September, 2011

Fearless Competitor

Trending Sources

Laugh and Learn with Find New Customers | Episode 43 – Tribute to Steve

Fearless Competitor

Did you hear the President talk last night about spending hundreds of billions to address the depressed economy? Someone should tell him to tune into Laugh and Learn instead. It should put a smile on every face. In his weekly B2B marketing show, Jeff Ogden of Find New Customers ([link] shares a key marketing lesson using wit and humor. Some awesome and remarkable people here.

How, When and Where Buyers Want Content

Fearless Competitor

B2B Lead Generation | Content Marketing Tips. Content marketing is huge today. As my friend Paul Dunay said “ Companies are in an arms-race around content.&# And Inside the Mind of the B2B Buyer found “Companies look for content at EVERY stage of the buying process.&#. I’ve been on my soapbox, talking about the importance of story-telling. (I’m Survey says….

Why Sales needs Content Marketing and Marketing Automation

Fearless Competitor

B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. After all, you need to close deals! “This mumbo-jumbo’s not for me. I need to be out there talking to prospective customers.” ” I think the problem is us. We’ve been talking about the marketing point of view for a long time. Now let’s talk about your world in Sales. Let’s examine a Sales scenario to illustrate the power of content marketing and marketing automation software.

The Fatal Flaw in the Job Description/Resume Process

Fearless Competitor

B2B Lead Generation | A flawed job process. If you read our earlier post More Reasons to Outsource B2B Lead Generation , you saw the damning data from LeadershipIQ – lots of new hires fail and many more are so-so at best – and very few are stars. ( CSO Insights found that only 7% of companies said they “excelled&# at interviewing and hiring salespeople.). Therein lies the problem.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

How to turn a good white paper into a great lead generation piece

Fearless Competitor

B2B Lead Generation : Is a White Paper just great content or a great lead generation tool. What’s the difference? In this post, we explain how to turn that great new white paper you just published into a superb lead generation tool — using the best-practice approach of one of our favorite companies, Kinaxis. Do you want a trickle of leads or a flood? What are current best practices on white paper marketing? Our white paper experience. We’ve penned 3 great white papers to date – all are free at Find New Customers. Lead generation - How to Find New Customers ( Marketo ).

Content Curation. 5 Ways to Succeed, Eventually

Fearless Competitor

B2B Lead Generation | Content Curation. One of our favorite bloggers is Jay Baer of Convince and Convert. He recently had a great guest post from Neicole Crepeau, I wish to share the gist of this post with our readers this. Neicole Crepeau. Saturday. You can read the full post here. Neicole’s post covered content curation. Curation helps you build an audience. And it works.

How to Get Linkedin Recommendations

Fearless Competitor

B2B Lead Generation | Linkedin Recommendations. Linkedin is the premier business social network and to have a good profile, you need recommendations. But how? Every business person needs a Linkedin profile – with a photo and recommendations. The photo is easy, but how do you go about getting recommendations? Most profiles that I’ve seen have only 2 or 3. What do you think?

Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges

Fearless Competitor

B2B Demand Generation | Why Outside Experts are Needed. Companies lack the ability to diagnose their own B2B lead generation shortcomings and challenges. That is clear. From a post by Howard Sewell of Spear Marketing Group – talking about a new client: You can read the full post at Segmentation, Social Media Drive Lead Nurturing Success. Take a look at those bold words.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

Thanks for an awesome month!

Fearless Competitor

The popularity of this blog is mind-blowing. 2,000 unique viewers has been the norm. Only this past July did we have a month with 4,000 unique visitors. We’ve never reached 5,000. In September, we exceeded 6,000 unique visitors for the first time ever. September was the highest readership in the 6+ years of Fearless Competitor. And lifetime unique readers passed the mind-blowing number, 68,300! Thank you all. I’m honored. Keep visiting and we’ll keep posting……and we post on weekends too. Jeff Ogden, President. Find New Customers. Filed under: Fearless Competitor.

