4 BtoB Marketing Action Items for 2011


Lead Generation Companies - 4 Action Items for Today

Now that it’s March of 2011, it is time to revisit this important post for the new year.

Just like committing to diet or exercise, business improvement needs patience and determination.

Please review these tips and re-engage this plan for better fiscal results this year.

(Originally posted 12/30/2010)

Happy New Year from Find New Customers!

Fortunately, the economy seems to be improving, despite the recent unemployment rise. This week some prognosticators predicted lots of growth in 2011. Thank God. It’s about time.

I hope we leave the recession in the rear view mirror and you have a great 2011. And we at Find New Customers want to help you make 2011 a great year!

In order to turn that goal into a reality, we have 4 specific recommendations on what B2B marketers should do today to prepare for 2011. The holidays are a great time for 2011 planning. (We also included a new Slideshare presentation for your enjoyment.)

[slideshare id=6384109&doc=4b2bactionitems-101227161257-phpapp02]

  1. Download and read the white paper How to Find New Customers

    How to Find New Customers
    How to Find New Customers

    This will provide a high level overview of business to business lead generation best practices in a simple, easy to comprehend format. In fact, the Funnelholic called this a “must read.”

  2. emarketing-strategiesPurchase and read eMarketing Strategies for the Complex Sale by Ardath Albee
    This provides even more depth that the previous white paper so you can dive even more deeply into key topics. IMHO, this is the finest book on BtoB marketing ever published.
  3. Once you’ve read both How to Find New Customers and eMarketing Strategies for the Complex Sale, then you can focus on specific areas of learning where you need more help by visiting the Education page at Find New Customers.
    Lead nurturing, lead scoring, Universal Lead Definition, etc. Here you’ll find specifics on lead generation marketing. It’s like a well-organized library of education on business to business lead generation.
  4. Learn about Personality  - the Missing Ingredient in BtoB Marketing
    By visiting this page, you’ll learn innovative new approaches used by the most savvy marketing companies. You’ll learn how companies use wit, humor and thought leadership to attract prospective new customers to their businesses.

After those four action items are finished, you’ll be ready to hit the ground running in 2011. You’ll be ready to purchase important components like marketing automation from companies like Eloqua, Marketo and Silverpop. (Find New Customers is a Gold-certified Silverpop partner.) implement lead nurturing and lead scoring and crank up quality sales leads to deliver improved revenues and profits in 2011.

Please note: Most companies raised sales quotas in 2010 (as per CSO Insights), but IMHO raising quotas does not increase revenue. So let’s do it differently in 2011. By boning up on these topics during the holiday season, you’ll get great insights on ideas that really work to improve revenue and profits.

What do you think? We love your comments and appreciate you sharing on social networks too.

Huge believer in lead gen programs. I  developed successful program utilizing integrated Marketo/Salesforce.com platform with telesales support. I was truly amazed how quickly we saw results in terms of building a qualified pipeline. Your great white paper on business to business lead generation, How to Find New Customers was a huge help.

Jamie Deperdang, NSI Marketing Services

What do you think? We love comments and people who share.

Jeff Ogden is President of Find New Customers, a lead generation company specializing in online lead generation. “Lead Generation Made Simple” Check out the online show every Friday at 11am ET, “Laugh and Learn with the Fearless Competitor” - a fun show about lead generation marketing. Find New Customers is  one of a few lead generation companies in New York.

Find New Customers helps companies like yours (with 150 to 5,000 employees and complex products) deliver marketing lead generation developing and implementing lead generation marketing programs to improve the way you use B2B sales lead generation to find and acquire high quality sales leads using best practices in b2b lead generation. Quality 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.

To contact the B2B lead generation experts at Find New Customers, please use the form below.

  • kenny

    If Any of your readers are IT technology marketers my advice would be to NOT focus on traditional “linear” lead generation in 2011 .

    Go where your prospective buyers are, spend time, work and put some roots down. Help your company drive revenue and market share NOT 1000′s of names/emails AKA leads. :)

  • http://www.velocitypartners.co.uk Doug Kessler

    Nice one. The watchword for 2011: Focus.
    [That snowfall on your page freaked me out a bit. Thought my eyes were going dotty :–)]

    • http://www.jeffreyogden.com The Fearless Competitor, Jeff Ogden

      Thanks Doug. I agree with you on the importance of Focus too. What are you the expert at? As for the snowfall, sorry about that. It’s a “feature” the developers at WordPress dreamed up for the holidays.

  • http://www.rockannandgroup.com/blog Henry Bruce

    Good to-dos and resources to read Jeff. I would add to Doug’s watch word of FOCUS … on QUALITY. Leads, processes, practices, tools, etc.

    I will have to give the snow flakes a look since I also use WP. It definitely made me “focus” on what I was seeing on your site ;) .

    • http://www.jeffreyogden.com The Fearless Competitor, Jeff Ogden

      Thanks, Henry. And I agree with you. Quality is critical. BTW, I turned off the snowflakes……

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