Find New Customers: 6 Keys to B2B Marketing Success in 2011


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“We want to have a great year in 2011 and grow sales, profits and market share. What should we do to ensure our success?”

If you want to find new customers using lead generation programs, you need to do a few things very well. A sales lead generation program depends on successful execution of a handful of things.

I humbly submit for your approval.

It is my firm belief that companies ought to embrace these six points for success.

Simplify – Less is more (people only read 28% of the info anyway) For a good example, check out Kinaxis, winner of our Best B2B Marketing Idea of the Year award.

Entertain – Stop boring us (We have the patience of gnats). With the flood of information, you need to stand out.

Educate – Help us learn (We love to learn). Give me something really interesting that I didn’t know.

Share – Give us content we can use (Duh. What a concept!). Make is really easy for me to find and use.

Serve – Earn our trust over time (Trust is earned) By serving me, I learn that you are trust-worthy.

Listen – Stop shouting and listen to us (We have something to say.) A tough lesson learned by Hosni Mubarak.

That’s it. My 6 keys to B2B marketing success today.

What do you think? Did you like one in particular? Is there a seventh I should add? I’d love to hear from you!

Republished with author's permission from original post.

Jeff Ogden
Jeff Ogden ( is President of the Tampa based Find New Customers demand generation agency. .


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