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

Great News for companies in Tampa/St Petersburg, Florida – the BMA is coming


The Business Marketing Association is coming to Tampa Bay soon – within weeks. Please vote for Jeff Ogden of Find New Customers for the SLMA marketing award. You have to register for the Sales Lead Management Association, but it’s free and you vote for up to three, This is awesome news for companies in the Tampa/St.… Read More

Why Find New Customers is the best name of any Marketing Agency


When you look at Marketing Agency names, you find a couple of common traits: Named after a dog species, like the nice folks at Bulldog Solutions Named after a person’s last name, like the company in Atlanta I once worked for – and will never work for again – for any amount of money.  I… Read More

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

How to Prosper Despite a Bad Economy | Insights from How to Find New Customers


B2B Demand Generation | Insights from How to Find New Customers Every day I hear how bad the economy is.  The news is filled with layoffs, store closings, and more and more bad news.  It’s all doom and gloom. Or is it?  Life goes on.  Business gets done and I’m not known as the Fearless… Read More

The Problem with Kids: How Your Products and Services are Truly Perceived


B2B Lead Generation | Why your products and services are like your kids Want to crank up sales and profits in your company? Then stop talking about your kids. I adore my kids. Three boys – 18, 15, and 12. Great kids. Want to watch my videos or flip through our family photos? Of course… Read More

12 Marketing-Takeways from the B2B Marketing Manifesto


B2B Demand Generation | 12 Marketing Take-Aways One of our favorite content marketing firms is Velocity Partners in London, creators of a 42 page “rant” called the B2B Marketing Manifesto. Doug Kessler, an American living over there, recently participated in a webinar with Bob Apollo, Inflexion-Point Strategy Partners and John Sweeney of DemandGen in which… Read More

The State of Lead Generation Today (with Jim Dickie of CSO Insights)


B2B Lead Generation | The State of Lead Generation Today (This earlier blog post is mostly updated with current data, but overall, not much has changed. The bottom line: B2B salespeople continue to struggle.) Jim Dickie, Managing Partner of CSO Insights sat down with the Fearless Competitor to share insights and takeaways from their recent… 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

How, When and Where Buyers Want Content


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… Read More