Daily Archives: May 9, 2011

Lead Nurturing Overview (via )

Posted by Jeff Ogden on

Great overview of lead nurturing.

Lead Nurturing Overview 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 With up to 9 out of 10 visitors to your website not ready to buy, lead nurturing is one of the most important factors in B2B marketing today. Few companies do it at all, and very, very few do it well. Lead nurturing is the pro … Read More

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The Lead Generation Assessment Service

Posted by Jeff Ogden on

B2B Lead Generation | The Lead Generation Assessment Service

“The leads we get from Marketing are crap.”

DetectiveNo doubt many business leaders hear comments like that. Chances are, they’re right. The leads they are getting are crap. But why?

  • Is it because our lead nurturing programs aren’t working?
  • Is is because our value proposition is weak?
  • Is it because we lack good buyer personas?
  • Is it because we don’t offer the right content?

Chances are - those questions stump most companies.

Getting to the root cause of the problem is imperative. You simply cannot fix a problem without first getting to the root cause - you won’t fix the right thing - losing time and money.

Problem is, most in-house people are too close to the problem to be objective. This is why outside insights are need and lead generation companies like Find New Customers can help you.

This is why most new clients of Find New Customers start with the Lead Generation Assessment Service.

The lead generation assessment service is low-cost ($4,995), quick (3 weeks) and provides a written list of recommended actions. It uncovers root causes and helps you develop an action plan.

To learn more and contact us, click on Lead Generation Assessment.

Check out our new “Link to Us” page. We’re honored if you would use it to create links from your website or blog.

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Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. He presented at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio tomorrow.

Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.

Find New Customers announces the release of our newest “cheat sheet”

Posted by Jeff Ogden on

May 10, 2011, Bethpage, NY

New Cheat Sheet | 7 Keys to B2B Marketing Success is released

Find New Customers today announces the release of their newest B2B marketing “cheat sheet.” This new cheat sheet follows the highly acclaimed “7 Keys to Lead Nurturing Success” earlier and is part of our bi-monthly release of new marketing content in this series. More cheat sheets will follow.

7 Keys to B2B Marketing Success - from Keywords to Metrics

Concise, easy to read with links to further information, this is sure be a great asset for B2B marketing leaders.

“We believe bite-sized, easy to digest content is the wave of the future,” says Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. “As the sales expert Jill Konrath says ‘Executives are crazy busy today’ - so they don’t have time to read long documents. Besides, embedded links mean they can dive in deep anytime they wish. This enables the viewer to quickly grasp the high level, yet do more research as desired.”

This new cheat sheet can be obtained for free, no registration needed from the home page of Find New Customers or by clicking the image below. Download and save it, or you can view it online to access all of the links.

Jeff Ogden is President of the B2B lead generation consultancy, Find New Customers. We help companies with between 150 and 5,000 employees who sell complex products to businesses to implement world-class lead generation programs. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.

The “Who is Best?” Buying Phase

Posted by Jeff Ogden on

Lead Generation Companies | The “Who is Best?” Buying Phase

If you’ve read the highly acclaimed white paper, How to Find New Customers, you’re already familiar with the customer buying process in there. Over the past few weeks, we’ve shared the buying process with you.

By now you undoubtedly understand the importance of mapping your content to move the buyer from stage to stage in the buying process - from initial interest to purchase.

How to Find New Customers

How to Find New Customers

We’re nearing the end now. The buyer has learned her problem, resolved to address it and has researched solutions. All she has left to do is to choose the winner.

Fortunately, it’s this stage where most companies excel. They’ve spent a small fortune on defining why they’re best. Chances are your content already does this.

But instead of blowing your own horn, look to third party endorsements. Gartner, Forrester, industry experts, etc. are all good sources of credibility. And don’t just use text. Today, I recommend video testimonials and vignettes, (like our Inbound Marketing vignette.)

What do you think? We love your comments and re-Tweets.

Check out our new “Link to Us” page. We’re honored if you would use it to create links from your website or blog.

Jeff Ogden is President of the B2B lead generation consultancy, Find New Customers. We help companies with between 150 and 5,000 employees who sell complex products to businesses to implement world-class lead generation programs. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.