Sat.Jan 07, 2012 - Fri.Jan 13, 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?

Please Help @JeffreyHaylett with Running the Gauntlet!

Fearless Competitor

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

Fearless Competitor

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. is a publishing site that focus on software firms. Thanks!

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

Fearless Competitor

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 Jeffrey Hayzlett.

150 Content Marketing Tips

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

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?

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

Fearless Competitor

Mad Marketing TV 2012 Kick-Off Show is live. The show, featuring the “Celebrity CMO” and best-selling author Jefffey Hayzlett is live. This is one show you WON’T want to miss! He’ll share insights as to why YOU need to become a change agent in your business. It’s time to Saddle-Up and Run the Gauntlet! Jeffrey Hayzlett.

Special Sunday Post – What is consciousness? Great TED video with Neuroscientist Antonio Damasio

Fearless Competitor

Sundays are for learning here. Every Sunday, we curl up with the New York Times (in print – the only day we get a paper) with a cup of coffee and my wife and kids. How can we learn more? suggest we watch some of the smartest, most creative folks on Earth on video. And these TED videos fit the bill perfectly. He also hosts the popular marketing show, Mad Marketing TV. Sunday Posts

Stop SOPA From Killing the Internet!

Fearless Competitor

I admit it. didn’t know what the Stop Online Privacy Act (SPOA) (Known as PIPA in the Senate) was all about. And we don’t do politics on this blog. All I knew was that GoDaddy caught a lot of flak about opposing it. But as I learned more and more, I realized what was happening. GoDaddy was right. This is really scary. CopyBlogger had a great post about it -. You get busted.).

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation – and yet, many assets fail to provide true ROI. Download the eBook to avoid the three top problems that keep content from living up to its potential.

Announcing the All-New Fearless Competitor

Fearless Competitor

We wish 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.

4 Ways Small Business Websites Can Drive More Sales

Fearless Competitor

Mashable had a great post for small businesses which I summarize below. To read the full post, click on 4 Ways Small Business Websites Can Drive More Sales. Aaron Sperling is CEO and co-founder of  vFlyer , which provides online marketing solutions for small businesses and independent service providers. You can follow Aaron and his team on their  Facebook  page,  Twitter  and on the  company blog. scenario: You envision a phenomenal idea, put all of the necessary pieces into place, and now run your own successful business. Try the following tips. 1. Keep Content Fresh. Make Ecommerce Easy.

Marketing Automation Software Stays Hot | Neolane secures $27m investment

Fearless Competitor

Neolane is the latest company to announce substantial new funding. With funds raised by Marketo, Hubspot, and Act-On Software, this industry is red-hot in 2012.  Find New Customers wishes to congratulate them. Keep in mind that most companies need the help of companies like AcquireB2B , PointClear or Find New Customers to help with challenging issues such as buyer personas, lead nurturing, lead scoring and content marketing. __. Conversational marketing technology provider Neolane has gained $27m in funding. It also plans to increase its global presence. Marketing

Laugh and Learn with Find New Customers – Episode 56 – Repo Man

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 how even very small companies can take advantage of online videos to promote their businesses.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

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

The Mad Marketing TV After-Show Party – with Jim Burns of Avitage

Fearless Competitor

After the Mad Marketing TV show raps, I have the pleasure of sitting down with our guest and having a 15 minute or so interactive conversation. Here’s a great sample of an After-Show Party – my conversation with a good friend, Jim Burns, CEO of Avitage. Here Jim is interviewed by Jeff Ogden, President of Find New Customers. Jim shares some great insights on the use of video content.

Mad Marketing TV – with content marketing expert Joe Pulizzi

Fearless Competitor

Are you familiar with Mad Marketing TV? If not, here’s an intro for you. Mad Marketing TV is a weekly show that delivers simple, pragmatic advice to marketers everywhere, by interviewing top experts using a fun, engaging TV-style approach. It’s very much a vendor-free zone – we interview independent experts only – to keep the show unbiased and objective. Watch and enjoy!

Find New Customers Fan of the Month Paige O’Neill

Fearless Competitor

Congratulations to our Fan of the Month for January 2012 – Paige O’Neill. Each month we recognize a special fan of  Find New Customers. This month our fan of the month is none other than marketing expert Paige O’Neil of Aprimo. Paige has been a strong supporter for a long time and we’re honored to recognize her this month. Paige is Vice President of Marketing at  Aprimo , based on her Linkedin profile. Critical change agent; proficient at introducing marketing initiatives that create new categories, differentiate from competitors, and increase sales.

Best Twitter Tips, Tools and Tactics of 2011


In just a few short years, Twitter has transformed from an odd little sort of public IM service where people posted what they just ate for lunch or what their cat was doing at the moment into one of the big four social networks and a significant channel for news, PR & marketing, politics and more. It has enabled revolutions in real life as well as in digital marketing. More than 80% of U.S.

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.

This is why you’re not Seth Godin.

grow - Practical Marketing Solutions

Seth Godin  is an insanely successful entrepreneur, marketing author and speaker.  Is his social media model of broadcasting without engagement scalable for you too? recently received this inquiry from a friend: I launched a new blog on Sunday. He has over 137,000 followers but that Twitter account follows 0. Well, if it works for Seth, why can’t it work for you? Let’s take a look.

