• VIEWPOINT  |  TUESDAY, JUNE 7, 2016
    [Marketing Lead, PointClear] Does Your Sales Team Know How to Follow-Up on a Lead?
    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. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. 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. Set sales straight—it’s a win win.
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 6, 2016
    [Marketing Lead, PointClear] The 10 most fascinating people in B2B Marketing in 2015
    With a tip of the hat to Barbara Walters , I’d like to introduce ten fascinating people who have brought new ideas and admirable energy to the B2B marketing world this year. This round-up represents only a small sample of the fresh thinking that drives the upward march of B2B “modern marketing.” Jim Obermayer, founder of the Sales Lead Management Association. Ichiro Niwayama is founder and CEO of Symphony Marketing Co.,
  • VIEWPOINT  |  TUESDAY, JUNE 16, 2015
    [Marketing Lead, PointClear] The Quest for Good Leads: Are You Asking the Right Questions?
    What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. Many of today’s inbound pundits suffer from an over-reliance on inbound marketing (what I like to call “ inbounditis ”). I have seen inbound lead rates reported as high as 11 – 14%.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 9, 2012
    [Marketing Lead, PointClear] Mad Marketing TV is educating the world – and me
    Jeff Ogden of Find New Customers is today one of the top experts in B2B marketing anywhere. Mad Marketing TV , the TV-like show sponsored by Act-On Software and hosted by yours truly, Jeff Ogden, President of Find New Customers is bringing the world great insights on marketing and sales – buyer personas, content marketing, social media, Think Like a Publisher, Differentiation and more. Joe Pulizzi, The Content Marketing Institute - Content Marketing.
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 1, 2012
    [Marketing Lead, PointClear] The Problem with Reliance on Junior Marketing Folks
    A typical young lady in marketing. He observed one of the most common mistakes made by B2B companies – excessive reliance on junior marketing team members. I’ve observed the lack of marketing leadership affecting a lot of companies. It’s been confirmed by many other marketing experts too. While these junior members handle day-to-day responsibilities, they lack the leadership and strategic planning skills a marketing department really needs.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 18, 2012
    [Marketing Lead, PointClear] 4 Free “Cheat Sheets” on B2B Demand Generation from Find New Customers | No registration needed
    7 Keys to B2B Lead Nurturing Success. A simple 2 page guide to critical elements in lead nurturing. 7 Keys to B2B Lead Scoring Success. A simple 2 page guide to ensure only qualified opportunities go to Sales. 7 Keys to B2B Marketing Success. A simple 2 page guide with tips on B2B marketing success. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 11, 2012
    [Marketing Lead, PointClear] 60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson
    “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 Most Important Number in B2B Marketing. They reach a shocking conclusion – this is not a misalignment of sales and marketing. It’s clear that Marketing is going to have to fill this gap in your business. Only marketing can work on those six key elements.
  • FEARLESS COMPETITOR  |  TUESDAY, DECEMBER 27, 2011
    [Marketing Lead, PointClear] Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election
    Jeff Ogden, President of the B2B demand generation company Find New Customers wishes to congratulate all the winners, and to say that we are honored to be included with so many B2B marketing experts. 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. www.sales-lead-experts.com. Dan McDade – PointClear www.pointclear.com.
  • FEARLESS COMPETITOR  |  MONDAY, OCTOBER 10, 2011
    [Marketing Lead, PointClear] New “cheat sheets” on B2B demand generation from Find New Customers
    As part of the content marketing strategy at Find New Customers , we are pleased to announce the availability of great bite-sized content on B2B demand generation – available today with no registration needed. 7 Keys to B2B Marketing Success. 7 Keys to B2B Lead Nurturing Success. 7 Keys to B2B Lead Scoring Success. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear.
