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Are Third Party Sales Leads Killing Your Brand?
In an effort to grow their businesses faster, and simplify the marketing process, Sales and Marketing Managers have succumbed to the simplicity of acquiring third party sales leads. But what are you giving up when you no longer generate your own leads? The consequences may be more severe than you know.

The Death of Boring White Papers
As the Vice President for Human Resources for a $750 million diversified manufacturer, Jason seemed to be on the hit list for every consultant and headhunter on the eastern seaboard. It wasn’t that he didn’t use their services, in fact he was desperately in need of some specialized assistance, but finding just the right advisor was quickly becoming much harder than he anticipated. One thing was certainly clear-he wasn’t going to find what he needed from his existing network of contacts. That track had been lapped multiple times. Thus, he’d put the word out three weeks ago that he was open to learning about new firms and experts. Since then, the trickle of white papers and reports that came across his desk had turned into a veritable tsunami.
The Value of a Value Propostion
Understand how a value proposition can assist in promoting your business and positioning your company.
Secrets of Selling to the "C" Suite
Learn the secrets of getting in front of decision makers and learning how to close business with those that can.
How to Get Better Results with Cold Calling
Learn the secrets to gain better results from cold calling success.
Negotiation Tactics
Understand the art of negotiation and win any conversation with minimal concession.
Winning Business with Referrals
Use referrals to decrease labor and increase your percentage of closed business and new revenue.
How to Increase the Sales Pipeline
Learn how to produce more leads with less labor
The Importance of Customer Service
Gain insights of how to use customer service as a branding and marketing differentiator.
Seven Irresitable Laws of Customer Service
Create customer service tools that set you apart from competitive forces and make you and your company a client magnet.
Solving the Customer Service Puzzle
Learn the simple rules of customer service to assist your organization create the differentiation required to create allure.

Selling and Attitude
Discover how much you attitude counts in trying to sell your products and services.

How to Survive in Volatile Times
Learn the art of companies that can survive in any economy and why they are built to last.

7 Poisonous Sins of Trying to sell
Sales is a precarious profession that requires a process. Many believe that selling is an easy profession but it takes moxie, patience and more importantly strategies that pave the way to success. Discover the seven secrets to selling success.

The relationship of revenue growth to your job?
Every sales person knows the relationship of prospecting to sales is critical. Without prospecting you are not likely to get a sale. We all know the relationship of sales to revenue growth is high. But how many people in your company know the relationship of revenue growth to their specific job? The sales people do. Owners do. They think about it every day.
Use This Simple 3 Circle Strategy To Increase Sales
Sales is demanding especially during challenging times from economic downturns to increased global competition. Here is a simple strategy to get you back on track.
Never Give Up
Current times are tough, but seem to be getting better now. It usually takes many contact to make a sale.
How to Fix Your Prospecting in a Single Day
Sales prospecting is a lot like exercise. We all know that we need to do it, we usually have a good idea of how to do it, and we can be pretty certain of what the long-term results will be... and yet, that doesn't make it any easier. The issue, of course, comes down to discipline. To enjoy that pipeline full of fresh, qualified sales leads later, we have to do some things that might be inconvenient or uncomfortable today.

How to turn sales leads into dollars
One of the most difficult things for any business to do is to generate and convert sales leads. Sales leads are the heartbeat for any organisation. If you have no sales leads, you do not have sales, and that is not a good state for your company to be in.

