Trending Sources

Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”. Want to guess how many of those leads arrive via our clients’ Websites? Fair enough. doubt it.

MobileIron Harnesses End-User Demand to Drive Mobile IT Sales Leads

The Point

If end users want your product, but their IT department makes the purchase decision, can you leverage that demand to drive IT sales leads? That was the question contemplated by the marketing team at MobileIron , a leading provider of mobile device management technology. Here’s how the campaign worked: 1. Typically an ad campaign succeeds when it generates a single response.

7 Keys to Lead Scoring Success in Sales Lead Generation

Fearless Competitor

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. With lead scoring.

3 Recommendations in Sales Lead Generation from Carlos Hildago of The Annuitas Group

Fearless Competitor

Buffer Sales lead generation - 3 Recommendations from Carlos Hildago. Jon Miller of Marketo asked this question of Carlos Hildago of the Annuitas Group in a Marketo blog article  (click underlined words for original article) and came up with three priorities which I wish to share with you. Figure out (with sales ) the definitions of each buying cycle.

Happy Birthday, sales lead generation company Find New Customers – belatedly

Fearless Competitor

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 Companies struggling to create enough quality leads to fill sales pipelines.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Whatever the motivation, any “push back” from Inside Sales to marketing automation and automated lead nurturing/qualification is misplaced.

How to Nurture Sales Leads

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.

The Awesome and Remarkable Power of Guest Posts in Sales Lead Generation

Fearless Competitor

So while we waited, we wrote guest posts for top companies, such as Marketo , and Lattice Engines. (We also used to write for, but found the process so cumbersome, that we dropped out.). Promotion like that feeds your sales lead generation programs. thank Marketo for making it look so nice. You can read it here. What do you think?

How to Prioritize Sales Leads Part 1 – Mac McConnell of Bluebird Strategies

Fearless Competitor

B2B Lead Generation | How to Prioritize Leads | Part 1 of 3. As the President of the B2B lead generation consultancy, Find New Customers , I’m continually searching for great FREE content to help our clients and fans to improve revenue results. More quality sales opportunities leads to more sales which leads to higher revenue and market share.

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Marketo’s “Secret Sauce” Marketing Approach

Fearless Competitor

B2B Lead Generation | Learning from the Best. Marketo , sponsor of our white paper, How to Find New Customers , is one of the fastest growing companies on Earth. Marketo recently toured the country hosting Revenue Rock Star events. The President of Find New Customers attended the Marketo event in NYC. Jon Miller. How did they do it? Sophisticated and savvy marketing.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.

Thank you, Marketo and Jill

Fearless Competitor

Thanks so much, Marketo and Jill. A new business has to start somewhere. Marketo approved the writing of the remarkable sales lead generation white paper entitled How to Find New Customers. Jeff Ogden is President of  Find New Customers “ Lead Generation Made Simple ” Check out the online show every Friday at 11am ET, “Laugh and Learn with the Fearless Competitor.&#

Top B2B Marketing Expert Looking for Companies with a Problem with Sales Leads

Fearless Competitor

Is your company struggling to create enough sales leads to keep sales funnels full? You need a good sales lead generation program to create quality sales leads. With a lack of qualified sales leads, you need to diagnose the problem. Marketing Find New Customers lead-generation lead-nurturing lead-scoring sales-challenges

Adios Marketo. It was fun!

Fearless Competitor

Marketo will always have a special place here at Find New Customers – they got us started. We said good-bye to Marketo recently, and a strange thing happened. For almost three years, we delivered leads to them. Our white paper, How to Find New Customers , (which they sponsored) delivered a small but steady stream of leads. They paid me $65 per lead.

Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election

Fearless Competitor

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. Obermayer said, “People who win are recognized by their peers as multi-dimensional sales and marketing experts. Maria Pergolino – Marketo James W. Ruth P.

Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%

The Point

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. Spear conducted a thorough audit of the company’s lead nurturing process, and presented a series of recommendations, focused primarily on segmentation, offer strategy, email cadence, and creative.

How to Optimize Google AdWords with Offline Conversion Tracking and Marketo

Modern B2B Marketing

Until now, however, the AdWords conversion tracking tools have only worked for basic online conversions, such as a lead submission (form fill-out) or e-commerce transaction. Today, however, Google has announced the release of a new AdWords conversion import feature , which allows you to track when clicks on your AdWords ads result in leads or sales in the offline world.

Marketo’s Definitive Guide to Lead Scoring

Fearless Competitor

B2B Lead Generation | Only 1 out of 5 companies have a lead scoring methodology in place. This data, from a recent study on sales leads by Vorsight and The Bridge Group was appalling. With most companies dumping unfiltered leads to sales and on 1/2 of those salespeople making quota – it’s clear that the world of B2B Sales and Marketing is dysfunctional today.