  • FEARLESS COMPETITOR  |  MONDAY, OCTOBER 10, 2011
    [Marketing Lead, PointClear] The Business Process that No Longer Works
    B2B Lead Generation | the Process of the Past No Longer Works. product marketing ). Pound the phones and emails to uncover leads. Here’s what resulted: Product-oriented marketing is boring and unnecessary. A new and vastly more scientific approach is needed in B2B lead generation : Buyer personas , content marketing , lead nurturing and scoring , and metrics – that’s what you need today. Invest in marketing automation.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 5, 2011
    [Marketing Lead, PointClear] Why you will NEVER see an ad for Find New Customers
    Every Thursday evening we do a Twitter chat on B2B marketing. That’s needed to get leads. While we don’t advertise, we do publish great content on B2B demand generation , content marketing, lead nurturing , lead scoring and more, write a wildly popular blog and stay active on social networks. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. ” Dan McDade, Pointclear.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 29, 2011
    [Marketing Lead, PointClear] 2012 Revenue – Making It Happen vs. Hoping It Happens
    B2B Lead Generation | Ensuring You Make Your Number in 2012. Here are some of their conclusions: Sales quotas keep going up and up – faster than ever. We cannot count on an improving economy to save us (or to provide jobs for salespeople or sales leaders who are dismissed because they failed to make quota.). What are quotas based on – Last year plus X or analysis of the market? Is our lead management optimized? ” Dan McDade, Pointclear.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 28, 2011
    [Marketing Lead, PointClear] 12 Marketing-Takeways from the B2B Marketing Manifesto
    B2B Demand Generation | 12 Marketing Take-Aways. One of our favorite content marketing firms is Velocity Partners in London, creators of a 42 page “rant” called the B2B Marketing Manifesto. Doug Kessler, an American living over there, recently participated in a webinar with Bob Apollo, Inflexion-Point Strategy Partners and John Sweeney of DemandGen in which he shared lessons learned from marketing that content. ” Dan McDade, Pointclear.
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 26, 2011
    [Marketing Lead, PointClear] 5 Ways to Improve Your Landing Pages for Better Conversions
    B2B Lead Generation | 5 Ways to Improve Your Landing Pages. Great post at the Content Marketing Institute by Rachel Foster. As a content marketer, you put a lot of effort into getting your target audience to visit your website and opt in for your white papers, videos and reports. Rachel Foster is an award-winning B2B copywriter who helps technology marketers create content that drives action. ” Dan McDade, Pointclear.
  • FEARLESS COMPETITOR  |  SATURDAY, SEPTEMBER 24, 2011
    [Marketing Lead, PointClear] Buying software is easy. Fixing Lead Generation is hard.
    B2B Lead Generation | Buying stuff is easy – fixing problems is hard. If you want to make sales quota in 2012, get started today! SaaS marketing automation products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Too many companies believe purchasing software fixes B2B lead generation. Fixing your B2B lead generation challenges is a lot like losing weight. Want to hear what it’s really like to buy marketing automation?
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 20, 2011
    [Marketing Lead, PointClear] Why Sales needs Content Marketing and Marketing Automation
    B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. We’ve been talking about the marketing point of view for a long time. Now let’s talk about your world in Sales. Let’s examine a Sales scenario to illustrate the power of content marketing and marketing automation software.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 20, 2011
    [Marketing Lead, PointClear] 3 Reasons Qlikview is killing Microstrategy
    I recently met with Microstrategy and their marketing leadership expressed concerns about a new competitor, Qlikview. Microstrategy has an in-house developed CRM , (no compatibility with other applications), no marketing automation and no content marketing. Qlikview has savvy, aggressive marketing leadership. Qlikview is a modern marketing firm. They are big into B2B demand generation , including social, content marketing, lead nurturing, lead scoring , etc.
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 19, 2011
    [Marketing Lead, PointClear] Why “We’re the Leading Provider of” is NOT!
    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.” My favorite marketing slogan of all time? ” Dan McDade, Pointclear.
