How I Grew GE by 242% in just 12 months and why my replacement failed


Jeff Ogden, President of Find New Customers once led GE for Business Objects and grew it dramatically in just 12 months. It is Martin Luther King day #MLKday and in his honor for all of my African-American friends, here’s his great quote: “Judge people on the content of their character rather than the color of… Read More

Want to grow your sales? Stop selling!


This is one of the most common advice I give to businesses. To sell more – stop selling. In fact, when I was working part time at Best Buy, I would tell customers “I’m not a salesperson, but plenty of people buy from me.”  Customers loved it. Start helping and stop selling and watch sales… Read More

My review of Rainmaking Conversations – the great new sales book by John Doerr and Mike Schultz


We announce the launch of the book, Rainmaking Conversations by Mike Schultz and John Doerr In my years of sales, I’ve been through every kind of sales training known – Sandler, Solution Selling, Customer-Centric Selling, Target Account Selling – you name it, I’ve done it. So when the authors of Rainmaking Conversations invited me, as… Read More

How to Deal with Key Content Marketing Challenges


Lead Generation Companies: How to Deal with Content Marketing Challenges Marketo posted this to their great blog and it was very, very popular.  Content marketing is a b2b marketing imperative and this video by Jeff Ogden, the Fearless Competitor and President of the B2B lead generation company Find New Customers is outstanding. Hope you enjoy… Read More

Find New Customers: Definitive Guide to Making Quota


Looking to make quota in 2011? Want to read insights from the top experts in B2B Sales today? Want to learn how to deal with top sales challenges? Want to improve closing rates? Just click the image and download this free white paper (sponsored by Genius.com) on sales today. We also invite you to visit… Read More

The Ugly World of Sales Today


“The percentage of reps making individual quotas dropped significantly, and the percentage of the overall company revenue target achieved dropped, as well. Yet, in spite of this poor performance, 85% of the firms surveyed reported that they had raised individual quotas again for 2010.” That is the conclusion from the CSO Insights Sales Management Optimization… Read More

How to Outsource: Look for the Network, Not Just the Knowledge


Lead Generation Companies | How to Outsource – Connecting with Experts Conclusion: Value’s in your network of experts , not just the knowledge in your head. Talking with a large software client recently who grew their marketing staff from 3 to 50 with very talented marketing people, I had a bit of an epiphany. I… Read More

How companies miss the boat on experience


The single most common requirement in a job description is industry experience.  If you don’t have banking, backup software, insurance, etc. experience, you need not apply. But in my mind, this is a BIG mistake. Experience Matters Not (or barely) My goal in this blog post is to explore why this is a red herring… Read More

The right way to hire salespeople


In writing my new white paper, the Definitive Guide to Making Quota, I had the good fortune to interview five of top sales experts: 1. Jill Konrath of Selling to Big Companies 2. Kendra Lee of The KLA Group 3. Kevin Temple of Enterprise Selling 4. Jim Dickie of CSO Insights 5. Dave Stein of ES… Read More

The similarities between 9/11 military response and business


In his new book The Lies They Told, author John Farmer explains how years after the Cold War ended, the government was set up to fight the Russian threat. Three F-16’s were scrambled to form a combat air patrol over Washington, but the radio quality was so poor, the pilots had no idea why the… Read More