The Definitive Guide to Marketing Metrics by Marketo

Fearless Competitor

Rock-solid marketing metrics on key measures that drive revenue results, such as (What percentage of marketing source leads closed? You’ll find answers in Marketo’s just released Definitive Guide to Marketing Metrics. Written by Jon Miller, Co-Founder and VP of Marketing at Marketo , this white paper shows why Jon has one of the sharpest minds in B2B marketing today.

Is Marketing Automation Right for Every Company?

The Point

That might suggest that the adoption rate for marketing automation is lagging, but revenues for the leading companies are climbing at a torrid 50-60 percent per year. B2B Marketing Lead Management Marketing Automation best marketing automation software marketing automation agency marketing automation partner marketing automation ROI Marketo agency Marketo partner

The Importance of Marketing Specialization

Fearless Competitor

At last, Find New Customers is now on the Sales Lead Management Association website with all the other B2B marketing companies. also use Google and Bing webmaster to drive traffic for keywords like sales leads, revenue marketing, and Marketo, which are the keywords used by my former employer, according to Filed under: BtoB Marketing , Marketo.

3 Ways to Improve the Quality of Your Sales Leads

Modern B2B Marketing

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Improving lead quality requires a commitment from sales and marketing to focus on both quality and quantity, not just one or the other. Commit to lead nurturing.

The Marketo Revenue Rockstar event, NYC

Fearless Competitor

Yesterday, I had the opportunity to attend the Marketo Revenue Rockstar event in NYC. did a great presentation on how B2B marketers have evolved from basic lead generation, to demand generation to revenue marketing. Final speaker was Jon Miller, VP of Marketing and co-founder of Marketo, who delivered his “Secret Sauce&# presentation. As one of the fastest-growing companies in history, he shared some interesting facts on the huge role of marketing in Marketo. If you were as good as Marketo, Find New Customers would not exist.). Debbie Qaquish.

Share a Story to Drive Sales Leads

Modern B2B Marketing

by Carol Fox Conventional wisdom holds that a lead’s fate is decided by the prospective customer, not the sales person. But if a satisfied client were to become an evangelist for your brand, sharing their experiences with peers on a grand scale, what do you think that would do for your sales? How have you used storytelling to drive sales leads? sales leads

The Awesome Power of Guest Posts in Content Marketing

Fearless Competitor

So if you want to promote a business like the sales lead generation company , Find New Customers , start writing guest posts! And when you write a post for a very popular blog like Marketo , you get tons of audience. Here are some examples of Jeff Ogden’ s recent guest posts: Guest post for Docusign : Stop Chasing Contracts and Get Back to Generating Sales Leads  .

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Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.

The Point

Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. After all, a simple monthly email newsletter to your database – something you can accomplish with only the most basic email service provider (ESP) – nurtures leads. Certainly.

The Definitive Guide to BtoB Demand Generation – How to Find New Customers

Fearless Competitor

Buffer Need to craft a best-practices sales lead generation program? ” Those definitive guides from Marketo are terrific content, but Find New Customers has our own “definitive guide.” This great white paper is a superb guide to help companies like your create best practices sales lead generation programs. How to Find New Customers.

Marketing Strategy to Revenues and Social with three top marketing experts

Fearless Competitor

Two quick video clips kick off a conversation between four sales and marketing experts. One clip features Phil Fernandez, CEO of Marketo and the second clip shows Steve Jobs as he shares his vision for Apple’s new marketing strategy. Two quick video clips kick off a conversation between four sales and marketing experts. Marketo CEO Phil Fernandez at Dreamforce: [link].

Who is the Hero of our Story? You are!

Fearless Competitor

With so many businesses struggling to create enough qualified sales leads, who’s the hero of our story? Answer: Beleaguered sales people. Your employer’s to blame, because they have not invested fully in a best-practices sales lead generation program. They have not purchased marketing automation like Marketo or Eloqua. We feel your pain.

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Find New Customers salutes the “20 Women to Watch in Sales Lead Management”

Fearless Competitor

The Sales Lead Management Association yesterday announced the winners of the “ 20 Women to Watch in Sales Lead Management.” Maria Pergolino, Marketo, Inc. Lori Richardson, Score More Sales. ” Find New Customers congratulates all of the winners. Great job, ladies! Lisa Arthur, Aprimo, Inc. Trish Bertuzzi, The Bridge Group, Inc. Karla Blalock, PointClear, LLC. Lisa J. Cramer, LeadLife Solutions. Christine Crandell, NBS Consulting Group. Robyn Davis, When I Need Help (WINH). Kristin Hambelton, Neolane, Inc. Jennifer Horton, Eloqua, Inc.

