Daily Archives: July 13, 2011

Find New Customers congratulates the Demand Generation Experts in BtoB Magazine

Posted by Jeff Ogden on

BtoB Demand Generation |Top Experts in B2B Magazine

The B2B lead generation consultancy Find New Customers congratulates the 15 men named top experts in Demand Generation in Who’s Who in B-To-B announced today in BtoB magazine. (There are also some great women in demand generation too, by the way., like Ann Handley, Rebel Brown, and one with the initials AA)

While we post the winners in this category below, we also wish to share the Full List of BtoB’s WHO’s WHO IN 2011.

We offer them all our best wishes and congratulations!

  1. Adam Blitzer, COO, Pardot
  2. Todd Davidson, President, Bulldog Solutions
  3. Stephan Dietrich, President, North America, Neolane
  4. Phil Fernandez, President and CEO, Marketo (Sponsor of our white paper, How to Find New Customers)
  5. Malcolm Friedberg, CEO, Left Brain DGA
  6. William Godfrey, President, Aprimo (Aprimo is a client of Find New Customers)
  7. Brian Halligan, CEO, Hubspot (We were a guest on HubspotTV)
  8. Carlos Hildago, CEO Annuitas Group
  9. Yuchan Lee, VP and GM, IBM Enterprise Management Group
  10. John Neeson, Managing Director, Sirius Decisions
  11. Bill Nussey, President and CEO, Silverpop
  12. James Obermayer, Executive Director, Sales Lead  Management Association (We recently appeared on their radio show.)
  13. Joe Payne, CEO, Eloqua Corp.
  14. Tom Pisello, Chairman, Alinean
  15. Sam Weber, CEO, Genius.com (Genius.com sponsored the white paper Moving from Transactional to Conversational Email Marketing.)

Congratulations from Find New Customers!

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Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. He presented “How to Build an Awesome Personal Brand” at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio.To learn about Jeff, please click Who is the Fearless Competitor

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

How to Nurture Sales Leads

Posted by Jeff Ogden on

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


According to a recent study by Forrester Research “only 5% of companies follow a streamlined lead-nurturing process in which every customer contact is orchestrated.”

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 benefits of quality 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. You will also find a great “cheat sheet” - 7 Keys to Successful Lead Nurturing” there. In fact, we are meeting with a client this week to help them with lead nurturing.

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.

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

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Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. He presented “How to Build an Awesome Personal Brand” at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio.

To learn about Jeff, please click Who is the Fearless Competitor?


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

Bye, bye B2B Sales Lounge

Posted by Jeff Ogden on

Ever see a parking lot with weeds in cracks and looking like it’s been poorly maintained? That’s the B2B Sales Lounge today.

We used to write the B2BSalesLounge for OneSource - publishing great insights from top sales experts. But a few months ago the client pulled the plug - telling me they had a plan for the blog.

This blog used to publish every weekday. Now the latest post is April 21, 2011 - almost 90 days ago.

Since I handed the reins back on March 15th, they have done exactly 4 posts.

It’s clear they pulled the plug on this blog. It’s effectively dead. I know it is intentional, but I believe is a very bad idea.

We believe blogs are essential. Frequent updates, keywords and robust thought leadership content are essential. In fact, since we’ve focused all our energy on this blog, it has grown by leaps and bounds. In just the last 2 1/2 months, over 4,000 unique visitors have stopped by. As a result, FearlessCompetitor.net is one of the most popular B2B lead generation blogs on Earth.

For a great white paper on blogging featuring top bloggers (including me) download this white paper on B2B blogging trends in 2011

What do you think? Please enter comments below.

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Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. He presented “How to Build an Awesome Personal Brand” at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio.To learn more about Jeff, please click on Who is the Fearless Competitor?

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.