January, 2012

Fearless Competitor

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60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson

Fearless Competitor

“On average (and with little variation among industries) customers will contact a Sales rep when they independently complete about 60% of the purchasing decision process.” ” This should be a wake-call for all leaders in companies who sell products to other businesses. The world is passing you by. Over half of the decision is complete before they talk to you. The Corporate Executive Board surveyed 1,900 buyers to uncover insights regarding purchasing behavior. “The survey results were surprising.” ”  That data should surprise and shock you. What do you think?

Webinar: 5 Ways to Differentiate Your Company in a Highly Competitive Marketplace

Fearless Competitor

5 Ways to Differentiate Your Company in a Highly Competitive Marketplace  (click on title to register for this webinar). Date: February 15, 2012 2:00 PM – 3:00 PM EST Presented by True Influence (“hand selected” Jeff as speaker for this event.). Overview. With prospects drinking from the fire-hose of content every day, their fingers hover over the Delete key. Some actual case studies.

Content Marketing is the Fuel of Marketing Automation – Advice from Experts

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Let’s say you use a marketing automation product like Marketo , E loqua , Silverpop , Act-On , or Pardot. You want to nurture leads over time. You need to create a series of transactions that lead from Problem to Solution. And you need to map that content to titles, industry, products, buying stage and more. For most companies, it’s overwhelming. They feel it’s too much.

Buyer Personas are the Foundation upon which Demand Generation is Built

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Looking to improve revenue results? Then don’t blast out emails or buy PPC ads. Instead, invest in the foundation of great B2B marketing programs – Buyer Personas. In order to drive results, you need customer personas – deep understanding of prospective buyers of your products and services. In addition, Find New Customers worked with our client Keyedin Corp.

150 Content Marketing Tips

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

Laugh and Learn with Find New Customers – Episode 57 | Marketing Words

Fearless Competitor

In his weekly B2B marketing show, Jeff Ogden of Find New Customers ( [link] ) shares a key marketing lesson using wit and humor. We hope you’ll tune in each week for a new Laugh and Learn show as well as our weekly Mad Marketing TV show. In this show, he illustrates the importance of selecting words carefully. Self Education content marketing Laugh and Learn

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Sunday Post: TED video | The Battle between your present and future self

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Here at Find New Customers , Sundays are for learning. It is our tradition. We curl up with a coffee with my wife and our kids – and the Sunday New York Times (the only day we get a paper paper. Most days we read papers on our iPad2.) And since we consider Sundays for learning, we love to share these outstanding TED videos, so you can learn with us. Can I skip flossing just this one time?)

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What Really Motivates Us – Surprising Facts from Dan Pink

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Daniel Pink. Most of what you think about motivation and rewards is wrong. Does money motivate? Not really, unless it’s too low. Jeff Ogden of Find New Customers is tired of companies wasting money on the wrong things. This lively RSAnimate, adapted from Dan Pink’s talk at the RSA, illustrates the hidden truths behind what really motivates us at home and in the workplace. Mastery.

Sunday Learning | Inspiration from Leaders by “Start with Why”

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At Find New Customers , we reserve Sundays for learning. Our goal is to empower YOU to come away with new insights and ideas – in just 20 minutes or less. Hot News: My Alma Mater, the University of Notre Dame, upset #1 Syracuse last evening. One happy ND grad here. ND Students rush the floor. This 18 minute video shares a simple idea: Think of three concentric circles. inspires.

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Content Marketing 2016: Staffing, Measurement, and Effectiveness

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

Jeff Ogden of Find New Customers named one of “50 Most Influential List in Sales Lead Management for 2011?

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Jeff Ogden of Find New Customers  is named one of  50 Most Influential List in Sales Lead Management for 2011. “ This prestigious award demonstrates that so many respect our deep knowledge of B2B demand generation and lead management and we are honored to be in such prestigious company.” ” says honoree Jeff Ogden, President of the B2B demand generation company  Find New Customers.

Should I spend over $100,000 and get an MBA?

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This question from a reader was answered in a Modeling the Masters video by Evan Carmichael. Evan invited Jeff Ogden, Founder and President of Find New Customers to also answer the question. Good insights here on things to think about from two smart men. Self Education

The Awesome Power of B2B Lead Nurturing

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Lead nurturing , done right, offers the “biggest bang for the buck” in B2B today, according to the experts. But few companies are doing a good job of nurturing prospective customers. So Jeff Ogden, Founder and President of Find New Customers created this slick overview in Slideshare. Notice that it has an embedded audio file? We don’t subject you to mind-numbing silent slides. Power of lead nurturing in B2B. To learn about lead nurturing, please visit Find New Customers Lead Nurturing. What do you think? We love your comments and those who share on social networks.

