Fearless Competitor

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Can Find New Customers help my business?

Fearless Competitor

To learn if your business can benefit from Find New Customers, we have just 3 questions. Do you sell products … Continue reading → Business relationships Buying Process Content marketing Demand Generation lead generation Lead Nurturing Lead Scoring Leadership Leadership Lessons Sales-Marketing AlignmentSomeone asked on Twitter “Aren’t most of Find New Customers clients in tech?&# Yes, but that is where we started.

2010 in review for Fearless Competitor

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4 BtoB Marketing Action Items for 2011

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As 2010 comes to an end, this blog post is more important than ever. This week some prognosticators predicted lots of growth in … Continue reading → Business relationships Buyer Personas Fearless Competitor Leadership Leadership Lessons Management best practices Marketing Sales 2.0 Happy New Year from Find New Customers! Fortunately, the economy seems to be improving, despite the recent unemployment rise. sales challenges Sales knowledge sales leadership Sales-Marketing Alignment

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The Best B2B Marketing Ideas of 2010 – Q1 Review

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This contest, which ran at the end of 2010 was won by Kinaxis. This campaign, by the marketing automation software company, Marketo , used the game developers at Jellyvision to create a fun and interesting way to test business knowledge. Those are a few of the favorites we found in 2010. Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. B2B Lead Generation | The Best B2B Marketing Ideas of the Year. Click the underlined title to watch the show.).

Website Makeovers: 3 Things Buyers Want on Your Website

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(This post originally ran on July 15, 2009) With a new year approaching, businesses are looking for ways to improve revenue. Turning the website into your #1 salesperson is a good idea. Found this excellent post by Vickie Sullivan at … Continue reading → Fearless Competitor lead generation Management best practices Marketing marketing campaigns marketing sales

16 Marketing Terms to Ban in 2011

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One of the … Continue reading → Business relationships Demand Generation Leadership Leadership Lessons Management best practices Marketing Marketing Automation marketing campaigns Sales-Marketing AlignmentA 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.

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

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Not starting that business (despite your brilliant idea?). In fact, Harvard Business Review had a great article on how important failure is to business – as success blinds them to what is really happening. dumped my former business partner and founded the B2B lead generation company Find New Customers in early 2009. Do Salespeople want more sales leads? Summary.

How, When and Where Buyers Want Content

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The 2010 survey report offered insight specifically on how influencers and decision-makers use 5 different types of collateral: white papers, case studies/success stories, podcasts, video, and brochures/datasheets. B2B Lead Generation | Content Marketing Tips. Content marketing is huge today. It’s shocking how bad most companies are today.). Clearly, they want detailed stories.

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

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“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 … Continue reading → Business relationships Demand Generation Fearless Competitor Get Back to Work Faster Leadership Lessons Online PresenceHardly a day goes by that I don’t hear about a company’s hiring mistake.

Developing an Integrated Content Marketing Strategy that Works – Guest Post

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Since May of last year, we have published a blog post on every business day, which has led to a consistent 25% growth in monthly website traffic since day one. In 2010, I made the case in this blog post that there was an  opportunity in print. QR Codes  on signage, vehicles or even business cards that links to content. Full bio follows the post.). Joe Pulizzi. _. Online. Print.

2 Business Leadership Keys for 2011

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Here are 2 things to do in 2011 if you want to grow revenues using business to business lead generation: What customers … Continue reading → Business relationships Demand Generation lead generation Lead Nurturing Leadership Management best practicesClick to download How to Find New Customers, our remarkably popular white paper. Let’s make it really simple.

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What was THE best marketing idea of 2010?

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In order to generate sales leads, companies look for … Continue reading → Business relationships Demand Generation Laugh and Learn lead generation Leadership Management best practices Remarkable content[link] We want to hear from you. Let us know what you think. Vote in this Linkedin poll. We’ll publish the findings in the final winner announcement on January 28, 2011.

@fearlesscomp congratulates the Nifty 50 Men of Twitter

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Your contribution not only in your Twitter stream and numerous Twitter Chats, but also building business communities. Chuck is Director of the Center for Media Research, MediaPost Communications, a NY Times Business best-selling author, CEO of Mobile Future Institute and mobile advocate. Eric is the CMO at  McGlinchey Stafford , a business law firm with nine offices in the U.S.

The Best B2B Marketing Ideas of 2010

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B2B Lead Generation | The Best B2B Marketing Ideas of 2010. believe this is the day that business leaders look for fresh marketing ideas they can start using tomorrow. The final standings in the best B2B marketing idea of 2010 are: 4. Those are a few of the favorites we found in 2010. Today’s August 31st – the last day of the 3rd quarter. Stay tuned.

Marketing Automation Venture Funding: Profitable or Profligate?

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2010 saw the largest flow of dollars into marketing automation vendors, including two sizable rounds by Marketo (5). The Web dramatically changed the way businesses market and advertise, and it greatly improved the ability to measure these activities. The subscription business model that most marketing automation vendors follow is also extremely attractive. and Unica. billion.

What if LOWERING Quotas Improved Sales Results?

