3 Marketing Ideas from a great marketing company – Kinaxis


B2B Demand Generation | Learning from the best What can you learn from the savviest marketing companies on Earth? Kinaxis is a supply chain software company in Ottawa, Canada that competes against much larger rivals with very deep pockets.  With that kind of challenge, how are they faring? Quite well. Thank you. I spoke with… Read More

Aligning Sales and Marketing – Why It’s Not Working and What to Do About It


B2B Demand Generation | Aligning Sales and Marketing – the Importance of Elephants Each day I hear the drumbeat…Align sales and marketing for revenue results. One problem: The message is wrong and is not working. Marketing and Sales are as far apart as ever in most firms. At one of Find New Customers clients the marketing… Read More

16 Marketing Terms to Ban Today


B2B Demand Generation | 16 Marketing Terms to Dump Now + Bonus A 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. One of the keys to great… Read More

Buying software is easy. Fixing Lead Generation is hard.


B2B Lead Generation | Buying stuff is easy – fixing problems is hard. If you want to make sales quota in 2012, get started today! Right now! Immediately! SaaS marketing automation products like Marketo, Hubspot, Eloqua and the like are very, very easy to buy. Give them a credit card, they give you a login.… Read More

Attention B2B Marketers : Embrace the Future (It ain’t Plastics, it’s Mobile)


B2B Demand Generation | The Future is Mobile In the classic movie, The Graduate, a young man named Benjamin (played by Dustin Hoffman), fresh out of college was approached by a business man, Mr. McGuire. This dialog took place: Mr. McGuire: “Benjamin, I want to say one word to you. Just one word.” Benjamin: “Yes,… Read More

3 Reasons Qlikview is killing Microstrategy


B2B Demand Generation | Why an upstart is killing the incumbent I recently met with Microstrategy and their marketing leadership expressed concerns about a new competitor, Qlikview. I thought it might be helpful if I analyzed the justification for their concerns. Microstrategy is a big, established player in business intelligence, but lately a company called… Read More

Why “We’re the Leading Provider of” is NOT!


Lead Generation Companies | Why “We’re the leading provider of” is a BIG Mistake As an experiment, I did a Google search on “Leading Provider of” Wow! Lots and lots of hits. Here’s an example: Olive Software – the leading provider of digital edition & digital … A click on their website takes me to… Read More

Why’s B2B Marketing So Boring?


B2B Lead Generation | Why are you all so boring? Does everyone sound alike to you too? Name any product or service and then try to explain what makes one different from the other. Good luck. With the vast majority of companies unable to create quality sales leads for salespeople, it is a real problem.… Read More

Performance Planning 2.0: 4 Steps to Turn Around Under-Performers


B2B Demand Generation | How to Turn Around Under-Performers Did you know that the content from this blog and Find New Customers is taught at two of the top business schools – Stanford and the University of Notre Dame? That demonstrates our superb knowledge of B2B lead generation. This post was written by Find New… Read More

Medium Sized companies struggle with B2B demand generation too


B2B Lead Generation | Mid Sized Companies Did you know that the content from this blog and Find New Customers is taught at two top business schools – Stanford and the University of Notre Dame? That proves our superb knowledge of B2B lead generation. Last week Find New Customers reviewed results of a survey by… Read More