How to Use “Rock Star” status and a Service Mindset to win New Customers

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Something happened recently which points to the power of inbound marketing(making you a “rock star) and a service mindset. I’d like to share 3 lessons I learned — in hopes it helps you. The three sales lessons are: Let your signature file do the selling. Find a different way in. Serve – don’t sell. SandHill.com is a publishing site that focus on software firms. Thanks!

Laugh and Learn with Find New Customers – Episode 55 | Gorilla Surprise

Fearless Competitor

In his weekly B2B marketing show, Jeff Ogden of Find New Customers ( [link] ) shares a key marketing lesson using wit and humor. We hope you’ll tune in each week for a new Laugh and Learn show as well as our weekly Mad Marketing TV show. In this show, he illustrates the power of surprise in this creative (and very cool) video. Marketing content marketing Laugh and Learn

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.

Please Help @JeffreyHaylett with Running the Gauntlet!

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We interviewed Jeffrey for Mad Marketing TV’s 2012 Kickoff show (Thursday at noon ET). So please help him get the word out about his new book. Jeff Ogden, President of Find New Customers and Host of Mad Marketing TV. Running the Gauntlet Needs Your Help! Happy New Year!  It’s an exciting time and you can turn this change into profitable success for you and your business. We’re kicking off 2012 with the release of my new book,   Running the Gauntlet , which launched nationally this last week. Are you ready to run the gauntlet this year? 2012 is all about CHANGE: Change your ATTITUDE.

How to Find New Customers – the classic white paper

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This white paper, sponsored by Marketo, is several years old. However, it remains very, very popular. The Funnelholic wrote “ So much is written about B2B demand generation, but this white paper makes it simple. ” In fact, our ability to distill demand generation to its essence is our tagline “ Demand Generation Made Simple.” Mike’s right. How to Find New Customers.

Fearless Competitor is now built on the Genesis Framework

Fearless Competitor

The best bloggers on Earth, like Chris Brogan , run on the Genesis Framework – a state of the art extension to WordPress. Now Fearless Competitor does too. Chris Brogan. Why Genesis? State of the art code and smart design architecture mean search engines clearly see your content. And with automatic updates, you never have to think about it again. Unlimited support. Unlimited updates.

3 Marketing Lessons from Louis CK

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Louis CK Earns $1 Million in 12 Days With $5 Video. Perhaps you’ve seen the story of how this comedian posted a video of his show and. Louis CK. invited people to purchase it for $5. This is why marketers need to continually tinker and experiment. Take the chance to try things that have never been done before. Price it very low – Louis CK only asked $5 – not a lot.

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.

My Review of the book Running the Gauntlet by Jeffrey Hayzlett

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4 1/2 out of 5 stars  (Based on a review of a reviewer copy of the book.). Running the Gauntlet , released today, is the new book by Jeffrey Hayzlett , “CMO Celebrity” best-selling author, keynote speaker, change agent and part-time cowboy. Jeffrey is also a guest on Mad Marketing TV , where he’s interviewed by yours truly.). The book not only covers change. And much more.

Find New Customers salutes the late Dr. Martin Luther King, Jr.

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On this day, Find New Customers wishes to recognize the great work of the late Dr. Martin Luther King, Jr. and share the meaning of the holiday, from his wife, Coretta Scott King. And as a graduate of the University of Notre Dame (BBA Marketing, 1982), I want to share the image of my alma mater’s president during my time there – arm in arm with Dr. King. The Meaning of The King Holiday.

Introducing You to Find New Customers

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In this new year, we simply wish to introduce you to the B2B Lead Generation company Find New Customers. Sales lead generation is critical today. Talk to any sales executive on Earth and you will hear “ We need better leads.” ” Talk to her salespeople and they’ll say “ The leads we get from marketing are crap. Give us more of them. ” This is not an isolated problem. It’s systemic! Check out the data from MarketingSherpa. Client example : Find New Customers helped the software firm Keyedin Corp. Can we help you too? Contact me if you’d like one.

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Focus Expert Series on Demand Generation

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Focus Experts Roundtable  (listen here). Some time ago, the Fearless Competitor and President of the B2B demand generation  and global marketing company  Find New Customers hosted a round-table discussion with three top b2b lead generation experts. It was a very, very popular show, so we wish to share it with you today. The expert panel consisted of: Mac McIntosh of  Sales Lead Experts. ”).

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.

Social Media is NOT about Twitter, Facebook and Linkedin

Fearless Competitor

There I said it. It’s not about the platforms. (We built Find New Customers though social media, by the way.). Think about it. Humans have been communicating for centuries. Cave drawings. Papyrus. Telegraph. Telephone. Postal Mail. Email. Instant Messaging. Social Media. Therefore I content that social media is nothing more than the next generation of communication device. What do you think?

