2011

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2012 B2B Content Marketing Benchmarks, Budgets and Trends [Research Report]

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Jeff Ogden of Find New Customers interviewed Joe Pulizzi for Mad Marketing TV  (the most TV-Like show in the industry) this past week. You can watch his interview here. Go watch it now. and favorite the show too please.). We thank the Content Marketing Institute and MarketingProfs for this data. _. By Joe Pulizzi, Content Marketing Expert. But, we’re seeing a lot of changes as well.

Laugh and Learn featuring @fearlesscomp | Episode 40 “Always Be Helping”

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B2B Demand Generation | Laugh and Learn. 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 ?

The 10 Commandments of B2B Social Marketing – guest post by Mike Stiles of Vitrue

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B2B Demand Generation | Social Media in B2B. We’re pleased to present this guest post by Mike Stiles ( @MikeStiles ) who is a writer/producer for Vitrue. To learn about Vitrue, please visit the Vitrue blog. Are businesses still debating whether or not there’s a role for social in B2B?  exist for your targets, thou shalt create one. getting pleasing leads and conversion rates. you post.

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.

150 Content Marketing Tips

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

Sales and Marketing leader Jeff Ogden interviewed on INTREPID radio

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Jeff Ogden. By Todd Schnick, Intrepid Radio. Over the past two weeks, I’ve had the pleasure to connect and work with sales and marketing leader  Jeff Ogden , and he was gracious enough to join me on Intrepid Radio. He and I had the pleasure to work together on Alicia Arenas’  March Marketing Madness project. To listen to the interview, click here. Quality  sales leads matter. contact-form].

7 Keys to B2B Marketing Success

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B2B Lead Generation : The 7 Keys to B2B Marketing Success. Working with the new client for the B2B lead generation consultancy Find New Customers , we’re coaching them on the basics of B2B marketing. This got me to thinking that a lot of companies could use a primer on the basics. After all, you have so many options today – it’s overwhelming. for your products and services.

The crazy, complex world of B2B marketing today

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A Fresh Look at the Crazy World of B2B Marketing today. Last Thursday I attended the SDL Engage Summit in New York City. The keynote speaker was Brian Solis of the Altimeter Group (and author of the book Engage or Die ) in NYC. Interesting session to say the least. The key topic discussed was the fast-changing world of B2B marketing today. cannot over-state this. What are we to do in B2B marketing?

Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function

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B2B Demand Generation | Why it belongs in Marketing – Not Sales. Want to truly understand the values of Find New Customers ? Then watch last Friday’s Laugh and Learn show? Great show! It’s a must-watch! Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! J. We thank J. David for his great post. David. Surprised? You shouldn’t be.

Marketing as a Revenue Engine

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B2B Lead Generation : Is Marketing Really a Revenue Engine? Great discussion on key issues facing business leaders. Steve Woods , CTO and Co-Founder of Eloqua leads a panel discussion at Dreamforce. The crux of the discussion: Where do we invest a dollar to generate revenue? Some super real-life examples here that provide lessons for B2B marketers today. Quality sales leads matter. contact-form].

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

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Great content or a great lead generation tool. What’s the difference? Do you want a trickle of leads or a flood? Since we’re just about to start a new white paper for a top marketing automation software firm, this is a timely post. Why go outside for creation of content? Their conclusion:  Current media landscape plus increased skepticism requires multiple voices and channels.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

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

What’s the ONE thing I should do in B2B Lead Generation?

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If there was just one thing I could do to improve the quality of sales leads, what is it? That question is at the top of many minds and I’ve given it a lot of thought. In fact, a study by MarketingSherpa found lack of quality leads was the #1 problem for 8 out of 10 CMOs. What’s the answer? B2B lead generation is a science — and thus cannot be distilled down to a single. answer.

Top 10 Reasons NOT to talk to Find New Customers

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B2B Lead Generation | 10 Reasons NOT to Talk to Find New Customers. The B2B lead generation consultancy, Find New Customers is not for everyone. We tried to think up some reasons why it’s not for you. And we wanted to have some fun with it too. Thank you, David Letterman!). Here are 10 reasons why you don’t need to talk to us. What do you think? We can’t handle any more business.”. 8.

