One of the most powerful tools in the marketing arsenal is the case study, but most companies don't know how to develop them. This free worksheet will help you interview your client to write a compelling case study.
The harsh reality is that people do not buy products or services. They actually buy the stories around those products or services.
Great video from Seth Godin. Super video clip to get your juices flowing.
Jim shares data and great insights from nearly 600 companies they studied in their 2009 Lead Generation Optimization Study.
The author of FaceBook for Dummies shares the story of how his company, Avaya, embraced social networking.
Lead nurturing is the process of keeping in touch gently with customers who are not yet ready to buy. It's also what most companies miss.
Kim Albee, CEO of Genoo, interviews the Fearless Competitor about demand generation
Great webinar for the VP, Marketing of Marketo. How they have become one of the fastest growing ever.
Good article comparing the in-house approach to outsourcing lead generation to a company like Find New Customers.
In this example, a company has 80 leads and 10,000 inactive prospects in the database. Currently, only .4 percent of the inactive prospects buy, so the company decides to embark on lead nurturing.
Please note that the cost drops too. Assuming a $90,000 budget, the cost per lead drops by 33% -- from $750 per lead to $500 per lead.
Jim Burns, CEO of Avitage, sits down with the Fearless Competitor for a discussion of the need for a content strategy with marketing automation.
Jep Castelein and Arthur Germain discuss the 7 reasons why marketing automation fails with the Fearless Competitor, Jeff Ogden.
You'll learn the importance of great messaging, where most companies fail and the four characteristics of great messages from this top expert.
Below you'll find many articles, podcasts and other content for you to learn.
However, there's even more great content on the Insiders page, which can only be access via a free signup.
If you sign up for Insiders, we'd like to thank you by sending a free copy of our new e-book on lead scoring.
To contact us, please call (516) 284-4930 or send an email to jogden@findnewcustomers.net.
The words you use to describe your products and services can make a big difference in sales results. This e-book shows how it is done.
How to turn your website into a selling tool.
Barbara Dondiego, SVP Marketing at Level3 and Ed Lemire, EVP of Marketing and Products with Acteva discuss trends and take-aways in Event Marketing with the Fearless Competitor, Jeff Ogden.
With buyers in control, sales and marketers need creative ways to get into accounts. This podcast explains how to do it.
In this session recorded for The CMO Club, four experts including Brian Harmon - Palo Alto Networks, Paul Dunay - Avaya, Jeff Ogden - Author of How to Find New Custmers, and Jon Miller - Marketo all share insights on demand generation in this new social marketing environment. May 8 2009
Note from The CMO Club "Great discussion on the changing approach customers are taking for learning about companies and making decisions about buying products and solutions."
Highlights include:
- the changing role of sales and marketing in this lifecycle
- understanding your best sources of revenue across existing customers, new leads and lead nurturing
- the importance and approaches for truly understanding your customers
- setting expectations up front with sales on marketing's role and metrics for demand generation
- the intersection of brand and demand generation.
The CMO Club recently conducted a series of CMO interviews, and these 5 priorities emerged
The Fearless Competitor interviews the former Chief Marketing Officer of Iron Mountain, John Petralia, to learn his firsthand experiences and recommendations. Great interview and very thought-provoking.
Kent describes his 36 month marketing turnaround. Learn how he did it, what he learned and what had the biggest bang for the buck.
The documented process Kent used to turn around the marketing department at BearCom.
An example marketing piece by Bearcom
This case study, by MarketingSherpa, explains how this software firm grew their lead flow.
In this article, the Fearless Competitor explains why most B2B websites are a bust and fail to increase sales.
Jeff interviews this expert in lead generation for his white paper entitled "How to Find New Customers."
Standard marketing gobbledy-gook does not engage prospective buyers. In the article, you'll learn the right way to talk to prospects.
Marketing needs to go back to basics and rebuild the fundamentals.
Guest post by Ardath Albee of Marketing Interactions
Jeff Ogden, in his Demand Generation series, interviews Jon Miller on how to engage target companies not yet ready to buy.
Craig Elias of Shift Selling shares best practices
Most marketing content is never used by salespeople. Marketing expert Ardath Albee tells you how to solve this problem.
Lead nurturing is the process of building trust over time with qualified buyers who are not ready to buy right now.
Good whiteboard discussion of an important topic is an easy to understand format with the CEO of Marketo.
This is where you will find other content
Main Conclusion: Marketing is a Arms Race with free compelling content as the weapons of battle.
