November, 2011

Fearless Competitor

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How to Do Great Marketing with (Almost) Zero Money

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This post originally ran at SaneraPDC.com as part of March Marketing Madness. You can find the original post at [link] We wish to share it with our readers here. Or watch this Slideshare: _. You’re in for a treat! Welcome to the 2nd in a series of marketing specific posts for small business owners called March Marketing Madness. The more I got to know Jeff, the more impressed I became.

Sunday Learning | Using our practical wisdom with Barry Schwartz

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At Find New Customers , we have a tradition of delivering great educational content on Sunday. Not about B2B demand generation , but about ideas to improve business and lives. Joe Pulizzi (@juntajoe) of the Content Marketing Institute, who is joining me for Mad. Joe Pulizzi and Robert Rose. ” or “Who can respond to negative comments on the blog or on Twitter?” hope you enjoy it.

Laugh and Learn with Find New Customers | Beer

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In our weekly B2B marketing show, Jeff Ogden, President of Find New Customers (and host of Mad Marketing TV) shares a key marketing lesson in a fun and engaging video. In this episode, he laments boring, repetitive advertising and shows how one company does it differently. We hope you enjoy it and tune in next Friday for a brand new show. by Act-On Software  and hosted by me.

Mad Marketing TV premiers tomorrow

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Just 24 hours days to the Premier of Mad Marketing TV. Thursday at 9am PT and Noon ET you will find the premier at Mad Marketing TV on YouTube and at www.madmarketing.tv. Here are some facts about the show: Host is Jeff Ogden, the Fearless Competitor, of Find New Customers. Sponsor is Act-On Software. First (and second) guest is Adele Revella of the Buyer Persona Institute. No show. MadMarketingT

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves.

The top 50 in sales lead management: Whon do you pick to be on the list?

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Don’t miss your opportunity to vote for your top three candidates to be among the “50 most influential people in sales lead management” in 2011. Because the  Sales Lead Management Association  (SLMA) is closing the polls at Midnight Pacific Time ( UTC-8 ) on Wednesday, November 30th. Both members and non-members can vote. link]. Thank you. Demand Generation

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The Marketing Dashboard imperative

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B2B Demand Generation | The Marketing Dashboard Imperative. Today it’s imperative that marketers have metrics on the results of their marketing spend. Not only does it allow them to prove their value, but it also enables them to refine their allocations of spend as they see results. This is why every company ought to develop a marketing metrics dashboard. In my podcast interview (go to the iTunes Store and search on “ demand generation.”) Is one source (blog for instance) a more cost-effective source of leads? Add more resources. Is something not working well, like PR ?

Laugh and Learn with Find New Customers | Episode 51 – The Beard

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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 entitled “The Beard”, he explains how marketers can can use the element of surprise to engage in a noisy world. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.  He’s also the host of the new B2B marketing show Mad Marketing TV , sponsored by Act-On Software. ” Dan McDade, Pointclear.

The top 50 in sales lead management: Times almost up. Whom do you pick?

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TIME IS ALMOST UP! Don’t miss your opportunity to vote for your top three candidates to be among the “50 most influential people in sales lead management” in 2011. . Because the  Sales Lead Management Association  (SLMA) closes the polls at Midnight Pacific Time ( UTC-8 ) tomorrow. So vote now! Both members and non-members can vote. Or use the link below. link]. Thank you.

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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.

Mad Marketing TV – Buyer Personas with Adele Revella

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Here is the premier episode of Mad Marketing TV featuring my interview of Adele Revella of the Buyer Persona Institute, the show I host and sponsored by Act-On Software. Mad Marketing TV runs every Thursday at 9am PT/Noon ET at the Mad Marketing TV channel at YouTube and MadMarketingTV. There is no show this Thursday, Thanksgiving. The next show is December 1st.). Demand Generation MadMarketingTV

MadMarketingTV

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This show, hosted by yours truly, went live on Thursday. Click the logo to watch it. Please note that only Act-On Software has a show like this. Marketo may have just raised $50MM, and they have some kind of a show, but nothing like Mad Marketing TV. Nor does Eloqua nor Silverpop. No one except Hubspot has a show like this. And this show will soon top theirs. Kudos to the team there.

