How to Prioritize Sales Leads Part 2 - Mac McConnell of Bluebird Strategie

Posted by Jeff Ogden on May 11, 2011

B2B Lead Generation | How to Prioritize Leads | Part 2 of 3

In our last post, we shared part 1 of Mac McConnell of Bluebird Strategies talking about lead scoring at Software Advice. In this segment, he dives in deeper.

Marketo Lead Scoring

More quality sales opportunities leads to more sales which leads to higher revenue and market share.

In this second installment, Mac discusses buyer insights, lairs and trust and more.

We thank Mac for his insights and the nice folks at Software Advice for sharing with our readers. The third and final video will run next Tuesday.

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

Have you seen our new free “cheat sheet” - 7 Keys to B2B Marketing Success? No sign-up needed. Go grab it now! Or sign up for our demand generation podcasts in iTunes.
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Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th.

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 expert lead generation companies like Find New Customers.

The “Whom to Choose” Buying Phase

Posted by Jeff Ogden on May 11, 2011

B2B Lead Generation | The “Whom to Choose” Buying Phase

Over the last few weeks, we’ve introduced you to some of the concepts in our highly acclaimed (and free) white paper, How to Find New Customers. Now we will address the final stage - Whom to Choose. (Click the image to download this free and highly acclaimed white paper. We share your information with our sponsor, Marketo, but you can easily opt out anytime.)

How to Find New Customers

This stage is, unfortunately, a slam dunk for most sellers. It is where you blow your own horn. It’s why you are better than your competitors. Most B2B sellers are well armed for this stage - it is the earlier stages where they fall short.

To engage with buyers at this late buying stage, share 3rd party validation - Forrester Research, Gartner, Customer quotes, etc.

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

Have you seen our new free “cheat sheet” - 7 Keys to B2B Marketing Success? No sign-up needed. Go grab it now! Or sign up for our demand generation podcasts in iTunes.

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

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.

Find New Customers purchases Cisco for $9 billion in cash

Posted by Jeff Ogden on May 11, 2011

Find New Customers is pleased to announce the purchase of Cisco for the sum of $9 billion in cash. Said company President, Jeff Ogden, “We’re delighted to buy Cisco. It a great addition to the business.”

“As for the purchase price, it’s amazing what you find under the couch cushions. In our case, we found $9 billion.”

We’re kidding of course, (our real budget is much more like the hand depicted in this picture) but with Microsoft buying Skype for $8.5 billion in cash, we could not resist! We hope you got a big laugh out of this. We sure did.

What do you think? Did you enjoy this tongue in cheek wit? If so, share it and comment too.