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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.

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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. Have consistent messaging for every persona at every stage.

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. Same for your videos, datasheets, white papers … you get the idea.

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.&# I printed it and gave it to my entire marketing team.&#. I 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.).

Why Sales needs Content Marketing and Marketing Automation

Fearless Competitor

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.

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 Works Today in Marketing.

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. Define buyer personas. Identify the right leads for sales.

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. Content/Marketing Automation Set-up.

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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 data are available to determine when we should focus on prospect education , or when we can kick into “sales mode.” A Powerful Sales Toolkit. Personas: Shorthand for Prospect Identification.

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.

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.

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.

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. What does Sales really need to be 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.  Image by kardboard604 via Flickr.

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. 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. Brian’s theme was the “Connected Consumer&# and how he/she is revolutionizing the world of B2B marketing. You need buyer personas 2.0.

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.

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. A sales lead generation program depends on successful execution of a handful of things. 6 keys of B2B marketing success. My 6 keys to B2B marketing success today.

Mapping Your Content to the Buyer’s Journey in 15 minutes


Periodically, today’s content marketer needs to take a step back and see the forest (or whatever is your preferred “big picture” cliché). These pauses are an excellent time to evaluate whether your offered content matches your targeted audience’s persona(s) and where they are in their buying journeys. In this episode of the Rethink Podcast, we meet with Karrie Sundbom, senior manager for content marketing at Act-On. Want to learn more tips for Content Marketing?

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.

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

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.

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. White papersVideosPodcasts.

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. Here are the five New Year’s Resolutions for Marketers that I plan to try to keep in mind during 2016 and beyond.

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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. Quality sales leads matter. In fact, a recent study found that sales teams with fewer, high quality sales leads closed more than sales teams with more leads of dubious quality.

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. Select the right Marketing Automation Solution.

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Heroes and charlatans

Fearless Competitor

If you need a great marketing strategy , we’re your team. Social media marketing – ditto. Sales Leads sales process Sales-Marketing Alignment sales-ready leadsWho is the hero and who is the liar? Two websites with almost identical names.

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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 Sales looks for Mr. Right Now. The answer: Lead Nurturing. Hey Tampa/St.

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? Sales Enablement

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. Create and embrace your target buyer persona(s). Get complete alignment with sales.

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. Or do you prefer the name a person, like Ogden Marketing, or a dog like a Bulldog?

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. sales challenges

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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. They write ebooks, white papers and blog articles.

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. 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. 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.

Treats or Tricks? 13 Timeless Marketing Horrors


Marketing can be a high-wire act. With Halloween approaching, we thought we’d take a look at the tricks – and a few of the potential treats – of digital marketing. That can happen if you don’t have a documented marketing plan. 5) Your automation process has dead ends.

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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.

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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.