Thought Leadership Interview #8 – Brian Kardon, CMO of Eloqua

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I’m pleased to bring back a series of interviews with thought leaders in B2B Sales and Marketing from earlier this year. We interviewed a great marketing expert, Brian Kardon , Chief Marketing Officer of Eloqua. CSO Insights recently found that quota achievement was at its lowest rate ever, lead generation budgets were flat or cut, and quotas were being raised.  That’s great to see.

Under Construction

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This blog is being upgraded this week – from the public service WordPress.com to a hosted platform, WordPress.org. For you this means a better blog with plugins, new templates, new commenting capabillities and much more. With over 77,000 life-time readers, this is long overdue. Please bear with us on Wednesday and Thursday. Filed under: Fearless Competitor. Fearless Competitor

The BIG problem in job search – finishing second…and what to do about it

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I usually write about B2B demand generation and marketing, but I’m sick of hearing the lament from senior level job seekers. They tell me about a great opportunity, and then weeks later I learn they lost out. Usually they say they thought they were in good shape, but they finished second. want to put a stop to this. The advice everyone has told you about job interviews is WRONG. This post is about using a different strategy – one learned in the book, Pitch Anything , by Oren Klaff. This book is all about how venture capitalists win deals. The key idea in the book is that of Frames.

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.

My Review of the Book “Managing Content Marketing” by Robert Rose and Joe Pulizzi

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4 1/2 stars out of 5. “ B2B marketers are in an arm’s race around content. The winners will be those with the best content. ” Paul Dunay, Buzz Marketing for Technology. Read the written review below or, if you prefer, watch my video review on YouTube. recently finished the book Managing Content Marketing by Robert Rose ( @Robert_Rose ) and Joe Pulizzi. juntajoe  (Joe, known as the “Godfather of Content Marketing” is an upcoming guest soon on my marketing show, Mad Marketing TV.). The last thing we all need is a new book that beats a dead horse. stars. Book Review

Sunday Post | The Real Reason for Brains

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At Find New Customers , we believe Sundays are for learning. And there is no better way to learn that to watch one of these awesome TED videos. Deep informative and funny – they are superb. in this one, Neuroscientist Daniel Wolpert starts from a surprising premise: the brain evolved, not to think or feel, but to control movement. In this entertaining, data-rich talk he gives us a glimpse into how the brain creates the grace and agility of human motion. Watch this fun and engaging video and learn something really interesting! Filed under: Fearless Competitor. Fearless Competitor

The top 50 in sales lead management: Whom do you pick to be on the list?

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Don’t miss your opportunity to vote for your top three candidates to be among the “50 most influential people in sales lead management” in 2011. Because the  Sales Lead Management Association  (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Wednesday, November 30th. Both members and non-members can vote. So why don’t you  click this link  to cast your votes right now? . link]. Jeff Ogden of Find New Customers is proud to be included among this year’s nominees, and I sure would appreciate your vote. Thank you. Filed under: Demand Generation.

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What is the ROI of Social Media?

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Scott Stratten of Unmarketing created a compelling case in his post. THINGS WE SHOULD ASK THE ROI QUESTION ABOUT BEFORE SOCIAL MEDIA. Social media is about conversations. So why do you need ROI, when you don’t need ROI for other things, like?: Meetings – massive time wasters. Company coffee cups – where’s the revenue? Telephone systems – when the phone rings, we answer it. Copiers and fax machines. Commuting time and cost. Good point, Scott. Loved your webinar, by the way. Filed under: Demand Generation , Social Media. Demand Generation Social Media

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

SLMA Polls Close in a Few Hours

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You can vote till Midnight tonight – so time is running short. Voting is up 30% this year, so let your voice be heard. Vote here – whether or not you are a member. Jeff Ogden of Find New Customers is honored to receive your vote. Demand Generation