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And businesses want to grow revenue. Jim Dickie of CSO Insights ( The Sorry State of Sales Today ) revealed that 86% of businesses raised quotas in 2010 (Similar results in 2011 t0o.) , despite the lowest quota achievement ever measured (59% for 2009 and much lower in 2010). To quote the Heath Brothers “A business cliché commands us to ‘raise the bar.’

Thank you for 2010, readers

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Here’s a year-end summary of the readership at Fearless Competitor, the lead generation marketing blog.  By midnight on December 31, 2010, our lifetime reader total was a hair under 37,000! It’s clear to me that companies are … Continue reading → Business relationships Buyer Personas Demand Generation Fearless Competitor lead generation Lead Nurturing Lead Scoring Leadership Lessons Marketing Automation marketing funnelThat is mind-boggling.

4 BtoB Marketing Action Items for 2011

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Just like committing to diet or exercise, business improvement needs patience and determination. This will provide a high level overview of business to business lead generation best practices in a simple, easy to comprehend format. It’s like a well-organized library of education on business to business lead generation. Originally posted 12/30/2010).

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Congrats to Marketing Automation companies for a great quarter!

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Neolane  increasing its revenue 80% compared to Q1 2010. Silverpop  adding 20% more new customers in Q1 2011 than Q1 2010. We help companies with between 150 and 5,000 employees who sell complex products to businesses to implement world-class  lead generation programs. Filed under: Business relationships , lead generation , Marketing , Marketing Automation , marketing campaigns , Marketing ROI , Revenue Performance Management. Business relationships lead generation Marketing Marketing Automation marketing campaigns Marketing ROI Revenue Performance Management

Conclusions from study: Sales Speaks – Perceptions and Ponderings on Marketing Leads

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Only 50% of salesreps made quota in 2010 and in 42% of companies, fewer than 1/2 made quota. We help companies with between 150 and 5,000 employees who sell complex products to businesses to implement world-class  lead generation programs. B2B salespeople struggle mightily today. Are we willing to help? Conclusion: B2B sales is a lousy job today – at least in most companies.

Sunday thoughts

Fearless Competitor

Sales lead generation is critical to deliver business sales leads. Look at this list of challenges for Chief Marketing Officers (CMOs): When almost 8 out of 10 CMOs say generating high quality leads is a problem – and it has increased since 2010, it is a BIG problem. IMHO, those business leaders are brain-dead. Just got back from the Aprimo Marketing Summit. Great event.

Find New Customers : Back and better than ever

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As some of you know, the B2B lead generation company, Find New Customers was hijacked by small Florida CRM software firm on August 3, 2010. On that … Continue reading → Business relationships Buyer Personas Demand Generation Fearless Competitor Find New Customers lead generation Leadership Lessons TrustRecovering from disaster. We’ve bounced back. Come meet me at the Aprimo Marketing Summit.

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B2B Lead Generation: Edelman Trust Factor 2011: Credentials Count More Than Ever

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The Edelman Trust Factor 2011 shares some remarkable insights for business leaders. Filed under: Business relationships , Demand Generation , Leadership Lessons. Business relationships Demand Generation Leadership LessonsDo Salespeople want more leads? Yes, indeed! Trust in experts rises—and after years of being at or near the bottom, CEO s see increase in credibility.

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Focus Experts Roundtable on BtoB Lead Generation

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Focus Experts Roundtable On November 17th, 2010, The Fearless Competitor and President of Find New Customers hosted a roundtable discussion with three top business to business lead generation experts: Mac McIntosh of Sales Lead Experts Mac McConnell of BlueBird Strategies … Continue reading → lead generation Lead Nurturing Lead Scoring marketing campaigns marketing funnel

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B2B Content Marketing: HubSpot May Be the Best in the World

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Hubspot had yours truly as a special guest for HubspotTV on November 19, 2010.). Grader.com, which businesses can use for free to analyze their websites and social media presence is very popular. And they host a weekly online “TV&# show featuring special guests. ( I was the guest back on November 19, 2010 ). Mike Volpe. Do Salespeople want more leads? Yes, indeed!

The Awesome Power of Stories in Marketing

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The Acer is a lot clunkier than the rocket-fast touch screen Lenovo Yoga 2, but it works and Outlook 2010 works too, Every Sunday evening, 60 Minutes comes on CBS TV. Filed under: B2B demand generation , BtoB Marketing , Business relationships , Business Strategy , Find New Customers , Florida , Social Media , Social Networks. News, right? Stories. Awesome! Thank you, Best Buy!

Good news/bad news in BtoB sales

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59.4% of salespeople made quota in 2010. Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. According to CSO Insights. the following statistics were just released. Conversely, over 4 out of 10 missed quota). But there’s bad news too. B2B demand generation does.

