10 Things Your CEO Needs to Know Now about B2B Demand Generation
MAY 20, 2013
You need software, content, programs and new processes. It takes planning, processes, people, content, metrics and more. Buyer personas , universal lead definitions, ideal customer profiles, mapping content to buyer roles, aligning Sales and Marketing and buying process – those are things you simply must do BEFORE you start B2B demand generation. love salespeople.
7 Personality Traits of Top Salespeople – from the Harvard Business Review
FEBRUARY 9, 2015
Conversely, top salespeople take command of the sales cycle process in order to control their own destiny. 3. Top salespeople are comfortable fighting for their cause and are not afraid of rankling customers in the process. This is one of our most popular posts ever so I want to bring it back. you will most likely get a less-than-accurate answer, if any answer at all. Modesty.
How Jeff Ogden grew GE revenue by 242% worldwide in 1990
DECEMBER 1, 2014
My advice for everyone is this: Look at your top performers and emulate their processes and not just their experience. Filed under: Fearless Competitor , Find New Customers , Management best practices , sales leadership , sales process. Fearless Competitor Find New Customers Management best practices sales leadership sales process However. All they cared about was revenue.
Hiring a person to head BtoB Demand Generation? Don’t just hire a person; Hire a process!
MARCH 27, 2013
Hire a process too! I see lots of listings on LinkedIn looking for BtoB demand generation managers. But these companies are missing THE critical element – the plan and process to be used. What’s the process that this new hire will use to craft a best practices btob demand generation program in your company? Don’t just hire a person; Hire a process! Buffer When hiring a BtoB demand generation manager, don’t just hire a person. Fill out a form and send in your resume. Does a documented plan really work? What do you think?
Content Methodology: A Best Practices Report
connection processes based. Content methodology is a process to continuously improve the effectiveness of a. with strong content processes, measurement tools, and enterprise-wide buy-in. process, bolsters the larger Raymond James brand. processes and. Evaluate existing processes and. processes are needed. Content. Methodology: A Best. Definition II.
5 Ways to Create Magnetic Content that Wow Your Buyers
JULY 8, 2013
B2B Lead Nurturing is the process of sharing information of value (to them) so that you earn their trust and become the preferred vendor when they become ready to buy. Want to create truly magnetic content that has your prospects begging for more? Only by getting inside the heads of your customers will you know exactly what words make for magnetic content. Special promotion for July 2013.
Should You Do Buyer Personas In-House or Outsource Them?
JULY 20, 2013
Buyer insights from quality buyer persona processes drive lead nurturing, content marketing and budget approvals. Adele Revella. Jeff Ogden , the award-winning marketing expert has been trained in Buyer Personas by the Buyer Persona Institute. When marketing leaders tell me they have buyer insights covered (buyer persona projects), I typically don’t believe then. ”).
The Fatal Flaw in the Job Description/Resume Process
SEPTEMBER 12, 2011
B2B Lead Generation | A flawed job process. believe the reason for that is the fact we use what I consider to be an antiquated process for finding employees – which has the unintended consequence of eliminating stars – the job description/resume process. But our antiqued process prevents us from hiring stars. Why doesn’t it work? It takes hours.
B2B Buyers Don’t Trust Vendors’ Online Content: CMO Council
JUNE 19, 2013
Everyone is doing content marketing today – 9 out of 10 companies, according to the Content Marketing Institute. But as this article shows, most companies truly suck at it. They’re sending out CRAP. “ Jeff, can you name more than a handful of companies doing a bang-up job with content marketing? ” – Jim Burns, CEO of Avitage. No Jim, I cannot. My advice?
How to Create Content Maps That Actually Work in Sales Lead Generation
JULY 26, 2013
Content MUST be relevant to buyers and the proper role of content is to MOVE the prospective buyer through the buying process. How to Create Content Maps That Actually Work in B2B Demand Generation. Content is critical in B2B sales lead generation. Movement is critical!). The best way to create relevant content is via buyer personas and a content map. It looked like this: Awareness. agree.).
Case Studies – The Most Powerful Content Marketing buyer attraction
SEPTEMBER 4, 2014
Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Buying Process , Chief Content Officer , Content marketing. B2B demand generation B2B lead generation b2b lead generation companies Buying Process Chief Content Officer Content marketing So how does your company go about creating great case studies? Contact one of the very best in the business.