Sunday Post: Why Hiring Managers Keep Blowing It

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New hires rarely work out (almost 1/2 fail within 18 months!). What are the chances the person you just hired will be here in 18 months? Answer: Flip a coin. It’s sad how bad we’re doing. News Release  (WASHINGTON, D.C.) — According to a new study by Leadership IQ, 46% of newly-hired employees will fail within 18 months, while only 19% will achieve unequivocal success.

Buying software is easy. Fixing lead generation is hard.

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B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Welcome to all our new  followers on Linkedin. We write this blog to help salespeople make their numbers – as only about 50% do today. And every Friday we do a fun B2B marketing show called Laugh and Learn – teaching a key marketing lesson using wit and humor. We hope you enjoy it. It’s a lot like dieting.

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Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Here's what we learned.

Cold Calling is Dead. No it isn’t. Cold is dead. Calling is not.

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Our client OneSource did not want to run this, but I have no such restriction on my own blog. Regarding my good friend Trish Bertuzzi of the Bridge Group, her post was the germination of the idea, but it is a totally custom article. Everywhere you turn it seems that people are saying cold calling is dead. Case in point,  this website says you can sell a lot without making a single cold call.

My review of Rainmaking Conversations – the great new sales book by John Doerr and Mike Schultz

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We announce the launch of the book, Rainmaking Conversations by Mike Schultz and John Doerr. In my years of sales, I’ve been through every kind of sales training known – Sandler, Solution Selling, Customer-Centric Selling, Target Account Selling – you name it, I’ve done it. How could a subject as well-documented as sales be given a fresh perspective? Let me tell you. The authors succeeded. link].

How to Do Great Marketing with (Almost) Zero Money

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Can you really market a business without a lot of money? (We wrote this special post for March Marketing Madness. But we also share it with our readers here.). Many small companies and startups are afflicted with a serious problem – they have little spare cash. But they are looking to sell their product and services. They cannot buy booths at trade shows. Have times really changed that much?

Fire Your Customer

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B2B Lead Generation : Fire Your Customer. If your business is young and small, choose your customers carefully. Find New Customers had a customer we should have fired long ago. They sucked up limited resources and limited our ability to deliver the services of lead generation companies to other clients. Perhaps you can learn from our mistake. But the warning signs were everywhere. No plan.

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.

Why hiring a search marketing firm is a waste of money

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Sorry Search Marketing firms. We don’t need your help. If you’re like me, you get calls every week from search marketing firms like the one in this picture, offering to get your company to the top of Google organic search rankings. “Just think of all the leads that will pour in if you rank highly in Google when people search.&#. It’s a powerful statement. Amen, Mike.

7 Keys to Successful Lead Nurturing

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Lead nurturing is the process of sharing valuable content (to them) with prospective customers until they are ready to buy and trust you. The B2B experts at the Aprimo Marketing Summit discussed this extensively. According to Forrester Research, companies that excel at lead nurturing are able to generate 50% more sales-ready leads at 33% lower cost per lead. It’s bold, beautiful and short.

Poke the Box – Review of Seth Godin’s new book

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Do Salespeople want more sales leads? Yes, indeed! paying homage to the late great Dr. Seuss.). B2B Lead Generation by taking Initiative. What is Poke the Box and what does it mean to you? recently hosted the B2B track at the Aprimo Marketing Summit , where one of the keynote speakers was Seth Godin , the famed management guru and best-selling author. Very interesting. Let’s look at each.

Find New Customers – 7 Keys to Successful Lead Nurturing

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Confused about lead nurturing? Learn in seconds. This week we introduced a new highly graphical “cheat sheet&# on Lead Nurturing. It’s terrific. Click the image to download it. No registration needed. Why do we do this – give away great content? We’re here to serve you. To help you improve your business. We want to earn your trust.

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.

Laugh and Learn featuring @fearlesscomp – Episode 29 | How to Sell Soap

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Welcome to Laugh and Learn – featuring @fearlesscomp. Episode 29 – How to Sell Soap. In this weekly show, we share a B2B marketing lesson using a witty video. We hope you enjoy this week’s show and tune in next Friday at 11am ET. His insights, instincts and ingenuity about getting customers engaged and keeping them involved are well-known in the industry. Quality leads matter.

Jeffrey Hayzlett at the Aprimo Marketing Summit

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B2B Lead Generation | Jeffrey Hayzlett – Laugh and Learn part 2. Jeffrey Hayzlett. Need a good laugh this Friday? Check out this hilarious keynote presentation at the Aprimo Marketing Summit earlier this year by Jeffrey Hayzlett, former Chief Marketing Officer of Kodak. He was terrific! Check it out here in glorious high definition. Thank you, Aprimo.