5 Sales Tips to Turn Hot Leads into Hot Sales
So how fast do you believe leads stay hot? Or would you prefer this question, how fast do you believe leads get cold?
The 4 Buckets for Sales Training that Deliver a Positive Return on Investment
Is your sales training not delivering the results you expected or more importantly need? Maybe you are placing too much of your efforts in only two of the four buckets necessary to deliver a positive return on investment
Is Your Sales Training Demonstrating 20/80 or 80/20?
Where are you putting your sales training efforts and what are the positive, measurable results from those actions? Are they 20/80 or 80/20?
Increase Sales By Being One of the Few and Not One of the Many
Do you truly want to increase sales? Many say they want to achieve their sales targets, but the evidence is contrary to their actual behaviors. Learn how a recent challenge demonstrates how few truly want sales success.
Sales Training Is Much More About Great Attitudes than Superior Sales Skills
Do you believe great sales is about having the best sales skills or sales attitudes? Read why Attitudes are the foundation for great sales.
Efficient and Effective Are Partners to Increase Sales
Have you ever considered the difference between efficient and effective? Did you think that how you define these words can potentially affect your ability to increase sales?
Close More Sales: 3 Ways to Get In, Get Started and Make More Money Now--No Matter the Economy
Build lifetime customer relationships with clients who want to buy from you over and over again even in a lagging economy...
B2B Lead Generation: Social Marketing to the Business Customer
A new book by social media expert Paul Gillin explores how to use social media in a business to business setting.
What the heck's a Sales Lead anyway?
One of the biggest challenges in B2B marketing is agreeing on the real definition of a sales lead. Oftentimes, what Marketing says is a sales lead is diametrically opposed to what Sales calls a sales lead.
Stop Assuming And Start Asking
The mistake that is most common throughout the sales industry is that, sale consultants think they know what their clients want rather than ask. By asking the right questions you will not only uncover your clients buying strategy but most importantly find out if you can deliver on what they are looking for.

Hire On Attitude Not Skill
It seems as though every year that passes by; the process of hiring quality sales people is becoming more and more expensive. Recruitment fees are increasing by the year, and the resources required to train new recruits can sometimes cost thousands of dollars. This is why hiring the right sales person is absolutely critical to the success of any business.
How To Discover What Truly Drives Salespeople
Finding and keeping quality salespeople is not the easiest task for any company. Before you hire any new staff you need to first discover what motivates sales people to succeed within your organisation so that you can ensure their intentions are aligned to your company.

Buying Flooring Leads? A Contractor's Personal Experience
Do you buy flooring leads? As a sales and marketing professional with a back ground in the flooring contracting industry I have come across and bought into many marketing platforms. I've done home shows, flyer campaigns, email campaigns, pay per click, cold calling, newspaper and classifieds.
Do You Think Buying Contractor Leads is the Best Way to Get Clients?
Contractor speaks out about buying contractor leads. Learn the basic facts about how contractor leads are generated and what you really get when you buy.
The Sales Phobia That Kills Bottom Line
When it comes to closing a sale the most important ingredient is being comfortable in taking the order. Too many sales people get nervous or are fearful that the customer will say no. What’s the point of being in sales if you’re not comfortable in taking the order?

The Single Most Important Trait Within Salespeople
It’s surprising that there are so many sales people these days selling products without first building rapport. They are missing the first and most important step required when selling a product or service which is costing organisations heavily, with the loss of revenue and decrease in repeat business.
6 Affiliate Marketing Tips To Create Successful Internet Business
Are you considering of starting your own affiliate marketing internet business? Affiliate marketing can be an exciting experience. But often it can be also very frustrating. If you want to make a living from promoting other people products and/or services, unless you are very fortunate, the road is not going to be easy.
How to Improve Lead Nurturing using the LSL Model
One of the biggest challenges facing B2B marketers today is the challenge of creating content that engages the reader. A study by MarketingSherpa found it to be the most-cited problem. In this article, Jeff Ogden, President of Find New Customers, shares an innovative approach to help the marketer address this challenge.
Want to Boost Technology Sales? Incent Your Support Staff
Clues for sales are everywhere, and many times they fall in the lap of someone who is not part of your company's sales team. While most of these leads are passed along to a sales professional, it's not a bad idea to provide incentives to the support team to continue to look for clues.