Attention B2B Marketers : Embrace the Future (It ain’t Plastics, it’s Mobile)

Fearless Competitor

B2B Demand Generation | The Future is Mobile. In the classic movie, The Graduate , a young man named Benjamin (played by Dustin Hoffman), fresh out of college was approached by a business man, Mr. McGuire. This dialog took place: Mr. McGuire: “ Benjamin, I want to say one word to you. Just one word.”. Benjamin: “ Yes, sir. ”. Mr. McGuire: “ Are you listening? ”. Benjamin: “ Yes, I am. ”. Mr. McGuire: “ Plastics. ”. Benjamin: “ Just how do you mean that, sir? ”. ” The similarities are striking. (By By the way, our favorite mobile marketing expert is Christina CK Kerley. and Benjamin.).

12 Marketing-Takeways from the B2B Marketing Manifesto

Fearless Competitor

B2B Demand Generation | 12 Marketing Take-Aways. One of our favorite content marketing firms is Velocity Partners in London, creators of a 42 page “rant” called the B2B Marketing Manifesto. Doug Kessler, an American living over there, recently participated in a webinar with Bob Apollo, Inflexion-Point Strategy Partners and John Sweeney of DemandGen in which he shared lessons learned from marketing that content. I’d like to share Doug’s lessons with our fans. First Doug and his team combined great content with marketing automation ( Marketo ). Be very specific.

How Do You Do It? – My super secret (shh!) 6 Tips for blogging success

Fearless Competitor

B2B Lead Generation | 6 Tips for Blogging Success. Help us make September the best month ever for this blog. Tweet it, share it, email it – tell the world. Check out these mind-blowing statistics on this blog: Jeff Ogden, the Fearless Competitor. 1,085 Posts. Over 63,000 viewers to date. In nationwide syndication. Publishes on the Kindle. Then the question invariably comes up. One man. Bingo.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.

Laugh and Learn with Find New Customers | Episode 46 – Power of Gift-Giving

Fearless Competitor

In his weekly B2B marketing show, Jeff Ogden , President of the B2B lead generation company , Find New Customers ([link] shares a key marketing take-away using wit and humor. In this episode, he shares the power of gift-giving, via the Find New Customers motto – Always Be Helping. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. ” Dan McDade, Pointclear.

2012 Revenue – Making It Happen vs. Hoping It Happens

Fearless Competitor

B2B Lead Generation | Ensuring You Make Your Number in 2012. The folks from CSO Insights and 3FORWARD did a webinar by this title recently. The key lesson was that, for 2012 planning, what you do today is critical. The investments you make today pay dividends next year. Jim Dickie, CSO Insights. Here are some of their conclusions: Sales quotas keep going up and up – faster than ever. For instance, over 9 out of 10 companies raised quotas in 2011.). Product advantages are no longer adequate. Face facts, you’ve just been commoditized.). Do we know who our best prospects are?

How Businesses Use Social Media for Recruiting [INFOGRAPHIC]

Fearless Competitor

Erica Swallow of Mashable posted this and with so many out of work (and I was personally featured in the book Get Back to Work Faster ), I deemed it important to share – and I LOVE infographics. Thanks Erica. Erica’s bio follows the post. Take a look and let us know what you think of using social media to find a job. Follow Erica on Twitter at!/ericaswallow.

2 Take-Aways from a MarketingSherpa Case Study

Fearless Competitor

B2B Lead Generation | Lessons from a MarketingSherpa case study. We wish to share our thoughts on this MarketingSherpa case study, because we believe they missed one very important take-away. Centerbeam, a company that delivers technology infrastructure support for mid-sizedbusinesses, was the subject of a case study by MarketingSherpa recently. You can read the case study at Lead Generation: How ignoring 16,896 companies helped improve Sales-Marketing alignment. We wish to share our thoughts on this case study with our fans. Please note that Pointclear helped this company with this project.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

Thank you, all our fans

Fearless Competitor

September is already the biggest month in the 6 year history of Find New Customers. We have more people reading this blog this month than we ever had. Despite the Florida software firm that “stole” our domain about 12 months ago.) We could not be more delighted. And thank you to everyone syndicating this blog, including: B2BMarketingZone. CustomerCollective. Junta42. Business2Community. SocialMediaB2B. Evan Carmichael. Amazon ( Kindle ). As a result, our posts are EVERYWHERE and far more are reading our content. In fact, we are far more popular than companies many times our size.

