An Open Letter to Marketing Automation Software firms – Knock It Off!

A VP of Sales at one of the marketing automation software firms shared an email yesterday. I was shocked. (Carefully edited to remove all company references.) And the Funnelholic wrote a great article entitled “Who’s Gonna Run This Town? The Continuing War for Marketing Automation Dominance.” Hi XXXX, I wanted to check in because I see… Read More

B2B Marketing Key 2 (of 6) – “Entertain”

Who made the law that BtoB marketing has to be deadly dull? Seems that 9 out of 10 B2B marketing campaigns are (yawn) bloody awful. It doesn’t have to be. If you want to stand out, let your hair down and let your “freak flag fly.” (credit to CSNY) What to see how a few… Read More

Few Companies do Do Effective Marketing Performance Measurement

David Raab had a great analysis on his blog back in October 2009. If you are interested in demand generation, I urge you to purchase the Raab Guide to Demand Generation Systems. You can read the whole article here. Damning with faint praise, I call this. What’s the marketing take-way? Every wants to be good… Read More

60 Seconds with the Fearless Competitor – Episode 15

In this Friday’s show, we take a look at Forrester Research’s reviews of the websites of marketing software firms – Alterian, Oracle, SAS and Unica. Then we take a look at the grades each one of these received. Finally, we share the marketing take-away. What you can use from this in your business today? We… Read More

Use Webinars for Content Acquisition and not just leads

In our recent popular post, Inside the Mind of the B2B Buyer, the data showed that buyers today look for educational content at every stage of the buying process. That means you need tons of great content for Lead Nurturing. And you need content mapped to every variable – industry, title, stage of the buying… Read More

How to market your content – lessons from Eloqua

So you have a new white paper, e-book or other piece of content. What do you do with it now? “Post and pray” is what most companies do, and they get little to no response. Eloqua chose to use a different approach and I applaud their creativity. There are three parts to it: A personalized… Read More

How to Make Change Happen in Your Company – Sow Seeds of Discontent

Recently I visited a west coast software company named Saba. The Chief Marketing Officer of the company (at the time) told me “We’re all family and we all work together and support each other.” Certainly an “We’re all the same team” mantra. An admirable goal – no doubt. But if you want to improve your… Read More

3 Key Questions All Salespeople Ask – Answered!

(Editors note: While we strive for objectivity, we also need to share with our readers that OneSource, a division of Infogroup, is client of Find New Customers, our business. Please keep that in mind.) Whom should I call? When should I call? What should I say? Those three questions have plagued salespeople since time immemorial.… Read More

My interview with NY Times best-selling author, Sharon Drew Morgen

Recently I had the pleasure of interviewing Sharon Drew Morgen, author of the new book entitled, Dirty Little Secrets: Why Sales Can’t Sell; Customers Can’t Buy; and What You Can Do About It.  You can listen to my interview with her by clicking on Interview with Sharon Drew. Everyone is looking to grow revenue through… Read More

60 Seconds with the Fearless Competitor – our Friday show

Every Friday, we run “60 Seconds with the Fearless Competitor”  Hope you enjoy it. Please note that Find New Customers is only found at  For more ideas on how to fix the problems of quality leads, please visit Find New Customers and check out our highly acclaimed white papers How to Find New Customers, Definitive… Read More