How to make your 2012 sales quota (or look for a new job)

B2B Lead Generation | How to Find New Customers

Here are a few facts to cause deep concerns (Data from CSO Insights):

(For a related post, check out Why SalesSalesperson Needs Content Marketing and Marketing Automation.)

  • Over 9 out 10 companies (95%) raised sales quotas in 2011. They will undoubtedly go up again in 2012. Quota increases are accelerating too.
  • Out of 10 salespeople, only 6 made quota in 2010. With higher quotas, fewer than 6 will make quota next year – unless something changes.
  • The economy is a disaster and it looks like it will stay that way for some time. It won’t help you make quota or find a new job. Not only are prospective customers not buying, but salespeople (and sales executives) who lose their jobs are unlikely to be re-hired soon.

The conclusion is clear:

If you want to make quota in 2012, you MUST implement a best-practices demand generation program today. 

How? Start with this awesome white paper.

How to Find New Customers was called “the simple guide to B2B demand generation and a must-read.” by the B2B demand generation expert, Craig Rosenberg, also known as The Funnelholic.

How to Find New Customers
How to Find New Customers

It’s 100% free, so why don’t you click the image and download it right now? (We only share your contact info with the sponsor, Marketo.)

We’re fortunate that so many people had nice things to say.

Let’s review them here.

“This How to Find New Customers white paper is GREAT! I’m going to tweet and re-tweet it as much as I can!”

Paige O’Neill, VP of Demand Generation at Aprimo

“I created my company’s entire Go to Market strategy based on How to Find New Customers.  You’re exactly right.  It’s the right way to find and acquire new customers today.”

Software Company CEO

“So much has been written about demand generation, but How to Find New Customers makes it simple — which makes it a Must Read!”

The Funnelholic

“In my recent Dun and Bradstreet post, I shared some unexpected finds.  Jeff Ogden‘s How to Find New Customers white paper is excellent!

FastCompany blogger

“You’ve written a terrific white paper, How to Find New Customers, for our Chief Marketing Officers.”

The CMO Club

“Ogden’s How to Find New Customers white paper is terrific.”

Jeff Gaus, CEO, Prolifiq Software

“It’s a great read.  I printed it and gave it to my entire marketing team.”

Chief Marketing Officer, the Hay Group

“Real page-turner.  I couldn’t put it down till I finished it.”

CEO, Communications Strategy Group

“Very interesting and common sense based.”

Acxiom Global Marketing

“Loved the white paper (How to Find New Customers)  So much great information.”

CEO, Studio 525

Thanks for the kind words, everyone. Why don’t you tell us what you think by entering your comment below? And we appreciate you spreading the word too.

Check out the Full Demand Generation program offering from Find New Customers.

Read my blog on Kindle

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 at (516) 495-9350 or by sending an email to sales at

Find New Customers can certainly help your business dramatically improve the flow of sales-ready leads to salespeople.” Paul Dunay, Buzz Marketing for Technology.


2 thoughts on “How to make your 2012 sales quota (or look for a new job)

  1. Good points you have here. In reality, it takes a true demand generation agency that takes into consideration the improvements of the people, processes and technology in order to achieve the results today’s marketplace demands.

  2. Thanks for your comment, Cyanne. As Jim Dickie of CSO Insights says “Will doing more of what you did last year create truly different results?” Raising quotas does not improve sales.

    People, process and technology need to change – including the whole way most businesses think about buyers. This is why agencies are so important today, IMHO.


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