Special Sunday Post: Chip Conley: Measuring what makes life worthwhile

Fearless Competitor

On Sundays, our goal is to expand your mind and share something that makes you say “WOW! I never thought of that.&#. One of the best things to share are the wonderful speakers from the truly awesome TED conference. The slogan of TED is “ Remarkable People – Riveting Talks.&# I think they succeed. as we worked with hoteliers like Chip.

Special Sunday Post | Do Schools Kill Creativity?

Fearless Competitor

Every Sunday we aim to expand minds with a fascinating discussion. Our goal? You say “WOW! What an awesome post.&# We hope you agree and share it. In this video, Sir Ken Robinson discusses what’s wrong with schools in a funny and thought-provoking video from TED 2011 “Fascinating People. Riveting Discussion&#. Sir Ken is quite funny too! Enjoy! No post tomorrow. Labor Day.

Laugh and Learn with Find New Customers | Episode 42 “A Day Without Shoes”

Fearless Competitor

In his weekly B2B marketing show, Jeff Ogden, President of the B2B Demand Generation. Jeff Ogden. company Find New Customers shares an important marketing lesson using wit and humor. Laugh and Learn runs every Friday at 11am ET. If you enjoyed our weekly show, why don’t you also follow my company on Linkedin or Facebook ? Dan McDade, Pointclear.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

Find New Customers Fan of the Month – Joe Large

Fearless Competitor

B2B Lead Generation | Find New Customers Fan of the Month for September 2011. Each month we recognize a special fan of Find New Customers. This month our fan of the month is none other than Joe Large. We recognize our fans of the month every Friday, so this is Joe’s last. According to Linkedin , Joe is the Indiana Branch Manager at Atlas Sales and Rentals in Indianapolis, IN. He also has a personal website, and is on Twitter at @jaclarge. He’s also a graduate of Hanover College , just outside my hometown of Madison, IN. Go Irish!). He also has two daughters. Perkins.

Online Sales Leads Seen Needing Improvement

Fearless Competitor

B2B demand generation | The need for leads. Check out this from MarketingCharts. 94% say generating new leads needs help. When asked to rate how much (or if at all) five key areas of their company site need improvement, respondents were most likely generating new sales leads needed some level of improvement (94%). This was followed by building a sense of community amongst customers (92%), providing relevant product information (89%), tracking and reporting on unregistered/anonymous users (87%), and tracking and reporting on current/registered users (81%). ” Dan McDade, Pointclear.

Lead 27

Panel Discussion: B2B Content Marketing for Marketing Automation

Fearless Competitor

B2B Demand Generation | Content Marketing for Marketing Automation. I’m the first to admit I get WAY too many webinar invitations. I ignore 95% of them at least. But when three good friends and people you respect have a webinar, I take notice. I’m signed up and I hope you will join me. Why is this important? you find it has an insatiable appetite for content. John Sweeney, DemandGen.

The importance of story-telling in lead nurturing

Fearless Competitor

Lead Generation Company | The Power of Story-Telling in Lead Nurturing and Scoring. If you listened to the VP of Marketing and co-founder at Marketo , Jon Miller , discuss lead nurturing in a Find New Customers podcast, ( to subscribe to these podcasts for free , click those underlined words.&# ) you heard why it is so important. DemandCon Video: Storytelling Turns Prospects Into Buyers.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.

