Daily Archives: September 8, 2011

Panel Discussion: B2B Content Marketing for Marketing Automation

Posted by Jeff Ogden on

B2B Demand Generation | Content Marketing for Marketing Automation

I’m the first to admit I get WAY too many webinar invitations. I ignore 95% of them at least. But when three good friends and people you respect have a webinar, I take notice. I’m signed up and I hope you will join me.

Why is this important? If you bought marketing automation - e.g. Eloqua, Marketo, Silverpop, Pardot, Act-On, etc. you find it has an insatiable appetite for content. Lead nurturing requires a continual flow of compelling (to the recipient) content.

Marketing automation

Marketing automation's ravenous appetite for content

Here are the blue ribbon experts and good friends of Find New Customers. (all based in the UK, by the way)

  • Bob Apollo, Inflexion-Point Strategy Partners
  • John Sweeney, DemandGen
  • Doug Kessler of Velocity Partners and author of B2B Content Marketing Workbook. (A transplanted Yankee in London by the way.)

Sign up for the panel discussion on B2B Content for Marketing Automation.

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Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending 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.

“If more companies listened to (Find New Customers) a lot more would be sold.” Dan McDade, Pointclear.

Interesting insights from Google Analytics

Posted by Jeff Ogden on

B2B Lead Generation | Traffic Sources

Check out this image. Some interesting data here. Our take-away follows.

Conclusion 1: The most popular source of traffic to Find New Customers is organic search. SEO is our # source of website traffic. That means when people type keywords like “B2B Lead Generation” into Google, we show up.

Conclusion 2: Our BEST traffic comes from our Fearless Competitor blog. Despite the fact it is not bringing as many users, the ones that do visit via the blog go to more pages and spend almost 300% more time. So blog leads are vastly more valuable.

Bottom line: SEO is good and useful - but a great and popular thought leadership blog is priceless.

Read my blog on Kindle

Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending 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.

“If more companies listened to (Find New Customers) a lot more would be sold.” Dan McDade, Pointclear.

A Terrible Prospecting Email Example

Posted by Jeff Ogden on

Lead Generation Companies | How NOT to Prospect Using Email and Video

(Update on 9/12/2011: We reached out to the new VP of Global Marketing at the offending company. Will they respond? How will they respond? We’ll post the results here. So far, not good. This post ran on 9/8)

As we pointed out in this blog article “The Current State of B2B Demand Generation“, most companies still use email as their main lead generation tool. So how well they use email is critical. This example shows how NOT to do it.

This is an actual email a business partner received from a multi-billion dollar telephony company. It proves that even really big companies can send terrible emails. The company name and Salesmansales rep name has been removed to protect them. (We wish to show an example, not punish them.)

What’s wrong with it?

It’s totally me, me, me. It talks only about the seller’s company, products and features.

Not one word about what problem it solves for the prospect, why the reader might need it, or sharing insights the prospect may need into how technology is evolving.

It is a disaster from a big company that should know better.

From: B, Brian M (Brian)
Sent: Friday, July 01, 2011 10:27 AM
To: Jim Burns
Subject: Brian from AV Phone Systems

Hi Jim,

I wanted to follow-up on my voice mail to you regarding your company’s future plans.  As your AV Phone Systems Inside Sales Representative I look forward to further conversations around this topic.

I’d like to invite you to watch the following short videos which briefly talk about the benefits that our AV Phone Systems IP Office Solution and Unified Communications solution could bring to your business.  (Link to Video clips of product demo appears here.)

Please feel free to contact me with any questions regarding our products and services.  I encourage you to look at the other offerings that we have featured on our website and see how we can help your organization reduce costs, increase productivity and expand efficiency.

I look forward to working with you in the future and am available to assist with any other questions that you may have.

Regards,

Brian

Brian M. B| Global Inside Sales  Certified Professional Sales Specialist

It’s 100% a product shill. The email is about product. The videos are about product. Sorry, but terrible job.

What do you think? We love comments.

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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 send an email to sales at findnewcustomers.com.