Wanna win a free business book?

Launch: How to Quickly Propel Your Business Beyond the Competition

is the new book by Michael L. Stelzner and you can own it for free.



Why do you want this book? As one of a select few bloggers invited to review this book, they sent us free copy to give away.

“If your business is flying high by making cold calls to sales prospects and by spending boatloads of money on ads, then you don’t need the rocket fuel contained in this book. But if you’re looking for a better way to reach the business heights you’ve only dreamed of, start reading Launch. Stelzner is a rocket scientist.”

David Meerman Scott, author of Real Time Marketing and PR

How can you win this book for zero funds? (We even pay shipping!)

Make a sign that says something like:

I LOVE Find New Customers and plan to Launch my Business!

Take a picture of you holding the sign and email it to jeff dot ogden at findnewcustomers.com.

The best picture wins the book. Good luck!

(Your picture and likeness becomes the property of Find New Customers.)

What’s the best book on B2B marketing?

Let’s have some fun. A lot of great books by superb authors have been written on B2B marketing - but which is the best? Here’s a chance to speak your mind.

Please select which of these B2B marketing books is best. We’ll share the results with our readers in a couple of weeks.

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Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. Find New Customers helps companies rapidly grown revenue by transforming how they attract, engage and win new customers. To contact Find New Customers, call (516) 495-9350 or send an email to sales at findnewcustomers.com.

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, can certainly help your business dramatically improve the flow of sales-ready leads to salespeople.” Paul Dunay, Buzz Marketing for Technology.

Lead Nurturing Fundamentals - How to do lead nurturing

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

We were contacted by a prospective client yesterday who was interested our lead nurturing services, so we felt it was time to share this post again.

With up to 9 out of 10 visitors to your website not ready to buy, lead nurturing isLead Nurturing 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 process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.

From Marketo, here are the impressive benefits of lead nurturing:

  • Fewer marketing-generated leads ignored by sales (from 80% to as low as 25%)
  • 150% increase in contact-to-lead conversion rate
  • 2-3x lift in conversion rates on raw leads to qualified opportunities
  • 20% more sales opportunities
  • 225% increase in volume of prospects that convert to sales opportunities
  • 7% points higher win rates on marketing-generated leads
  • 6% points lower rate of “no decisions”
  • 2x increase in bid-win ration
  • 47% higher average order values

Problem is - most companies  simply send out email after email without any plan - so they rarely get the results promised by Marketo and others.

What you really need is a story that walks the prospective buyer from Problem to Solution - leveraging deep buyer personas. Only with deep insights, will you be able to craft the compelling messages you need to move the prospective buyer through the process.

This is why we created this video clip - to share insights on this important B2B marketing concept.

Hope you find it helpful.  For more information on Lead Nurturing and the services we offer to help you dramatically improve your lead nurturing programs, please visit our Lead Nurturing page.

Check out what Forrester wrote about lead nurturing. We could not agree more.

“Determine the personas and buyer journeys that can be supported with nurturing. Most marketers struggle to use lead nurturing because they don’t know enough about how their buyers seek information early in their problem-solving cycles.
Marketers must identify the personas within the segments they want to target and map the buyer journeys that each persona takes. They need to crisply define the questions buyers may ask when they go online and do research on their problem, learn about approaches others have taken, define their requirements,and build the business case to get budget for a purchase so that they can satisfy these information needs with lead nurturing.”

Lead Nurturing Overview from Jeff Ogden on Vimeo.

To learn about the Lead Nurturing Services at Find New Customers, please click the image below.

Lead NurturingThis blog publishes 7 days a week and 2 times a day on weekdays. Keeping it fresh!

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 for sales teams, they turn to lead generation companies like Find New Customers.

7 Personality Traits of Top Salespeople - from Harvard Business Review

What determines the performance of top salespeople? Answer: Personality, not knowledge.

Love this article in Harvard Business Review, as the author, Steve W. Martin, (bio below)

Steve. W. Martin

shares 7 personality traits that top salespeople have in common. He personally interviewed thousands of salespeople and administered personality tests to 1,000 of them.

“My goal was to measure their five main personality traits (openness, conscientiousness, extraversion, agreeableness, and negative emotionality) to better understand the characteristics that separate them their peers. The personality tests were given to high technology and business services salespeople as part of sales strategy workshops I was conducting. In addition, tests were administered at Presidents Club meetings (the incentive trip that top salespeople are awarded by their company for their outstanding performance). The responses were then categorized by percentage of annual quota attainment and classified into top performers, average performers, and below average performers categories.

The test results from top performers were then compared against average and below average performers. The findings indicate that key personality traits directly influence top performers’ selling style and ultimately their success.”

With my background in sales, I relate to the personality traits that made me so successful in winning business.

In addition, check out my article “How to Hire Great People Every Time” which shows why the obvious candidates are often not the best choices.

I summarize the article here, but invite you to read the full article at 7 Personality Traits of Top Salespeople.

The key question in my mind is this:

If personality traits are what make a top salesperson, why don’t companies try to hire those personality traits?

In my experience, here’s what almost all companies look for in salespeople:

  • Industry experience
  • Quota achievement

But as the research shows, top salespeople have 7 personality traits in common. Here are the 7 Personality Traits of Top Salespeople.

  1. Modesty
    Modest salespeople work well on modern sales teams. Modest people make good team members.
  2. Conscientiousness
    This trait enables salespeople to manage the sales process. Staying on top of key issues and concerns is a key item. (We believe in the adage “A Promise Made is a Promise Kept.”)
  3. Achievement Orientation
    This helps them to understand the politics of a situation and drives them to meet with key decision makers. (We’re known as the Fearless Competitor.)
  4. Curiosity
    Curious salespeople ask open and revealing questions in the sales meetings which close gaps and speed decisions.
  5. Lack of Gregariousness
    Many are surprised by this finding, but sales needs to earn trust. Too much talking destroys trust. Great salespeople use words selectively.
  6. Lack of Discouragement
    The top salespeople often have a background in sports, so they know how it feels to lose and how to come back from it. Sales is about competition and bouncing back from losses.
  7. Lack of Self-Consciousness
    This points to a fearless attitude. Are they willing to take a chance and reach out to a top executive? (As mentioned, we’re known as the Fearless Competitor.)

The author sums up the article:

Not all salespeople are successful. Given the same sales tools, level of education, and propensity to work, why do some salespeople succeed where others fail? Is one better suited to sell the product because of his or her background? Is one more charming or just luckier? The evidence suggests that the personalities of these truly great salespeople play a critical role in determining their success.

Steve W. Martin

Steve W. Martin

Steve W. Martin teaches sales strategy at the USC Marshall School of Business. His latest book on sales linguistics is Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy.

For Dave Stein’s take on assessments, check out Understanding the Value of Assessments for Sales Hiring

Do you measure the personality traits of your sales candidates? What has been your experience with it? Please enter your comments below.

We invite you to purchase our $49 Demand Generation training course.

Read my blog on Kindle

Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. Find New Customers helps companies rapidly grow revenue by transforming how they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or by sending an email to sales at findnewcustomers.com.

“Find New Customers, can certainly help your business dramatically improve the flow of sales-ready leads to salespeople.” Paul Dunay, Buzz Marketing for Technology.