5 Tips for Developing Strong Buyer Personas


Buyer Personas are the foundation of great B2B marketing plain and simple and there was a big discussion on Linkedin about personas recently. Fearless Competitor is the blog of the company Find New Customers and we have lots of great content for you there, as well as services like Buyer Personas. To create great lead… Read More

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

My Team is Behind on our Numbers. We are struggling to catch up.


Those words came from a sales representative  in the Boston area yesterday.  I felt sorry for this sales guy. In my mind, companies struggling to make their numbers on the last few days of Q3, like this company, have a failure in marketing. Marketing is a business investment that takes time to pay off.  For… 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

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

Surprise – powerful way to engage prospective buyers


B2B Lead Generation | Harnessing the Power of Surprise In an earlier article, we discussed how doing the unexpected is a great way to engage the minds of prospective buyers in your B2B demand generation programs.  This is so important, we should look at other examples. Let’s look at an illustration from the book Made… 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

“It’s Not About Marketing Automation” a webinar by Act-On Software featuring @fearlesscomp


Webinar It’s not about marketing automation! You can’t automate what you can’t see. What: Complimentary Webinar When: Wednesday, August 17 Time: 11:00 am Pacific 1:00 pm Central 2:00 pm Eastern Enough already! Marketing automation is not the Holy Grail, it’s merely the means to pursuing it.The game is really about visibility. That’s your opportunity, and… Read More

“Stop Marketing in the Dark” a webinar by Act-On Software featuring @fearlesscomp


Webinar Stop Marketing In The Dark! You can’t automate what you can’t see. What: Complimentary Webinar When: Wednesday, August 17 Time: 11:00 am Pacific 1:00 pm Central 2:00 pm Eastern Enough already! Marketing automation is not the Holy Grail, it’s merely the means to pursuing it. The game is really about visibility. That’s your opportunity,… Read More