If you’ve listened to sales experts or read my white paper, How to Find New Customers, one thing should be crystal clear today.

Buyers are in control.  Sales is not.

What happened?  What happened to traditional “smile and dial?”  The more our salespeople call, the more leads we get?  Sorry, but those days are gone forever.

With the advent of the Internet and very fast connections, buyers now do their own research.  In fact, they intentionally avoid contact with salespeople.  Call ID and voicemail screening enables them to block salespeople and avoid their contact.

So how does your company connect with prospective buyers in this new world?

Enter Marketing.  Or more specifically, demand generation.  Or as I like to say, Find New Customers.

Companies need

• Ongoing and gentle communications with prospective buyers — long before sales talks to them.
• Decision-makers need to develop trust and confidence in your firm — before sales talks to them.
• Decision-makers need to be gently nurtured if not yet ready to buy — until they are ready to buy.
• And leads need to be scored — to separate wheat from chaff — and to ensure salespeople talk to real prospective buyers.

At this point, I’m fairly certain you’re thinking.  “Hey, that all sounds great.  But how can we do it here?”

I suggest you consider hiring a real expert for a 6 month project.  It need not be me.

Please visit Find New Customers .  Take your time.  Look around.  Download and read How to Find New Customers .  Visit the Resources page.  Read the About page.

And if you like what you see, look closely at the Services page .   Fill out the form to access a 3 stage process plan.

For companies looking for best practices in b2b lead generation who wish to improve the way they acquire new customers, Find New Customers is the place to go.  CSO Insights says companies need to improve the way they generate leads and implement processes for business to business lead generation.

Jeff Ogden, the Fearless Competitor, is a demand generation expert and sales leader, as well as the President of Find New Customers, a lead generation company, who helps businesses create lead generation campaigns and continually publishes the best lead generation ideas, so his readers can determine the best lead generation strategy to find new customers.