Using Buyer Personas in B2B Marketing
MAY 3, 2011
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. Sorry, those are not personas. . Questions to ask: Do they attend events?
The 10 Commandments of B2B Social Marketing – guest post by Mike Stiles of Vitrue
AUGUST 4, 2011
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? I. Thou shalt know who you want to talk to and where they are. If a community doesn’t. and effective.
2012 B2B Content Marketing Benchmarks, Budgets and Trends [Research Report]
DECEMBER 10, 2011
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.
The Simple Guide to Lead Nurturing
JULY 20, 2011
B2B Demand Generation | Lead Nurturing. I created a nice overview of lead nurturing and posted it to Slideshare. Slideshare is a great place to post as it lets you put in keywords and links. Forrester estimates that as few as 1 in 20 companies are doing a decent job of lead nurturing – so simple is good. The presentation is below. Where do we build our lead nurturing campaigns? is complex.
Lead Generation Checklist
You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.
7 Keys to B2B Marketing Success
APRIL 20, 2011
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
MARCH 27, 2011
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. I cannot over-state this. “What do I do first?
Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function
AUGUST 22, 2011
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! We thank J. David for his great post. David. But what about sales prospecting?
How to turn a good white paper into a great lead generation piece
MARCH 8, 2011
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? They found that academics/experts like Find New Customers are the most credible. (70%) Then what do you do with it?
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.
Top 10 Reasons NOT to talk to Find New Customers
MAY 2, 2011
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.”.
Laugh and Learn with Find New Customers | Episode 43 – Tribute to Steve
SEPTEMBER 9, 2011
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.
Sunday Post: Why Hiring Managers Keep Blowing It
MAY 29, 2011
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.
MAY 25, 2011
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.
How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel
Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.
Cold Calling is Dead. No it isn’t. Cold is dead. Calling is not.
FEBRUARY 19, 2011
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
APRIL 19, 2011
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. I’ve heard it all before. How could a subject as well-documented as sales be given a fresh perspective? Let me tell you.
Sales and Marketing leader Jeff Ogden interviewed on INTREPID radio
MARCH 28, 2011
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].
How to Do Great Marketing with (Almost) Zero Money
MARCH 24, 2011
Can you really market a business without a lot of money? (We 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
APRIL 16, 2011
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.
Why hiring a search marketing firm is a waste of money
MARCH 14, 2011
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
MARCH 9, 2011
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
MARCH 29, 2011
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? I 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.
A Content Formula for Complex B2B Organizations
Content Marketing is essential for anyone who wants continued success and growth.
Marketing as a Revenue Engine
APRIL 5, 2011
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].
Find New Customers – 7 Keys to Successful Lead Nurturing
FEBRUARY 17, 2011
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.
Laugh and Learn featuring @fearlesscomp – Episode 29 | How to Sell Soap
JUNE 3, 2011
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. In this episode, we explore the myriad of options on product marketing offered to marketers and explore a new and better way to market. “If
Jeffrey Hayzlett at the Aprimo Marketing Summit
APRIL 29, 2011
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. You can follow Jeffrey on twitter here. (I
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.
Find New Customers: 6 Keys to B2B Marketing Success in 2011
FEBRUARY 22, 2011
“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. A sales lead generation program depends on successful execution of a handful of things. I humbly submit for your approval. 6 keys of B2B marketing success.
Sunday thoughts | Family and Outside In
APRIL 17, 2011
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. I 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. I agree, Jim. How about you?
B2B Marketing – a New Business Framework
APRIL 12, 2011
B2B Marketing | The Business Model Framework. A 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. I 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
JULY 6, 2011
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.
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.
Find New Customers interview of content marketing expert, Jim Burns of Avitage
MAY 24, 2011
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. I had the pleasure of interviewing one of the top experts in content marketing today, Jim Burns, CEO of Avitage.
How, When and Where Buyers Want Content
SEPTEMBER 17, 2011
B2B Lead Generation | Content Marketing Tips. Content marketing is huge today. As my friend Paul Dunay said “ Companies are in an arms-race around content. And Inside the Mind of the B2B Buyer found “Companies look for content at EVERY stage of the buying process.. I’ve been on my soapbox, talking about the importance of story-telling. (I’m Survey says….
Why Sales needs Content Marketing and Marketing Automation
SEPTEMBER 20, 2011
B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. After all, you need to close deals! “This mumbo-jumbo’s not for me. I need to be out there talking to prospective customers.” ” I think the problem is us. We’ve been talking about the marketing point of view for a long time. Now let’s talk about your world in Sales. Let’s examine a Sales scenario to illustrate the power of content marketing and marketing automation software.
B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers
AUGUST 3, 2011
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. Here’s an article about the cost efficiencies of marketing-driven sales.
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.