Find New Customers: 6 Keys to B2B Marketing Success in 2011

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“We want to have a great year in 2011 and grow sales, profits and market share. What should we do to ensure our success?&#. If you want to find new customers using lead generation programs , you need to do a few things very well. sales lead generation program depends on successful execution of a handful of things. humbly submit for your approval. keys of B2B marketing success. contact-form].

Sunday thoughts | Family and Outside In

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B2B Lead Generation : We all work so hard, but whom do we really work for? What the real reason we work so hard? Regardless of the name on our paychecks, the fact is that  we work for our families. We want to be a good provider. love my wife and kids – and I want to take care of them. I’m sure you feel the same way about your family too. Think Outside-In. That’s what I do.&#.

Marketing Optimization Toolkit: The Science behind Marketing Analytics

Marketers are well-versed in the art and science of optimization.

B2B Marketing – a New Business Framework

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B2B Marketing | The Business Model Framework. dear friend of Find New Customers is the sales expert, Bob Apollo of Inflection-Point in the UK. Yesterday, Bob sent me a great business model based on a best-selling book, which I share below. Instead, we need we need a new business framework. agree with Bob. We need a new approach to building our B2B organization. You can download a copy here.

Developing an Integrated Content Marketing Strategy that Works – Guest Post

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B2B Lead Generation | Guest Post from Joe Pulizzi of the Content Marketing Institute. We at the B2B demand generation company, Find New Customers , are delighted to bring you this guest post by top content marketing expert Joe Pulizzi, co-Author of Get Content, Get Customers and founder of Junta42. Full bio follows the post.). Thank you for this great post, Joe. Joe Pulizzi. _. print components.

Find New Customers interview of content marketing expert, Jim Burns of Avitage

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B2B Lead Generation | Using Video in B2B Marketing. Content marketing is a critical business imperative today. In a brand new study by Holger Shultz ( 2011 B2B Content Marketing Report ), it was found that over 7 out of 10 companies are increasing investment on content marketing in 2011.  Jim is very knowledgeable about how to use video in B2B today. Jim Burns. Please let us know. sales challenge

B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers

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Find New Customers is pleased to present our interview with one of the top experts in B2B demand generation today , Mac McIntosh. Mac is also publisher of Sales Lead Report ® and B2BMarketing Technology Insights ™. We’re deeply honored to interview this expert, who was recently voted #1 of the Sales Lead. Mac McIntosh. What do you recommend for them to create compelling content? Mac McIntosh.

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.

7 Personality Traits of Top Salespeople – from Harvard Business Review

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Love this article in Harvard Business Review, as the author, Steve W. Martin, (bio below) shares 7 personality traits that top salespeople have in common. He has personally interviewed thousand of salespeople and administered personality tests to 1,000 of them. The personality tests were given to high technology and business services salespeople as part of sales strategy workshops I was conducting.

Using Buyer Personas in B2B Marketing

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B2B Lead Generation | Buyer Personas. Buyer Persona models at Kadient. I’ve long argued that Buyer Personas are THE basic building block of B2B marketing today. But Jim Burns of Avitage told me that companies he talks to claim “ We know our buyers.&# But do they really? I’ve experienced this too, Jim. Please note that standardized buyer personas work regardless of industry.

3 Reasons why lead nurturing and scoring have NOTHING to do with software

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B2B Demand Generation | Lead nurturing and scoring. Want to develop and deploy a world-class lead nurturing and scoring program in your company? Better post a job for someone with experience in the software you use such as Eloqua, Marketo, Silverpop, Act-On, Manticore, Aprimo, etc., right? WRONG! Here are three reasons why Lead Nurturing and Scoring have NOTHING to do with software.

Lead Nurturing Overview

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B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. We’re discussing this topic on Sales Lead Management Radio today, so we wish to re-share this article. 150% increase in contact-to-lead conversion rate.

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.

4 BtoB Marketing Action Items for 2011

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Now that it’s March of 2011, it is time to revisit this important post for the new year. Just like committing to diet or exercise, business improvement needs patience and determination. Please review these tips and re-engage this plan for better fiscal results this year. Originally posted 12/30/2010). Happy New Year from Find New Customers ! Thank God. It’s about time. contact-form].

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