Content Marketing = Sales $, otherwise, Don’t Do It


The award-winning marketing expert, Jeff Ogden of Find New Customers finds a lot of marketing content on BtoB sellers websites. Some of it is pretty good. Some of it is atrocious. But most of it, I think, misses the mark of delivering revenue because of five key flaws: They lack deep buyer personas They’ve not mapped buyer… Read More

The 7 Second Website Test for B2B Marketers


B2B Lead Generation | The 7 Second Website Test This is one of our most popular posts from 2010 and since it is relevant today, we want to bring it back. At the Social Media Camp on Long Island, we got into an interesting discussion about how to get attention to drive sales leads. When I shared… Read More

Content Marketing: 7 Simple Steps to Get Started


B2B Demand Generation | Guest post by Jep Castelein We’re delighted to present this guest post by Jep Castelein, of LeadSloth “Smart Ideas for Lazy Marketers.” Jep’s now with Marketo. Thanks for this great insight on content marketing, Jep. A top B2B demand generation expert once said to me. “Jeff, if you look at a company’s website and… Read More

The importance of story-telling in lead nurturing


Lead Generation Company | The Power of Story-Telling in Lead Nurturing and Scoring If you listened to the VP of Marketing and co-founder at Marketo, Jon Miller, discuss lead nurturing in a Find New Customers podcast, (to subscribe to these podcasts for free, click those underlined words.”)  you heard why it is so important. The… Read More

How to Do Great Marketing with (Almost) No Money


B2B Demand Generation | Small Business Marketing This presentation, based on the popular article I wrote for March Marketing Madness, has now been turned into a Slideshare.  (with audio), as well as a remarkable in-person presentation. I  delivered this new presentation to a group of software CEOs in New York City. To say their eyes… Read More

Partners of Find New Customers


B2B Demand Generation | Partners of Find New Customers We wish to share a quick update on where we are today with Find New Customers strategic partnerships. We value these partners a great deal: Find New Customers is a Gold partner for Silverpop Find New Customers is a Referral partner for Eloqua (new) Find New… Read More

The Power of B2B Blogging in 2011


B2B Lead Generation | The Power of Blogging Blogs are a great tool for organic search (every blog post is a new webpage), demonstrating thought leadership, and sharing great content with prospective clients. They can even make you famous – sort of. Recently, I picked up the phone and cold-called the CMO of a fast-growing… Read More

The Problem with Reliance on Junior Marketing Folks


B2B demand generation | The problem with junior marketing members Had an interesting chat with Todd Lebo, Senior Director of Content & Business Development at MECLABS Primary Research. He observed one of the most common mistakes made by B2B companies – a false reliance on junior marketing team members. That rang true. I’ve observed the… Read More

Bye, bye B2B Sales Lounge


Ever see a parking lot with weeds in cracks and looking like it’s been poorly maintained? That’s the B2B Sales Lounge today. We used to write the B2BSalesLounge for OneSource – publishing great insights from top sales experts. But a few months ago the client pulled the plug – telling me they had a plan… Read More

Find New Customers | Great content on B2B demand generation and always FREE


B2B Lead Generation | Free content at Find New Customers “The content at Find New Customers is so good, you really should make it a pay site.” That has been suggested several times. Problem is, that is not our business strategy. We use the Elevation Principle (as Mike Stelzner spoke of in this book Launch.)… Read More