Right Time, Real Time Selling

Jeff Ogden, an award-winning marketing expert and President of Find New Customers, the nicest company in B2B marketing, wants to bring back this post from years ago, because it has good information for you.

Editor’s note: Eloqua has been acquired by Oracle and my LinkedIn Profile is at the top right of this blog, which is a blogging best practice and I welcome your visit. This blog is also included in the Marketo Big List of B2B Marketing Blogs, which is the source of the Top B2B Blog logo.  Thanks, Marketo!Marketo Big List of Blogs


In a 3/1/2006 article from Information Week, we learn that “Majority of CEO’s Plan Radical Change.”

The article goes on to say that internal R&D is the #8 source of new ideas — more and more CEO’s are turning to Sales and Marketing, Customers, and Business Partners for new sales opportunities.

CEO’s are paranoid and looking to move faster and faster. Editor’s note: If they were paranoid in 2006, they are even more paranoid 9 years later in 2015.

Here’s a radical change idea — from a young firm in Toronto formerly called Eloqua, which is now part of the Oracle Marketing Cloud.

Please note that Mark Organ is the founder of Eloqua and he once told me he went 9 months without making payroll and no one left the company. Wow!

Use the web and technology to automate the “black art” of the top of the funnel — lead development.

One thing I’ve always preached to my clients is this:

Good salespeople know how to sell. They have a clear and customer-centric process that uncovers pains and process. They win a remarkable percentage of the time. (In my case, I win about 9 out of 10 deals, because I do know how to sell.)

For those sales experts, the challenge is to keep the pipeline filled with qualified opportunities, or as I like to say “Mr. Right Nows.” which is what salespeople want and it’s now the theme at Find New Customers, which looks better than ever, so check it out please.

Here are four questions for you.

  1. What if your company could automatically produce customized emails to interested prospects (including pictures and web links)?
  2. What if the web link took them, not to your general site, but a personalized “micro-site?”
  3. What if that web site could collect info and move them through a self-qualification process?
  4. What if the salespeople were handed highly qualified opportunities, aka Mr. Rignt Nows?

GXS, a former GE division, did this and grew website lead generation by 70%. In three months, they generated over 1,000 new leads, worth several million dollars in revenue  based on close rate probability.

If you’re interested, here’s what I recommend: Go to their web site for Eloqua, which is part of the Oracle Marketing Cloud. Good marketing automation firms include Marketo, Act-On Software and Pardot. I used to host Mad Marketing TV which was sponsored by Act-On Software, thanks to their former VP pf Marketing, David Appelbaum.

Look at the success stories. Sign up to download the White Papers — particularly the one with the title of this article and apply the ideas you learn.

What do you think? We love comments (no SPAM please) and those who share on social media.

Jeff Ogden, the Fearless Competitor, is President of Find New Customers, the nicest company in BtoB marketing. 

He’s also the author of 3 highly acclaimed white papers, which are offered  free at www.findnewcustomers.com/resources.

  1. How to Find New Customers (a great white paper originally sponsored by Marketo)
  2. Definitive Guide to Making Quota
  3. Moving from Transactional to Conversational Email Marketing (sponsored by Genius.com)

Find New Customers is a B2B lead generation company in the Tampa/St. Petersburg area that helps business develop and implement demand generation programs to improve the way they get sales leads using best practices in lead generation.

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