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 19, 2011
    [Marketing Lead, PointClear] How to Get Linkedin Recommendations
    B2B Lead Generation | Linkedin Recommendations. To see what an ideal profile should look like, check out the profile on Linkedin of Jeff Ogden, President of Find New Customers – who has over 40 recommendations from top B2B marketing experts. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 15, 2011
    [Marketing Lead, PointClear] We’re a small company. We can’t afford B2B demand generation
    Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Contact Find New Customers by calling (516) 495-9350 or by sending an email to sales at findnewcustomers.com. Dan McDade, Pointclear. B2B Demand Generation | Limited Budgets. Some companies lack resources to do a soup to nuts program like those offered by Find New Customers.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 14, 2011
    [Marketing Lead, PointClear] Why’s B2B Marketing So Boring?
    B2B Lead Generation | Why are you all so boring? With the vast majority of companies unable to create quality sales leads for salespeople, it is a real problem. In fact, more than 3 out of 4 companies say that the lack of quality sales leads is their biggest problem. So companies are trying to figure out lead generation programs. If you want do business to business lead generation , you need to attract sales leads.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 13, 2011
    [Marketing Lead, PointClear] Marketing on a Budget – Methods for Executing Great Marketing Campaigns (Without Breaking the Bank!)
    Please note this is similar to our post/presentation “ How to Do Great Marketing with (Almost) No Money.&#. __. In the current financial climate it is virtually impossible to get banks to cough up any money to help with marketing budgets and set-up costs. Marketing Strategies. Think smart when it comes to marketing your business. Everything from the stock market to smart personal and small business finance tips can be found out there, so do some digging!
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 12, 2011
    [Marketing Lead, PointClear] Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges
    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. At the behest of Spear , however, the engagement kicked off with a half-day “discovery” session intended to lay bare the way in which the company generated, managed, nurtured, and converted leads.&#.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 8, 2011
    [Marketing Lead, PointClear] Interesting insights from Google Analytics
    B2B Lead Generation | Traffic Sources. That means when people type keywords like “ B2B Lead Generation &# into Google, we show up. So blog leads are vastly more valuable. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. Dan McDade, Pointclear. Check out this image.
  • FEARLESS COMPETITOR  |  SATURDAY, SEPTEMBER 3, 2011
    [Marketing Lead, PointClear] Content Curation. 5 Ways to Succeed, Eventually
    B2B Lead Generation | Content Curation. We are huge believers in the importance of content marketing , so this post is apropos’ And we could not agree more with the idea of long term thinking in content. Know to whom you are talking is the most important first step in EVERY marketing program. Jeff Ogden ( @fearlesscomp ) is a popular speaker and presenter who is the President of the B2B lead generation consultancy, Find New Customers. Dan McDade, Pointclear.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 31, 2011
    [Marketing Lead, PointClear] The Best B2B Marketing Ideas of 2010
    B2B Lead Generation | The Best B2B Marketing Ideas of 2010. This Fall we will hold a contest for Best B2B Marketing Idea of 2011. I believe this is the day that business leaders look for fresh marketing ideas they can start using tomorrow. Here are some great ideas from very savvy marketing companies. The final standings in the best B2B marketing idea of 2010 are: 4. You Don’t Know Jack (about online marketing) by Marketo (36%).
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 25, 2011
    [Marketing Lead, PointClear] The Current State of B2B demand generation
    B2B Lead Generation | Study Findings by Act-On Software. I was recently invited as a guest speaker for Act-On Software for a webinar entitled “Stop Marketing in the Dark.&# Most companies continue to market in the dark. These are unqualified, non-nurtured leads. Passing these leads to sales is a massive waste of expensive resources. In fact, data shows only about 16% of these turn into sales opportunities, so sales typically contacts only 1 in 5.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 24, 2011
    [Marketing Lead, PointClear] The Importance of Thinking Outside-In
    B2B Lead Generation | Think Outside-In rather than Inside-Out. Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! I was presenting my B2B lead generation approach “ How to Do Great Marketing on (Almost) No Money “ (slideshare is below) to a group of small business software CEOs in NYC when they asked me: “Where do you recommend we invest our limited marketing funds today.&#.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 23, 2011
    [Marketing Lead, PointClear] Use Marketing to Build Your Business for Less
    B2B Demand Generation | Driving Leads for Less. Want to truly understand the values of the lead generation company Find New Customers ? Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! He had a post in a recently newsletter about how marketing can generate sales opportunities at considerably lower cost than sales that we liked. A marketing-driven approach to B2B sales makes dollars and sense. .