What I’m looking forward to this weekend – Notre Dame Football

Fearless Competitor

Notre Dame Football ! | Are You Ready for Some Football! Yes, kids. Notre Dame Football opens for 2011 tomorrow vs. Skip Holtz’s South Florida team. I will be glued to the TV to watch my alma mater. Why should YOU even care? After all, it’s not YOUR alma mater. Notre Dame remains significant in college football and academics. They are the “ New York Yankees &# of college football.

Why “We’re the Leading Provider of” is NOT!

Fearless Competitor

Lead Generation Companies | Why “We’re the leading provider of” is a BIG Mistake. As an experiment, I did a Google search on “Leading Provider of” Wow! Lots and lots of hits. Here’s an example: Olive Software – the leading provider of digital edition & digital … A click on their website takes me to their “ value proposition.” ” Here’s how they say it. Olive Software is the leading provider of digital edition and digital archiving solutions for the publishing industry. There’s one small problem. I guarantee it.”

Lead 23

Doing what’s right – a full decade later

Fearless Competitor

B2B demand generation | Making things right (fits with Core Values posted earlier today). Some time ago, I shared a blog post about the most miserable experience of my life – working for a large business intelligence software for that did not care one bit for customer satisfaction. ( The All-Time Worst Experience of My Career.). In our classic “ Worst to First ” story, we finished dead last in a proof of concept yet won the deal. I was ashamed and humiliated. The Vice President who put his faith in me – fired – because my employer prohibited me from helping him. (I

Sunday Post: TED Talk on Standing Out with Seth Godin

Fearless Competitor

We’re passionate about the need to differentiate your offerings. This is an important topic for B2B companies , as buyers see them as all alike. In fact, when I was the special guest on HubspotTV last Fall, I was asked for my marketing take-away of the week. I said “ Think Different. “ Seth was a keynote speaker at the Aprimo Marketing Summit. I hosted of the B2B track there. In fact, I’ve been invited to write an article on standing out (differentiation) for “If more companies listened to ( Find New Customers) a lot more would be sold.”

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth.

Buying software is easy. Fixing Lead Generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. If you want to make sales quota in 2012, get started today! Right now! Immediately! SaaS marketing automation products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Give them a credit card, they give you a login. The transaction can be completed in minutes. It’s actually way too easy , I believe. Too many companies believe purchasing software fixes B2B lead generation. It does not. Fixing your B2B lead generation challenges is a lot like losing weight. Look at this image.

The Importance of Lead Nurturing (Radio Show)

Fearless Competitor

B2B Lead Generation | The Importance of Lead Nurturing. This radio interview I did back on B2B lead nurturing back on 9/ 17/2009 for SalesBuzz Radio is a classic. If you missed it then, (Or just wish to revisit it) we want to give you a chance to listen in now. It was a very popular show. See CMO quote below.) Enjoy and thank you, Kent! The Importance of Lead Nurturing. Kent Huffman said: Great podcast! As a CMO and 30-year marketing veteran, I really appreciate Jeff Ogden’s focus on a formalized process for managing and nurturing leads. Looking forward to the next podcast with Jeff!

Lead 19

5 Tips for Developing Strong Buyer Personas (via )

Fearless Competitor

Updated with recent news. B2B Lead Generation | 5 Tips for Developing Strong Buyer Personas Buyer Personas are the foundation of great B2B marketing. Note: Find New Customers has partnered with the Buyer Persona Institute to create a series of free training videos. Stay tuned.) To create great lead generation campaigns, you start with buyer personas. In fact, in his great new book, Launch by Mike Stelzner of Social Media Examiner, which we were hand-selected to review, … Read More. Filed under: Demand Generation. Demand Generation

We’re a small company. We can’t afford B2B demand generation

Fearless Competitor

B2B Demand Generation | Limited Budgets. Some companies lack resources to do a soup to nuts program like those offered by Find New Customers. For instance, our Full Demand Generation Program takes 6-8 months and costs many tens of thousands of dollars. But many companies are just getting started in B2B demand generation. They need a simple and low-cost way to learn. With our $49 email course.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.