Evangelizing a Content Marketing Program
efficiencies in the process.” 4. What processes need to be in place with. process, hierarchy, and consistent publishing cadence. It’s something we call the Content Flywheel, the visualization of a process in which key content. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. All rights reserved. Introduction 4 II. Why This Guide 6 III.
How the famous marketing expert Guy Kawasaki Manages Social Media
JUNE 2, 2013
The virtual assistant who takes my Google+ posts and publishes them to Facebook uses the same process for LinkedIn using Buffer. There are seldom comments on my LinkedIn posts, so I seldom visit my posts to respond — of course, this may be a self-fulfilling process. How I Post—A Social-Media Core Dump. Here are the gory, inside-story details of what I do. Perhaps
7 Keys to Successful Lead Nurturing Best Practices
AUGUST 6, 2013
Lead nurturing defined: The process of sharing valuable (to them) information to earn their trust so you become the preferred solution (over time.) Up to 7 out of 10 visitors to your website are not ready to buy today. Give 3 to Sales and nurture the other 7 till they are sales-ready too. This is how you do lead nurturing best practices. What are lead nurturing best practices?
Marketing Strategy to Revenues and Social with three top marketing experts
MAY 13, 2013
We invite sales leaders and sales operations managers to join [link] to collaborate with us and help improve salespeople, sales processes and technology. LATEST VIDEO: FROM MARKETING STRATEGY TO REVENUES THROUGH AUTOMATION AND SOCIAL MEDIA. Two quick video clips kick off a conversation between four sales and marketing experts. The video with the late Steve Jobs is a classic!
Doubling Down on the Blog SEO Strategy. Sales Lead Generation becomes key.
APRIL 5, 2013
Here’s the process I used to do a big improvement in Fearless Competitor. That’s the process Find New Customers used to optimize our blog Fearless Competitor for SEO for terms like sales lead generation. Buffer At the start of 2013, the sales lead generation company Find New Customers made a MAJOR investment in this blog. This is what you need to know about blogs and SEO.
Staffing and Launching Your Content Marketing Program
butchering it in the process, I’ll just share her recommendation in full: ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY9 Say you’re going to a dinner party full of people you. At Contently, we boil this process down to the. out of the approval process as much as possible by. However, the process doesn’t bog down GE Reports’. All rights reserved. Introduction 3 II.
How To Convince Your Boss to Buy Marketing Automation
JULY 27, 2013
Fixing those challenges also takes great content, people and processes. Lauren Carlson of Marketing Automation Software Guide shared this article on marketing automation. Thanks, Lauren. When I interviewed Thor Johnson of Team Thor Marketing on Mad Marketing TV , one of the things he said to me is that marketing automation is no longer only in early adopter tech companies.
IDC Announces the 2013 Chief Marketing Officer ROI Matrix, Providing Insights Into What Makes the Technology Industry’s Best-in-Class CMOs Successful
JUNE 3, 2013
IDC sees best-practice CMOs entering the budget process with cost-savings in hand and better positioning to seek additional funding. I just wish to share the conclusion. You can read the full press release here. As President of the sales lead generation company Find New Customers, it is my mission to keep you abreast of what’s happening in marketing today. ” . Tweet This! .
Want to grow your sales? Stop selling!
SEPTEMBER 16, 2014
You can follow me on Twitter at @fearlesscomp Filed under: sales leadership selecting salespeople , Sales Leads , sales process. sales leadership selecting salespeople Sales Leads sales process This is one of the most common advice I give to businesses. To sell more – stop selling. ” Customers loved it. Start helping and stop selling and watch sales grow.
Digital Marketing: 10 Tips for your Programs
FEBRUARY 26, 2013
You not only need to know what their pain points are, but you need to connect your products or services, This is not a trivial process, which is why we recommend our Buyer Persona Service. Create content to move buyers through a process. The goal of your content should be to move prospects through a buying process. Ensure a solid lead management process. Score behaviors.