Webinar : 5 Ways to Differentiate Your Company in a Highly Competitive Marketplace

Fearless Competitor

5 Ways to Differentiate Your Company in a Highly Competitive Marketplace  (click on title to register for this webinar). Date: February 15, 2012 2:00 PM – 3:00 PM EST Presented by True Influence (“hand selected” Jeff as speaker for this event.). Sponsor: True Inflence. Overview. With prospects drinking from the fire-hose of content every day, their fingers hover over the Delete key.

Laugh and Learn with Find New Customers – the State of the Internet

Fearless Competitor

Normally we put our own intro and closing on the video, so you know it is from Jeff Ogden, President of Find New Customers. But we are huge fans of JESS3 and this awesome video deserves full billing, we think. This will point out just how bad SPAM is today. JESS3™ / The State of The Internet from JESS3 on Vimeo. Self Education

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Pioneers, Migrants and Sellers – How Hiring Managers keep getting it wrong

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“He just didn’t work out.” ” No More Résumés, Say Some Firms (Wall St. Journal 1/24/2012). Hardly a day goes by that I don’t hear about a company’s hiring mistake. “He had great experience and industry knowledge, but he just didn’t work out.” ” Or at a social media company in NYC , a VP departs after just 90 days. Can’t miss, right?

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.

“Time to Saddle Up and Run the Gauntlet” – Mad Marketing TV 2012 Kick-Off

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2012 Mad Marketing TV Kick-Off Show featuring Jeffrey Hayzlett! If you are in sales, marketing or a leadership role in a business – or just a person with a pulse, you won’t want to miss this! At noon ET, 9am PT, 1700 GMT, this Kickoff Show will publish on Mad Marketing TV YouTube and MadMarketing.tv. Jeffrey Hayzlett.

The Power of Print – One to One Mail

Fearless Competitor

Jefff Ogden, President of Find New Customers , had the pleasure of interviewing marketing guru, Jeffrey Hayzlett, for Mad Marketing TV and one of the things he preaches really struck a nerve with me. He covered this in Chapter 8 of his book, The Mirror Test – The Power of One. He’s talking about print. “It’s not direct mail that’s dead. Look at the pile on this desk.

3 Reasons Mad Marketing TV is the best marketing show

Fearless Competitor

Mad Marketing TV – the weekly marketing show hosted by Jeff Ogden of Find New Customers and sponsored by Act-On Software is the best marketing show out there  today. We believe that sincerely. And for our sponsor, Act-On Software, there’s nothing comparable to Mad Marketing TV from competitors like Marketo, Eloqua, Pardot, etc. Why is Mad Marketing TV better than other marketing shows?

Mad Marketing TV – Taking Think Like a Publisher to the Next Level

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Mad Marketing TV, hosted by Jeff Ogden of Find New Customers and sponsored by Act-On Software , publishes every Thursday at noon ET on YouTube and Mad Marketing TV. So you’ll see a new episode in a few minutes. We hope you enjoy it. Jim Burns. Joe admonishes marketers to “Think Like a Publisher.” ” We thank Jim for appearing on our show.

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.

Introducing Find New Customers new state of the art blog, Fearless Competitor!

Fearless Competitor

Find New Customers  wishes to announce our new and radically redesigned blog. Fearless Competitor is  entering 2012 poised and ready for battle!  Find New Customers  deserves a world-class blog. This blog has always been our  best source of leads  - and it should be vastly better in 2012. Find New Customers  has greatly enhanced the company blog for the new year. New layout and connections.

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Fearless Competitor is all-new and better than ever!

Fearless Competitor

We wish to announce our new and radically redesigned blog, Fearless Competitor. . Fearless Competitor is entering 2012 poised and ready for battle! This blog, which just finished its sixth year, is all new. Find New Customers deserves a world-class blog. We thank Jesse Petersen ( @jpetersen ) of the Petersen Media Group for the work in transforming this blog. New layout and connections.

Social Marketing Leadership for my Alma Mater

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I’d like to share my latest project. I’ve been invited to head the Social Media for the Notre Dame Club of New York City. Since the booming B2B demand generation company Find New Customers was built using social media, it makes a lot of sense. Google my name “Jeff Ogden” to see just how popular we have become using social media.). Notre Dame is my alma mater.

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Jeff Ogden of Find New Customers named to prestigious Top 25 Sales/Marketing Influencers for 2012

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“ You’re not an expert when you say you are. You’re an expert when others say you are.” ”  told to me by Ardath Albee of Marketing Interactions. agree. This is why winning awards like this matters. OpenViewLabs published a list of the top sales (and marketing) experts. Everyone on this list is a super marketing or sales thought leader. Follow on Twitter – @bobapollo.

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.