Inside the Mind of the B2B Buyer - New Paths to Purchase
The B2B buyer of the past has change dramatically. What worked in the past no longer works. This article explores the new reality and misconceptions.
How to Increase Sales Is By Keeping Head on the Challenge, Heart on Prize and Hands in Action
How many times in sales are we so focused on just the prize that we forget about the challenge or challenges preventing us from sales success? Knowing what the prize is that being an earned sale, is important. Yet, we must not forget to make sure that all of our actions are aligned both to that prize and challenge.

The Power of Great Story-Telling
With b2b sellers struggling to create engaging content, Find New Customers suggests you look at the power of great story-telling. Story-Telling is a powerful tool in B2B marketing. Strong characters, great story lines and an engaging plot grabs the viewer and holds on tight.

Selling Through the Tough Times
In this tips-oriented piece, Rick Davis, president of Strategic Sales in the Building Industry, explains how to rise to the situation and sell through tough times.

CAPTCHA Can Kill Your Conversion Rate
Want better results and less abandoning of your website forms? Lose the CAPTCHA…
Why Hiring Managers Keep Blowing It
Hiring mistakes happen over and over. We explore why mistakes are happening and make recommendations on how to find hidden stars.
Find New Customers releases “7 Keys to B2B Marketing Success” - a new free "cheat sheet"
"Your customers are frazzled – crazy-busy. They are in endless meetings. Their To-Do Lists are overflowing.” Jill Konrath, SNAP Selling
How to create one kick-ass lead generation program in just 5 steps
As business struggle to create quality sales leads for sales teams, Jeff Ogden, President of the B2B lead generation consultancy Find New Customers (http://www.findnewcustomers.com) shares 5 key to creating a great lead generation campaign.
Marketers Lagging in Demand Generation
"I find it sad how badly most companies are doing in B2B demand generation today. Instead of complaining about the poor economy, if more invested in quality demand generation programs, they'd put up vastly better results." Jeff Ogden, President, Find New Customers.
Nine Things Successful People Do Differently
Found this great post at The Harvard Business Review Blog. Here are the 9 things successful people do differently. I summarize very briefly below, but you have to go to the original article to real the full thing.
Content Marketing: 7 Simple Steps to Get Started
Our good friend, Jep Castelein of Marketo wrote this for Find New Customers blog.
What 5 IT buyers would do if they were the CMO at a Technology Company
Find New Customers is pleased to present this guest post by Kenny Madden of Spiceworks. I really like it because he asks actual buyers what they would do if they were Chief Marketing Officer.The comments here should ring true to all marketers – don’t BS us, build relationships, stop selling, etc. We’re featuring a lot of great guest bloggers this summer. In addition to Kenny, we featured Joe Pulizzi of Junta42 and Content Marketing World – Developing an Integrated Content Marketing Strategy that Works. More to come. We hope you enjoy it. We thank Kenny and invite you to check out his profile below the post.
The Pathetic State of B2B Demand Generation
Jeff Ernst of Forrester Research looked at B2B companies and found them wanting.
Fixed vs. Growth Mindset
Is the brain static or can it be changed? Is it a muscle or more like a bone? This article explores the idea of a fixed vs. growth worldview.
Marketing, circa 1982
The world of B2B marketing has changed dramatically since the author was graduated from the University of Notre Dame in 1982 with a degree in marketing. This article explores the change and what to do about it.
Seven Popular Sales Excuses
Now like many of you after 30 years I have pretty much heard almost everything. So when talking about this the other day during a recent sales coaching session I was reminded of the numerous excuses that we all hear from sales representatives. So I sat down with pen to paper and rationalized what I believe of the top seven uses from selling professionals

Conversions, Part Two
How to get a conversion from your Website.
To Increase Sales Means You Must Map Your Icebergs
Are trying to increase sales? How much of your sales are you missing? Maybe it is time to map all of your icebergs.
Top 7 Questions to Increase Sales Using The 80/20 Rule
Are you aware of the Pareto Principle? Do you know how you can incorporate this mathematical into your business to increase sales?