Marketing Technology: 3 Solutions You Can't Live Without
insight and scalability that disparate and manual processes. the two by introducing a standard process and lead scoring. CRM platform ● Clearly define your buyer’s journey and lead scoring process ● Involve sales in the lead scoring process in order to improve. the lead-to-revenue management process ● Measure ROI of marketing efforts and impact on lead. Whether.
Job Descriptions and Resumes – A Badly Broken System in Need of Repair
MARCH 21, 2013
Buffer Job Descriptions matched to Resumes is a broken and dysfunctional process that’s badly in need of change. Why companies can’t hire the best BtoB demand generation manager? I’ve believed for some time that the process almost all companies use to fill jobs (writing job descriptions, posting them and soliciting resumes) is badly broken and dysfunctional.
Top 5 Reasons Why Lead Nurturing Matters for Marketing – Guest Post
OCTOBER 21, 2014
Flagship product Salesfusion360 provides a complete platform for marketers to automate key processes for lead and demand generation. Lead nurturing is the practice of building relationships to guide future customers through the sales funnel. Guest post by SalesFusion with Resource Box below. With so many mediums to nurture leads, it’s difficult to know where to begin or if it is a worthwhile investment. Here are the top 5 reasons why lead nurture matters for marketing. It increases the number of client touchpoints. Why is this so important? It’s easily automated and leads to results.
How to Get More Sales Leads – SalesOpTV with marketing experts @eriklurs, @iannarino, @fearlesscomp and @gerhard20
MAY 14, 2013
We invite sales leaders and sales operations managers to join [link] to collaborate with us and help improve salespeople, sales processes and technology. In this fun and engaging video show, four sales and marketing experts share their best ideas for. Generating Sales Leads. Lead Nurturing. Improving leads with social and business intelligence. Qualifying leads and lead scoring.
60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson
JANUARY 11, 2012
“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.” ” This should be a wake-call for all leaders in companies who sell products to other businesses. The world is passing you by. Over half of the decision is complete before they talk to you. The Corporate Executive Board surveyed 1,900 buyers to uncover insights regarding purchasing behavior. “The survey results were surprising.” ” That data should surprise and shock you.
Advocate Marketing Creates B2B Relationships That Lasts A Lifetime
process of creating advocates — people who have a personal story or expert perspective to share. Bringing process and structure to advocacy programs changes behavior and. processes that win, serve, and retain customers across their lifetime.5 if the customer journey is now. personally rewarding deepens relationships without the manpower that manual processes require.
Do car commercials sell cars?
JANUARY 22, 2016
Filed under: BtoB Marketing , sales challenges , sales process , Trust. BtoB Marketing sales challenges sales process TrustThere are hundreds of car commercials every day? Do they sell any cars? really doubt it, but car companies are addicted to ads. believe lots of factors go into car buying decisions, such as: A new high paying job. Loss of a high paying job. Expanding family. Other expenses. That leads to sports cars, fixing up old cars, large vehicle purchase and postponing of choices. As someone once said to me “Who in the world gives a car as a Christmas present?”
SCORE Demand Generation strategy from Find New Customers fixes the sales leads problem
APRIL 3, 2013
Find New Customers has designed this process based on years of experience working with B2B demand generation clients. Simple – Ensure simple things get done immediately in the demand generation process. 2. Clear – Make sure that the process is clearly and completely documented. 3. Optimal – Improve the process based on lessons learned from real experience. 4.
“I can’t think of any aspect of marketing that doesn’t benefit from deep buyer insights” – Adele Revella, Buyer Persona Institute
MARCH 28, 2013
Buying Process. Buffer Adele’s right. Buyer personas are the foundation of great sales lead generation programs , plain and simple. As she says further: “ Buyer personas are about messaging plus targeting, segmentation, prioritizing marketing investments, and sales enablement.” Can you afford NOT to invest in buyer personas? What are buyer personas ? Priority Initiatives.
Hello, I’m your buyer. Do you know me?
FEBRUARY 17, 2014
Let me ask you a few questions – to see if you really did your homework: What’s the process I use to eliminate choices in my buying process? What questions do I need answered at each stage of my buying process in order to buy your product? I’m your potential customer, or so you think. I’m sorry, but you really don’t know me, do you? Stay tuned!
Study: How Much of Your Content Marketing Is Effective?
and look at their thought processes for making content market- ing decisions. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE? Content marketing is having a moment. content.
