It used to be so simple. The formula was clear. Problem – We need sales. Answer – Hire salespeople, especially those with industry or specialized experience.
Here’s what you need to implement lead generation programs. A clear universal lead definition – agreed by sales and marketing. A strong value proposition – specific, measurable and time-constrained. Compelling and remarkable content – bite-sized and multi-media. (It’s only compelling and remarkable because your clients say it is so.) An ongoing and automated lead nurturing… Read More
Update: How to Find New Customers has hit anothor big milestone. December 2009 was it’s biggest month ever by far and it has now delivered over 100 sales-ready leads for Marketo. It’s the gift that keeps on giving. When Marketo and Find New Customers agreed on a White Paper back on January 27th, 2009, it… Read More
CSO Insights is currently in the process of launching their 16th annual Sales Performance Optimization study, the past results from which have been regularly featured in Harvard Business Review, Business Week, Entrepreneur Magazine, Selling Power Magazine, Inc., CRM Magazine, etc. Having reviewed their past reports, I would like to encourage you to take part in… Read More
Due to the tremendous popularity of How to Find New Customers, the white paper I penned some months ago — I’ve decided to bring the fresh ideas and concepts of demand generation to the people — with workshops in both San Francisco and New York City. I’m working with Kevin Temple of The Enterprise-Selling Group… Read More
Great post by Jim Burns, CEO of Avitage on a problem faced by many businesses. Email is cheap and easy but it’s effectiveness is very, very low. How can we improve its effectiveness? In this post Jim explains how businesses might use phone, email and video together to build trusted relationships and more sales-ready leads.… Read More