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 23, 2011
    [Marketing Lead, PointClear] Demand Generation Training | $99 via email
    Just $99 signs you up for a series of 18 weekly emails sharing key insights on lead generation. All you have to do is go to Lead Generation Education , complete the form, pay via Paypal, and start getting emails. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. Dan McDade, Pointclear.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 22, 2011
    [Marketing Lead, PointClear] 20 Best Practices – An Essential Checklist for B2B Sales and Marketing Organisations
    B2B Lead Generation | A Checklist for B2B Sales and Marketing Operations. Bob Apollo with Inflextion-Point in the UK is a well-respected sales and marketing expert who. recent created this great checklist that all B2B marketers should use. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 16, 2011
    [Marketing Lead, PointClear] 3 Reasons You Should Outsource Lead Nurturing and Scoring
    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. Lead Nurturing and Scoring takes focus and dedication – as well as clear thinking.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 2, 2011
    [Marketing Lead, PointClear] What Sales Really Needs from Marketing
    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. Why are salespeople poor at lead generation? 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? This is Sally Sales calling.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 18, 2011
    [Marketing Lead, PointClear] The Problem with Reliance on Junior Marketing Folks
    B2B demand generation | The problem with junior marketing members. A typical young lady in marketing. He observed one of the most common mistakes made by B2B companies – a false reliance on junior marketing team members. I’ve observed the lack of marketing leadership affecting a lot of companies. It’s been confirmed by many other marketing experts too. Unfortunately, that’s NOT an adequate definition of lead nurturing. (If
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 16, 2011
    [Marketing Lead, PointClear] Greatest Challenge Facing CMOs Today – Generating High-Quality Sales Leads
    “The vast majority of CMO’s in the study indicated that generating high quality leads is their top challenge. Source: MarketingSherpa B2B Marketing Benchmark Study, August 2010 of 297 CMOs. Certainly, marketing automation software helps and plays a key role. But if you think buying marketing automation will fix your problem, you’re barking up the wrong tree. Marketing automation is needed, but it’s only a small part of the solution.
  • VIEWPOINT  |  THURSDAY, DECEMBER 9, 2010
    [Marketing Lead, PointClear] Lead Generation Best Practices Part 6: Fewer Leads Are Better
    There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. After all, shouldn't more leads deliver more opportunities? Qualifying criteria are rarely met due to lack of marketing resources.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 30, 2010
    [Marketing Lead, PointClear] The 7 Second Test for B2B Marketers
    At the Social Media Camp on Long Island last week, we got into an interesting discussion about how to get attention to drive sales leads. As a B2B marketer, what can we do to measure how well we are doing in the “7 Second Test&#. Can she identify your target market? I think this will open some eyes in your company and you’ll see why Simplicity is one of my “ 6 Keys to B2B Marketing Success Today.&#. Said Dan McDade of PointClear.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 24, 2010
    [Marketing Lead, PointClear] How to create a great case study
    Did you miss yesterday’s post on the “ 6 Keys to B2B Marketing Today? &# Check it out if you did. Jeff Ogden, the Fearless Competitor, is the President of Find New Customers “Lead Generation Made Simple.”. He’s also an expert in Lead Nurturing and was a special guest on SalesBuzz Radio. “If Said Dan McDade of PointClear.
  • DELICIOUS B2BMARKETING  |  FRIDAY, JULY 31, 2009
    [Marketing Lead, PointClear] B2B Lead Management Market Heats Up
    Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. This market has a lot of growth ahead of it!