September, 2011

Fearless Competitor

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How, When and Where Buyers Want Content

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B2B Lead Generation | Content Marketing Tips. Content marketing is huge today. It’s shocking how bad most companies are today.). Sorry to give a plug here, but we recommend our Content Marketing Workshop. And you should also download the great white paper from our friends in the UK at Velocity Partners too – the BtoB Marketing Manifesto. Clearly, they want detailed stories.

The Fatal Flaw in the Job Description/Resume Process

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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.

A Terrible Prospecting Email Example

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Lead Generation Companies | How NOT to Prospect Using Email and Video. As we pointed out in this blog article “ The Current State of B2B Demand Generation “, most companies still use email as their main lead generation tool. So how well they use email is critical. This example shows how NOT to do it. It proves that even really big companies can send terrible emails. To: Jim Burns.

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

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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.

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

Content Curation. 5 Ways to Succeed, Eventually

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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

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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?

Thanks for an awesome month!

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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.

How Businesses Use Social Media for Recruiting [INFOGRAPHIC]

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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 https://twitter.com/#!/ericaswallow.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

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

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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 the way, our favorite mobile marketing expert is Christina CK Kerley. and Benjamin.).

12 Marketing-Takeways from the B2B Marketing Manifesto

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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

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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.

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

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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.

Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.

2012 Revenue – Making It Happen vs. Hoping It Happens

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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?

Slideshare ditches Flash. Moves to HTML5. Now mobile and search ready.

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B2B Demand Generation | Slideshare becoming a powerful mobile marketing tool. Do you use Slideshare for your marketing campaigns ? If you don’t, you should. Not only can you post presentations there, but you can add YouTube video or audio tracks. Highly recommended.) Then you can share on social networks, embed in a blog post and more. Slideshare has long been a useful tool for B2B marketers. But it is about to get a lot more powerful. The engineers have just totally re-written the product in HTML5. What does that mean? ” Dan McDade, Pointclear.

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

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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.

Thank you, all our fans

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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.

Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

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

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On Sundays, our goal is to expand your mind and share something that makes you say “WOW! 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. Jeff Ogden is President of the B2B demand generation company, Find New Customers.

Special Sunday Post | Do Schools Kill Creativity?

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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”

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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 ?

Find New Customers Fan of the Month – Joe Large

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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, JoeLarge.com 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.

Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

Online Sales Leads Seen Needing Improvement

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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.

Panel Discussion: B2B Content Marketing for Marketing Automation

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B2B Demand Generation | Content Marketing for Marketing Automation. I’m the first to admit I get WAY too many webinar invitations. 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

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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.

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

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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. 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.

2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.

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

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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. guarantee it.”

Doing what’s right – a full decade later

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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. Go sell something else.”). ”). Years passed. One, two, three – ten – I lost touch with this man. What do you think?

Sunday Post: TED Talk on Standing Out with Seth Godin

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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. said “ Think Different. “ Seth was a keynote speaker at the Aprimo Marketing Summit. hosted of the B2B track there. In fact, I’ve been invited to write an article on standing out (differentiation) for SandHill.com. “If more companies listened to ( Find New Customers) a lot more would be sold.”

Buying software is easy. Fixing Lead Generation is hard.

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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.

Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

2 Take-Aways from a MarketingSherpa Case Study

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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.