RSS - The What, Why & How
Today, most web-based info platforms use RSS as an easy and efficient way to disseminate information and keep track of subscribers. The following article details some essential information and tips to keep in mind when setting up your own RSS feed.
Customer Relationship Management
One of the biggest mistakes that I see entrepreneurs making time and time again is trying to bring in the customer for that initial sale, and then just letting them go. They place on their focus on that first sale that they forget to look at the potential long-term advantages of keeping in touch with their customers. That is where customer relationship management comes in – a set of tools and practices that help business people perform customer-related tasks.

How To Increase Sales For Your Business Using Mobile Marketing
Are you fed up of broken appointments, staring at empty tables in your restaurant or even watching flowers die in your flower shop due to lack of orders? All of which are losing you money every day. Is there an easy way to increase sales for your business?

How to Improve Productivity May Require Changes in Behaviors to Increase Sales
To increase sales means you must improve your own productivity specific to your behaviors. Changing behaviors is not easy, but according to sales research there is an incredible competitive advantage if you do so.
Find New Customers Helps Businesses Keep SCORE to Improve Demand Generation
New Demand Generation Program uses Innovative Methodology to Improve Qualified Lead Generation, Increase Conversion Rates and Make More Sales

Other sales leads Related Articles

Cold Calling - Fish or Fowl?
In my last post, I talked about how marketing should be used to create leads, NOT sales reps. But what about cold calling you ask? Cold calling is a sales rep role and responsibility yet it creates leads, right? Wrong. Cold calling is actually a form of Marketing NOT sales, since it creates leads not customers. Unfortunately, cold calling is the most expensive and least efficient method of creating leads that exists.

How To Qualify Warm Leads
The internet has changed the way leads come into a sales organization. The problem is that 80% of companies and sales reps still handle them the same old way. Here is the Right Way to qualify incoming leads.
Sales Training Courses that Bring Lead Generations to Life
Sales training can turn your stale sales force into lead generation experts. Developing leads in today's challenging business economy is harder than ever, but it is no excuse for becoming lackadaisical in generating leads. Advanced sales training courses can reinvigorate your sales team to generate new sales leads at an unprecedented rate for your team.

Do Sales Lead Management Software Systems Really Work?
How do you generate leads? How do you turn leads into sales? What if the leads start pouring in? How do you keep track of them, sort through the window shoppers to find the serious buyers, and not let any good leads fall through the cracks?
How to turn sales leads into dollars
One of the most difficult things for any business to do is to generate and convert sales leads. Sales leads are the heartbeat for any organisation. If you have no sales leads, you do not have sales, and that is not a good state for your company to be in.

Produce Good Quality Leads From Your Website
When you consult the experts on how to increase sales, they would unanimously recommend obtaining good quality leads. Your leads, when used appropriately can be an effective source of sales. There are many ways to generate leads for your business.
Do You Need Sales Skills to Be Effective at Real Estate Prospecting?
The simple answer is Yes. That's because "effective prospecting" means converting leads, not collecting them. And converting leads requires sales skills. But here's something to give you hope: The traditional ways you've been taught to convert leads may actually create resistance, making it harder for you to convert leads.
Sales leads: the good, the bad, and the opportunity
There are cold leads, warm leads, hot leads, targeted leads. But is there a commonly accepted definition as to what a good one actually is? Jim Brodo, Richardson's SVP of sales review the various categories of a good lead and how to optimize and allocate resources for following up and nurturing the various levels of leads that are developed.
Where Leads Come From – Current vs. Best Practices
Currently, expensive and experienced salespeople generate almost 1/2 the sales leads in B2B sellers today. In this article, we contend that marketing is vastly better qualified to generate sales leads than sales is. They can do it for less cost and with greater effectiveness.
Almost 3 out of 4 B2B leads are NOT sales-ready. Better crank up Demand Generation
With so few leads going to sales being sales ready, companies need to focus on demand generation and deliver fewer, more qualified leads to sales.
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