How I Work with Jeff Ogden of Find New Customers
FEBRUARY 20, 2015
That process really works and I recommend it highly. Matt Heinz of Heinz Marketing.contacted me about his How I Work series and he asked me to answer a series of questions. Thank you, Matt. I’ll have to start these too. These are Matt’s words and not mine. also want to share my new Keynote Speaking video with you. It is Friday and i hope everyone has a wonderful weekend. link].
5 Reasons Your Company Should Be Blogging
FEBRUARY 5, 2015
“Of the many reasons your company should be utilizing blogs, the following are five of the strongest and will provide you with ideas on how to start, and continue, the blogging process. Ask your blog audience for input and ideas, getting the target consumer involved in the development process! ” Dave Kerpen of Likeable Local. Growing Your Business in the Digital Age.
Why Companies Should Do SCORE BEFORE hiring Demand Generation Managers
SEPTEMBER 3, 2014
I believe SCORE will enable businesses to craft a world-class demand generation process, and get much better results, than hiring a demand generation manager first. SCORE (Simple, Clear, Optimal Revenue Enhancement) is a well crafted process and was used in many companies – it’s proven and takes between 4-6 months to implement fully. That’s right. Love comments here.
Looking for best-practices BtoB demand generation? Start with fundamentals first!
APRIL 2, 2013
Content mapping to buying process. Your buyer personas should also have covered the process the buyers used to purchase your products or services. You want to take those learnings and map your content to those process steps. Buffer Best-practices BtoB demand generation is built upon a strong foundation. So what are the foundation steps that need to be done? Goal Setting.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
marketing technology into a seamless process. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II. Methodology III. Key Findings IV. Results and Analysis V. But in 2015, a.
Ten Questions to Sharpen Your Competitive Differentiation – Guest post by Laura Patterson
MARCH 3, 2013
Differentiation plays an important role in gaining customer consideration and preference, two important steps in the customer buying process. She was an early advocate of using marketing data, processes, automation, and dashboards to link marketing initiatives and investments to business outcomes. Buffer Ten Questions to Sharpen Your Competitive Differentiation. guest post By Laura Patterson, VisionEdge Marketing. Laura Patterson. Companies need to make a myriad of strategic and tactical decisions on how they will operate in the market and engage with customers.
How I Grew GE by 242% in just 12 months and why my replacement failed
OCTOBER 30, 2014
Stop hiring just on titles and start looking for processes used by the best, like being customer-centric and visionary. This is a great lesson for hiring mangers. What you think will work often does not. Like hiring the man who did the same job for the top competitor. Beth Comstock, CMO of GE. grew revenue from GE by 242% in just 12 months. After all, who was doing content marketing in 1990?
How do you choose the right WordPress hosting solution for your websites?
APRIL 22, 2013
Once the server runs out of processing power, either because of your traffic load, or maybe your neighbor suddenly got an influx of traffic, your site’s performance will drop as a result. I’m no expert in WordPress hosting, however, I’m confident this blog, which is hosted by WPEngine, has the best host out there. So I wish to share a guest post by them. Dedicated Hosting. Tools.
The Appalling State of Marketing in Florida
SEPTEMBER 8, 2014
You can follow me on Twitter at @fearlesscomp Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Business Strategy , Buyer Personas , Buying Process , Chief Marketing Officer , Content marketing , Find New Customers , lead generation , Lead Nurturing , Lead Scoring , Remarkable content , Sales 2.0 , sales challenges. Asking «COMPANY_NAME» 5 direct marketing questions. This blog has a new and beautiful template. What do you think of it? You can check it out here. Because buyers changed and hold the power today.”. Don’t worry if you get a low score.
B2B Marketing Trends for 2016
processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. company sales rep, it becomes even more vital that both groups understand the buying process from.
Want to Improve Profits Quickly? Reduce Sales Discounts
APRIL 22, 2012
You know the Budget and Decision Making Process. Marketing management-best-practices Negotiations sales discounts sales-challenges sales-processReducing Sales Discounts delivers a major lift to the company’s profile and market valuation. Want to work on something this week that will make a big difference to the profits and market cap of your firm? What do you think?