Find New Customers Fan of the Month – Arthur Germain

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B2B Lead Generation | Find New Customers Fan of the Month. Each month we recognize a special fan of Find New Customers. This month our fan of the month is none other than Arthur Germain of the Communication Strategy Group. Arthur is an expert in company messaging and is based on Long Island. He can be reached at agermain at gocsg.com. He is also on Twitter at @arthurgermain. Why don’t you follow him? Arthur is a great guy and loyal fan of Find New Customers and our weekly B2B marketing show, Laugh and Learn featuring @fearlesscomp. Thanks for your support, Arthur. We really appreciate it.

4 Great “Cheat Sheets” on B2B demand generation from Find New Customers – no registration needed

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B2B Demand Generation | Four free cheat sheets. Find New Customers is pleased to share  free “cheat sheets” on important topics in B2B demand generation. They all are 100% free with no registration needed. Just click the links below. Keys to Social Media Success. simple 2 page guide to getting results from social media. Keys to B2B Lead Nurturing Success. simple 2 page guide to critical elements in lead nurturing. Keys to B2B Lead Scoring Success. simple 2 page guide to ensure only qualified opportunities go to Sales. Eliminate time wasted on unqualified names.

Lies, Damned Lies, and Statistics

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This article also ran at Digital Brand Marketing. Don’t believe everything that companies tell you. Sometimes vendors get an inch and take a mile. Check out the claims in this email. Editor’s note:: I was once a guest on this company’s weekly video show. Wonderful people, but…). Very impressive email, HubSpot. You obviously worked hard on it. One small problem – it’s not true. Those numbers are fabricated. Someone outed you in post entitled Lead Generation : How Some Marketing Software Firms Stretch the Truth. Where did 5,000 come from HubSpot? That important data was omitted.

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey.

16 Marketing Terms to Ban Today

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B2B Demand Generation | 16 Marketing Terms to Dump Now + Bonus. good friend, Paul Dunay , who writes the popular blog Buzz Marketing for Technology once told me that B2B marketers are in an “Arms Race around Content.” ” This means that companies are one-upping each other on content. One of the keys to great b2b lead generation content is to make it engaging for your reader. This means to use terms readers use – not terms your industry uses. But what words are the worst? The use of these words is egregious in technology. They drive me nuts! Impactful. nonsense word.

Find New Customers Fan of the Month – Arthur Germain

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B2B Lead Generation | Find New Customers Fan of the Month. Each month we recognize a special fan of Find New Customers. This month our fan of the. month is none other than Arthur Germain of the Communication Strategy Group. As Fan of the Month, he is featured every Friday morning. Arthur is an expert in company messaging (which he calls “Brand-Telling) and is based on Long Island. He can be reached at agermain at gocsg.com. He is also on Twitter at @arthurgermain. Why don’t you follow him? Thanks for your support, Arthur. We really appreciate it.

How big should our marketing budget be?

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B2B Lead Generation | Size of the Marketing Budget. I was recently asked this question by the VP of Marketing at a young software company. “ For a software company, what percentage of revenue should represent our marketing budget? “ Good question, but instead of a rough rule of thumb, Find New Customers suggests you do a few calculations to arrive at more specific outcomes. What is your revenue goal for the next 12 months? What percentage of that revenue has to come from new customers? What is your average deal size? What percentage of sales-qualified deals do you win? Marketing

Happy Thanksgiving from Find New Customers

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Find New Customers wishes you and yours a happy and healthy Thanksgiving holiday. This blog is taking a few days off and Mad Marketing TV does not publish on Thanksgiving. It returns on Thursday, December 1st. However, our annual Lincoln Thanksgiving address runs tomorrow. and every Thanksgiving). To all clients and friends of Find New Customers, Happy Thanksgiving!

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.

The top 50 in sales lead management: Whom do you pick to be on the list?