Who’s the Hero of our Story? – Part 2

Fearless Competitor

Salespeople are sick and tired of getting crappy leads from Marketing. So we’re championing every salesperson out there that’s expected to call on “bingo” leads, 98% of which are worthless. You should not have to call on crappy “sales leads.” Attract new prospects with fun content – like the new Marketo coloring book.

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What’s the Biggest Challenge Facing Your Business Today?

Fearless Competitor

If you’re in Sales, you hate the crappy leads Marketing is giving you. Crappy leads means wasted time and lost selling opportunities. Get the Sales executive, the marketing leader and the CEO in one room. The head of Marketing needs to invest in a best practices sales lead generation program  and purchase good software like Marketo or Eloqua.

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Are You Lost In A B2B Sales Lead Paradox?

Modern B2B Marketing

They’ve filled the funnel with sales leads.  The sales department followed through on the leads provided but somehow your close-ratios are dropping.  If you are finding issues in your lead generation process, check these 5 reasons why you may be losing opportunities and what you can do to fix it: 1. Your Lead Scoring Is Off The Mark. B2B Sales sales leads


What is Revenue Performance Management? – whiteboard discussion by Jon Miller of Marketo

Fearless Competitor

In this video, Jon Miller, VP of Marketing and co-founder of Marketo discusses in a whiteboard presentation how companies can improve fiscal results using Revenue Performance Management. While Marketo discusses Revenue Performance Management, it is our belief that the term “ Revenue Performance Management &# was actually coined by Eloqua.). Jeff Ogden is President of  Find New Customers “ Lead Generation Made Simple ” Check out the online show every Friday at 11am ET, “Laugh and Learn with the Fearless Competitor.&# Quality leads matter. contact-form].

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Why Writing Guest Posts Should Be Very Important to You

Fearless Competitor

So if you want to promote a business like the sales lead generation company , Find New Customers , start writing guest posts! And when you write a post for a very popular blog like Marketo , you get tons of audience. In fact, I now contribute a monthly guest post for the Marketo blog.). Update: I’m now contributing monthly blog posts to Marketo!).

Panning For Gold: Capturing the Sales Leads You Really Want

Modern B2B Marketing

Marketers need to be able to quickly sift through incoming leads, identify those ready for sales, and have a plan in place to nurture the rest. Also, marketers need to evaluate which techniques are producing the highest quality sales leads so they will know where to continue panning. Source to Lead Score: Some sources can drive top-of-funnel leads (good!

Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Unfortunately, there’s no “Wonder Herb&# in B2B lead generation and marketing either. This is not a knock on products from companies such as Marketo, Eloqua, Silverpop, Neolane, and Pardot.

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How to Find New Customers – the Definitive Guide to B2B Demand Generation

Fearless Competitor

” That joke was recently shared about Marketo’s propensity to name their content “Definitive Guide to… ” They love that naming convention. ” In fact, it was originally sponsored by Marketo. It was edited by a rather well-known sales expert, who was quite the task-master on this great document, so the writing quality is superb!

Lead Nurturing Overview

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. We’re discussing this topic on Sales Lead Management Radio today, so we wish to re-share this article.

The Importance of Personalization in BtoB Marketing today

Fearless Competitor

This has been a popular topic on both the Marketo and Hubspot blog. The natural progression of personalized emails should lead to personalized website, but limitations in technology and strategy have delayed this realization so far. 2013  Monetate/eConsultancy Study  found that in-house marketers who are personalizing their web experiences (and able to quantify the improvement) see on average a 19% uplift in sales. If you can afford Hubspot or Marketo, great. Hey Tampa/St. Petersburg companies: Follow us on Twitter and Connect with Us on LinkedIn is NOT marketing!

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

Fearless Competitor

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!” ” I once grew revenue from General Electric by 242% in just 12 months – despite the fact I have never managed GE before and I did that by being the world’s most customer-centric sales leader. 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. What do you think?

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

Fearless Competitor

The answer: Lead Nurturing. The definition of lead nurturing is sharing information of value to your prospective buyer, so that you earn his or her trust and when he or she is finally ready to buy, she turns to her preferred supplier – you! Chief Marketing Officer once described to me the different between Sales and Marketing this way: Marketing looks for Mr. Right.

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B2B Lead Generation without Lead Nurturing is Doomed to Fail

Industrial Marketing Today

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? This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people. Of the remaining 21%, 70% are discarded by sales as not being qualified. What is lead nurturing?

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