The Power of Inbound Marketing – a case study


Find New Customers, the B2B demand generation company, is closed on the weekend. It’s time for family

But despite the fact that the people behind Find New Customers are not in, our marketing

Inbound Marketing
Inbound Marketing

content and blog continue to work hard for us. (Hubspot is right – PPC is temporary, but SEO is permanent.) Something happened today that shows the power of inbound marketing. that I wish to share it with our readers.

As 6:12am this morning, while my wife and I were sleeping, someone visited Find New Customers and spent over three full minutes filling out forms and downloading content, including our highly acclaimed white paper, How to Find New Customers.(One way we measure the “stickiness” of our website is by how long people visit and if they consume multiple pieces of content.)

Who was this person and for whom does he work? We don’t ask for a company name or URL, but we do ask for a corporate email address. (We also measure what percentage of time people give us valid corporate email addresses.)

With his corporate email address, it’s easy to figure out the company he works for. This quickly led me to the company website. I expected a tiny consulting company, but what I found was very different.

  • They are a public, London-based oil field services company with $3.6 billion in revenue and 14,000 employees (Our ideal customer profile is 150 to 5,000 employees, so this is a huge company.)
  • The source of the lead was our popular b2b marketing blog, Fearless Competitor. (Over 56,000 readers to date!)
  • By filling out our forms, he is automatically entered into our carefully crafted lead nurturing and scoring programs in our marketing automation software.

Imagine this: A potentially great prospect – added to your marketing database and put into your lead nurturing and scoring program – all while you slept!

Seems clear to me. If you don’t have great content and a really good blog, along with carefully crafted lead nurturing and scoring programs, you are vulnerable to savvy competitors. Case in point, an upstart in the business intelligence software space is causing sleepless nights at competitors like Microstrategy, Actuate and Information Builders.)

Maybe you ought to talk to Find New Customers. You might wish to learn about our Lead Nurturing and Scoring Service.

What do you think? We love comments and people who share.

Read my blog on Kindle

Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find

How to Find New Customers
How to Find New Customers

New Customers and his company helps businesses design and deploy world class lead nurturing and scoring programs.

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, 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.

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