out blitz! Sales Plans are unattainable! The sales team is not making quota! Is it the VP of Sales? Ladies and gentlemen, put your hands together for The Chief Marketing Officer (CMO)! Sales EnablementIt used to be.

Measure Your Way to Lead Nurturing Success

The Point

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. But, more important is having clear, precise definitions for each stage – whatever those definitions are – that both marketing and sales buy into.

Find New Customers: 6 Keys to B2B Marketing Success in 2011

Fearless Competitor

“We want to have a great year in 2011 and grow sales, profits and market share. sales lead generation program depends on successful execution of a handful of things. keys of B2B marketing success. Simplify – Less is more (people only read 28% of the info anyway) For a good example, check out Kinaxis , winner of our Best B2B Marketing Idea of the Year award.

How to Create Content Maps That Actually Work in Sales Lead Generation

Fearless Competitor

Content is critical in B2B sales lead generation. The best way to create relevant content is via buyer personas and a content map. Our CEO (of a revenue marketing company) and my boss (at the time) wrote out a content map. Then the client asked my boss what content to use at each stage, so he suggested and wrote in things like white papers, videos, podcasts, etc.

5 New Year’s Resolutions for Marketers


This year, in addition to my usual list of personal resolutions, I’ve decided to add on a new list – a set of professional resolutions for myself as a content marketer. Coordinate (and Collaborate) with Sales on a Regular Basis. I’ve read, watched, and even written a lot about the need for better alignment between marketing and sales teams over the past year.

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How to Deal with Key Content Marketing Challenges

Fearless Competitor

Content marketing is a b2b marketing imperative and this video by Jeff Ogden, the Fearless Competitor and President of the B2B lead generation company Find New Customers is outstanding. Follow  Jeff on Twitter or download the  free white paper on B2B lead generation. Find New Customers helps companies like yours (with 150 to 5,000 employees and complex products) implement  lead generation programs to improve the way you find and  acquire high quality  sales leads using best practices in  online lead generation. Quality sales leads matter. contact-form].

Marketing Automation Tips for Manufacturers


Manufacturing companies have been figuring out ways to automate repeatable processes for over two centuries. Automation, in one form or another, has been driving the improvement of manufacturing since the first industrial revolution. Advantages of Marketing Automation in Manufacturing include: Improved engagement through consistent and relevant follow up. link].

Heroes and charlatans

Fearless Competitor

If you need a great marketing strategy , we’re your team. Social media marketing – ditto. We put our contact info on every page and stuff it full of great content on B2B marketing , which we give away for free, such as our white paper on B2B lead generation , How to Find New Customers. Who is the hero and who is the liar? May we ask a favor? Thank you.

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Step 3: What you do when a visitor to your website is NOT ready to buy?

Fearless Competitor

Petersburg companies: Follow us on Twitter and Connect with Us on LinkedIn is NOT marketing! Set your FREE meeting with this award-winning marketing expert today at To get a nice education on the whole process, go to Find New Customers and download the FREE white paper, How to Find New Customers. Sales looks for Mr. Right Now.

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Why Find New Customers is the best name of any Marketing Agency

Fearless Competitor

When you lo0k at Marketing Agency names, you find a couple of common traits: Named after a dog species, like the nice folks at Bulldog Solutions. One thing that has made Jeff Ogden, the award-winning marketing expert and President and Founder of Find New Customers unique is this – he’s one of the most customer-centric people on Earth. That’s why the leadership of the largest business intelligence company once told me “Jeff, you are the one and only sales rep in that big competitor we could never beat – not even once!” What do you think?

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A Lead Scoring Checklist for Sales and Marketing

Marketing Action

Next, you apply those scores as your leads engage, and the higher scores should be more sales-ready or sales-worthy. Lead scoring is one of marketing automation’s great wins. Marketing automation applies the scores for you, tracks them, and lets you know when a lead passes a score threshold. Create and embrace your target buyer persona(s).

Content Marketing = Sales $, otherwise, Don’t Do It

Fearless Competitor

The award-winning marketing expert, Jeff Ogden of Find New Customer s finds a lot of marketing content on BtoB sellers websites. But most of it, I think, misses the mark of delivering revenue because of five key flaws: They lack deep buyer personas. They lack a marketing automation system to deliver the right content at the right time to the right person. Thanks.

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Content Creators vs. Editors in B2B Marketing Today

Fearless Competitor

We’ve been helping them with sales lead generation , including  content marketing , lead nurturing , lead scoring and marketing strategy – especially since they are a Marketo client. But it is now time to move on and I want to share a key lesson learned from that experience: The need to have two types in marketing. Content Creators. Content Editors.

The “Whom to Consider?” Buying Phase

Fearless Competitor

In the Whom to Consider phase, as outlined in the superb (and free) white paper, How to Find New Customers , the prospective buyer has made a clear decision to pursue a solution to his or her business problem. download the free white paper, How to Find New Customers by clicking the image below. Lead Generation Companies | The “Whom to Consider&# buying phase.

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Personal review: Aprimo Lead Management

Fearless Competitor

At the Aprimo Marketing Summit , I had a chance to take a close look at the Aprimo Lead Management offering. I was able to grill them with questions that trip up many vendors. With my experience in B2B lead generation and marketing automation, I felt confident I could give them challenging questions. But you sure better sketch it out on a white board BEFORE you try to create it in Aprimo Lead Management.). It is clear that Aprimo belongs with the top marketing automation vendors, such as Eloqua, Marketo and Silverpop. What do you think? contact-form].

Implementing Your Lead Nurturing Campaigns; Free Templates That Help You Plan


Considering that around 80% of leads never turn into sales, you need a proper lead nurturing plan, including lead scoring, with the goal to transform those leads you do have into potential sales opportunities. The benefits of lead nurturing are: Automatic lead qualification, meaning increased sales productivity. Shortening of sales cycles.  When should they go to sales?

The ‘Untroubled/Unaware’ buying stage

Fearless Competitor

Over the next new days, we’ll introduce the concept of the Buying Cycle and share why it is so important to match your content marketing strategy to each stage. Please be aware that these are the stages outlined in our highly acclaimed white paper, How to Find New Customers. Lead Generation Companies | Dealing with Prospects in the ‘Untroubled/Unaware’ Stage.

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B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers

Fearless Competitor

Mac is also publisher of Sales Lead Report ® and B2BMarketing Technology Insights ™. We’re deeply honored to interview this expert, who was recently voted #1 of the Sales Lead. Here’s an article about the cost efficiencies of marketing-driven sales. I’ve heard estimates that up to 8 out of 10 marketing automation deployments only do email blasts and landing pages.

Spring Training, Spring Football and Marketing

Fearless Competitor

March Madness reaches its climax. I’m always intrigued by sports and the lessons B2B marketing and sales can learn from sports. B2B marketers tend to blast out campaigns, host webinars and create content, but are they preparing like athletes? For instance, every B2B marketing worth its sales has  written answers to these questions: Where are your buyer personas?

33 Inspiring B2B digital marketing case studies

grow - Practical Marketing Solutions

By Rob Petersen, {grow} Community Member First, a few depressing facts: 86 percent of B2B companies say they are doing content marketing Just 38 percent say it is effective 21 perecnt are able to track a return on investment (ROI) (source: Content Marketing Institute ) Benefits from marketing and attribution of results always seem harder for B2B companies than B2C. million.