Infographic: A History of Disruptions in B2B Marketing

It's All About Revenue

by Joe Chernov | Tweet this “We’re gonna change the world” has become the battle cry for many tech startups. When you’re bootstrapping a company against all mathematical odds, the only thing better than ambition is wild ambition. But let’s face it: very few companies actually change the world. After all, it’s a tall order. It heralds a refined approach to content marketing.

Focus Roundtable Recap: Optimizing Landing Page Conversion Rates


I recently hosted a fantastic roundtable discussion on on the topic of Increasing Landing Page Conversion Rates. Among the topics discussed: Linking prospects to a landing page, microsite, or website, and which direction makes sense. How to implement A/B tests and what factors to consider. The content and design elements of a landing page that drives conversions.

10 Ways Customer Stories Help Companies Sell

Savvy B2B Marketing

We're pleased to present this guest post by Casey Hibbard , customer success story specialist, to kick off the new year. Read on to see all the ways that companies benefit from customer stories. Not only are positive customer experiences powerful in attracting new customers, but in fact, organizations that sell without them could be losing out. Make sure your teaser is appropriately attractive.

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Content Strategy for Marketing

Learn about the benefits and key considerations in developing a content strategy for marketing that's sustainable, scalable and sale-able.

Why Google Social Search Means You’ll Probably Want a Google+ Page

It's All About Revenue

by Jesse Noyes | Tweet this Gargantuan search king, Google, announced changes yesterday intended to provide people with highly personalized search results and drive folks to the company’s nascent social network Google+. Google is billing its new social search initiative “Search plus Your World.” You can get a full synopsis at Google’s blog. So, let’s say I wanted to search for “Antique Typewriters.”

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Look out. Twitter is way cool again.

grow - Practical Marketing Solutions

Happy to welcome my daughter Lauren Schaefer back as a guest blogger on {grow} …   . Hello readers! It has been too long and I’ve missed you!  I’ve been a bit busy graduating from college, moving to New York City,  starting my job as a professional event planner and writing my own blog that has nothing to do with social media. But now I’ve had some time to breathe, so time to write!

Peering deeply into the soul of creativity

grow - Practical Marketing Solutions

Can you guess the subject of this photo? This is a predawn picture of Australia’s Lake Eyre salt flat taken by the extraordinary photographer Murray Fredericks. Every winter for eight years, Fredericks rode his bike into the heart of the most featureless place on earth and camped for five weeks — to take photographs.  I have become obsessed with his pictures of “nothing.”

5 Best Practices You Can Borrow From This Email Campaign

The Point

There’s a lot to like about the email campaign I received (image below) recently from Infusionsoft , a maker of sales and marketing automation software for small businesses. Make the offer look like an offer. The free guide on offer is an ebook, a downloadable PDF. It is not – as the offer image might have you believe – a spiral-bound hard copy. Misleading, you say? Perhaps. What would I change?

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.

Internal Links – the Secret Sauce for DiY SEO

Industrial Marketing Today

It is no secret that link building is critical to SEO success. However, some people often ignore internal links because they are just not aware of their SEO benefits. To most to do-it-yourselfers (DiY), link building for SEO means external or inbound or backlinks. These are links that originate from another site and point to a page on your domain. What are internal links? Types of internal links.

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What Really Creates Marketing Automation Success: Data from Gleanster

Customer Experience Matrix

Research firm Gleanster released its free “Gleansight” report on marketing automation late last month. I was principal author for much of the document and drafted the survey questions, although I didn’t write the individual vendor profiles or administer the survey. (I’ll also share in the revenues, which come when vendors pay for the names of people who download the report.) Back to the data.

Tips for Building a Quality Twitter Following

Paul Gillin

I breached the 10,000-follower mark on Twitter yesterday. marked this milestone quietly because I’m not big on numbers games and have been outspoken against counting success solely in terms of fans and followers. Nevertheless, I have to admit to taking some pride in this number because of the way I reached it. have never played games to run up my follower count and I only tweet about stuff that interests me. The people who follow me have no incentive to do so other than to discover and learn from information I share. When I publish something, others help me promote it. The Road to 10K.

The seven R’s of thought leadership

The B2B Research Blog

Thought leadership.  Everyone’s claiming it but, by very definition, only a handful ever delivers.  So how do you ensure that your content marketing strategy positions you as one of the few? . Follow the seven R’s – Resonant, Rare, Road Mapped, Robust, Rounded, Rooted and Re-used. Five reasons to develop a thought leadership strategy. B2B marketing has always been better suited to engagement over broadcast.  Those consistently doing so and coupling it with solid advice or lateral thinking become known as thought leaders. It’s a valuable moniker for many reasons: It sets you apart. 

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.

The missing topic on b2b digital lead generation: advertising


Remember advertising?  Remember media plans?  If you believe all those social media experts and SAAS platforms, you’d think advertising has gone away.  Don’t believe it.  Marketing has always been about crafting a relevant message and distributing that content via the channels where your target audience spends time learning about his/her industry.  SEO marries the user queries with my solutions.