Fearless Competitor

Don’t miss your opportunity to vote for your top three candidates to be among the “50 most influential people in sales lead management” in 2011. Because the  Sales Lead Management Association  (SLMA) is closing the polls at Midnight Pacific Time ( UTC-8 ) on Wednesday, November 30th. Both members and non-members can vote. link]. Happy Thanksgiving! Demand Generation

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How Online Video Drives Innovation

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“Sundays are for learning.” ” – that’s our belief. Since Jeff Ogden ( @fearlesscomp ) of Find New Customers is the host of the new online show Mad Marketing TV (which posts every Thursday to YouTube and www.madmarketing.tv), this TED video on the power of online video appealed to me. TED talks are amazing, if you’ve never watched one. Hope it appeals to you too.

Inbound Marketing vs. Outbound Marketing [INFOGRAPHIC]

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B2B Demand Generation | The Move from Outbound (Traditional) to Inbound (New) Marketing. Superb infographic by Voltier Digital  that ran at  Mashable that I HAVE to share today with our great fans. More and more good lead generation programs have larger and larger inbound components. Enjoy! __. Thanks to the Internet , marketing has evolved. Buyers no longer rely on billboards and TV spots — a.k.a.

Why People Don’t Believe Advertising

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3 out of 4 People don’t believe advertising | Here’s why. Mobile is a very heavy advertiser on TV. They spend millions to tout 4G speed and low costs. So should you switch to T-Mobile based on their advertising? Apparently, not. The Wall St. Journal reported that they lost 850,000 contract customers this year. You don’t lose those big numbers unless your service is very, very bad. What good is a cheap phone that doesn’t work? No wonder people don’t believe advertising. You just cannot believe it. Read reviews BEFORE you buy almost anything. What do you think?

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth.

Find New Customers welcomes its newest client

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Find New Customers is pleased to announce our newest client, Silverpop – who has hired us for a new white paper and guest blog contributions. Silverpop  joins other great clients like Act-On Software, Haller-Zaremba Insurance, and Keyedin. The latter company has retained the services of Find New Customers to help them design and deploy a best-practices demand generation program for their fast-growing software company. What’s interesting in how different companies find results from Find New Customers. Not only are we great writers, but we know how to market content.

How to Find Real Talent (Go Beyond the Resume)

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Resumes are poor predictors of people performance. “ Even the most rigorous interview process and entrance exams can only provide a small snapshot of how a person performs in an organization. ” Christopher Collins, Cornell University School of Industrial and Labor Relations. (in an article in the WSJ about how companies try to lure back former employees.). LeadershipIQ found the vast majority of new hires were so-so and almost as many failed. within 6 months in their article: Companies Are Doing a Lousy Job of Attracting Great Talent. Learn more about Dan   here. By Dan Paulson.

Find New Customers Fan of the Month – Arthur Germain

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B2B Lead Generation | Find New Customers Fan of the Month. Each month we recognize a special fan of Find New Customers. This month our fan of the month is none other than Arthur Germain of the Communication Strategy Group. Arthur is an expert in company messaging and is based on Long Island. He can be reached at agermian at gocsg.com. He is also on Twitter at @arthurgermain. Why don’t you follow him? Arthur is a great guy and loyal fan of Find New Customers and our weekly B2B marketing show, Laugh and Learn featuring @fearlesscomp. Thanks for your support, Arthur. We really appreciate it.

I’ve seen the future. No, actually I’ve listened and spoken to the future.

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As one who has used an iPhone 4S for a couple of weeks, I can declare I see the future. It’s verbal. Siri is fun and kind of witty. See this example: Face it, it is much easier to say “Set my alarm for 6:30am” than to touch the clock icon, touch alarm and configure it – hour, minute, tone. Something so easy will undoubtedly become our shared future. Interfaces have gone through punch cards , keyboards (characters then icons) and touch ( iPad , iPhone). The next interface is voice – just like on Star Trek. Captain Kirk talked to computer.). “Start my car.”

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.