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4 BtoB Marketing Action Items for 2011 (via )

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As businesses quiet down for the holidays, this great blog article shares some key things they can do to get ready for improved fiscal results in 2011. Fortunately, the economy seems to be improving, despite the recent unemployment rise. Thank … Continue reading → Demand Generation

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Hubspot TV – the Inside Story

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… Continue reading → Tags: Business relationships Content marketing Demand Generation Easy lead generation Laugh and Learn lead generation Lead Nurturing Lead Scoring Leadership Management best practices Manufacturing Sales Marketing Marketing Automation marketing campaigns Have you heard of Hubspot TV? It’s a weekly online marketing show by Hubspot. Airs every Friday at 4:00pm ET online. If you’ve not seen it, tune in tomorrow at 4:00pm – it’s airing on Tuesday due to the Thanksgiving holiday.

Hubspot TV – featuring @fearlesscomp of Find New Customers

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Here’s HubspotTV from November 19, 2010 featuring Yours Truly with Mike Volpe and Karen Rubin. … Continue reading → Business relationships Content marketing Demand Generation Guest appearances Leadership Leadership Lessons Management best practices Marketing marketing campaigns Presentation skills Remarkable content Sales 2.0 Maybe you were tied up. Maybe you were on the phone. Maybe you were sleeping. How else could you have missed it live? No matter. sales leadership

Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election

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7,113 votes were cast (22% more than the 2010 election) for 79 nominees by 4,656 people (each voter could choose up to three nominees). Brown – Business to Business by Phone    www.michaelabrown.net. The mission of the SLMA is to help companies become successful in the critical business process of managing sales leads. James W. www.sales-lead-experts.com. Ruth P.

Thought Leadership interview with Kirsten Watson of Kinaxis – Part 1 of 3

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Jeff … Continue reading → Tags: Business relationships Leadership Lessons Thought Leadership Interview Here’s part 1 of 3 of our thought leadership interview with Kirsten Watson, Director of Corporate Marketing for the very innovative software firm Kinaxis. Part 2 will post next Tuesday at 11am ET. We hope you’ll come back then.

The 7 Second Website Test for B2B Marketers

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This is one of our most popular posts from 2010 and since it is relevant today, we want to bring it back. Filed under: Action Items sales , Business relationships , Demand Generation , Easy lead generation , Fearless Competitor , inbound marketing , lead generation , Leadership Lessons , Management best practices , Marketing , Marketing Automation , marketing campaigns , marketing sales , sales challenges , Sales knowledge , Simple lead generation , tough selling situation. B2B Lead Generation | The 7 Second Website Test. That’s what grabs the audience.”

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What is Lead Nurturing?

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Lead Gen ROI Report 2010, Lenskold Group. The goal is lead nurturing is to earn their trust, so they see your company as a solution to their business problems.&#. Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. B2B Lead Generation | Lead Nurturing.

Who is the Fearless Competitor?

Fearless Competitor

Creator of “ Best B2B Marketing Idea of a Year Award ” won in 2010 by Kinaxis. The social media expert, Paul Gillin, quoted me in his new book, Social Marketing to the Business Customer (pages 160-161). The Crazy World of B2B Marketing published in B2B Buzz by the Business Marketing Association. Filed under: Business relationships , Fearless Competitor , Find New Customers.

The Marketo Revenue Rockstar event, NYC

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What percentage of reps made quota in your company in 2010? Filed under: Business relationships , Demand Generation , Fearless Competitor , Find New Customers , lead generation , Lead Nurturing , Lead Scoring , Leadership , Management best practices , Marketing ROI , Revenue Performance Management. Business relationships Demand Generation Fearless Competitor Find New Customers lead generation Lead Nurturing Lead Scoring Leadership Management best practices Marketing ROI Revenue Performance ManagementAs they always do, this was a great education event. Debbie Qaquish.

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

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But budgets and enthusiasm are both on the upswing. I am seeing stronger pipelines across many of our clients’ industries – technology, financial services, manufacturing, and business services.  I think (and hope) that when CSO Insights repeats their survey, they will see better quota achievement in 2010.  You need to be in the “remarkable content” business.  Thanks, Brian.

Are B2B Companies Finally “Getting” Content Marketing?

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Seems to me that despite articles like Inside the Mind of the B2B Buyer, great books like Content Rules and Get Content, Get Customers , and the insights of experts such as Ann Handley, CC Chapman and Joe Pulizzi, content marketing remained a tiny sliver though 2009, 2010 and early 2011. A few excelled – Hubspot , Marketo , Eloqua , Kinaxis – to name a few. But most were lost.

The Economy is Terrible! Or is it?

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ELOQUA NAMED AS FINALIST IN 2011 AMERICAN BUSINESS AWARDS. 2010 Proves to be Another Outstanding Year for Kinaxis. Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. “ Find New Customers can certainly help your business dramatically improve the flow of sales-ready leads to salespeople.&# B2B Demand Generation | Does this make sense? Stocks Plunge on Fears of Global Turmoil. Investors Cite Slow U.S. Recovery and Europe’s Debt Crisis. Or are they?

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5 Tips for Developing Strong Buyer Personas

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But I ask business leaders for “personas&# in my day to day dealings with them, they almost always give me titles and industries, such as “ We sell to heads of Human Resources, Chief Financial Officers and CIO’s. To help you create personas in  your business, let me share 5 tips for great personas. 1. We’re looking for the type of businesses.