Daily Archives: February 9, 2011

The Eloqua Grande Guide to the Social CMO

Posted by Jeff Ogden on

Are you ready for the social media tsunami?Tsunami

Most companies are laggards when it comes to adapting to change. Months ago, I had breakfast with the sales expert Jill Konrath of Selling to Big Companies. I told Jill of something I’ve observed in military history that also applied to business - something I termed “Last war syndrome.”

My point was that every war in history starts out using the techniques, equipment and strategies of the last war. German Panzer tanks ran circles around the Maginot Line, and the British used European tactics against Colonial guerillas. (Thank you, King George.)

The same thing happens in business - companies fail to adapt until some compelling event forces them to. But the explosion of social media has threatened to leave Chief Marketing Officers on the proverbial dust heap of history. They are victims of “Last War Syndrome.”

eConsultancy found that only 35%  of companies own social media in the digital marketing team and 10%  ‘don’t do social media at all.’ “This is a colossal mistake, both personally and professionally.”

Eloqua has a great Slideshare presentation on this new content, which I share below.

Eloqua is a great example of a company doing a superb job of content marketing today. They are using this in their lead generation efforts too. “Moving beyond content for content sake” said Joe Chernov. Amen, Joe! Sharing it with their marketing database.

Sharing great content like this with the senior marketing executives in your marketing database is exactly what more B2B sellers should be doing, IMHO.

Congrats to JESS3 who created it and Leslie Bradshaw of JESS3 and Joe Chernov who wrote it.

Don’t Get Left on the Proverbial Dust Heap of History! Embrace social media now!

Jeff Ogden is President of Find New Customers “Lead Generation Made Simple” Check out the online show every Friday at 11am ET, “Laugh and Learn with the Fearless Competitor.” Find New Customers is one of few lead generation companies in New York. Follow Jeff on Twitter or download the highly acclaimed (and free) white paper on B2B lead generation here.

How to Find New Customers

How to Find New Customers

Find New Customers helps companies like yours (with 150 to 5,000 employees and complex products) implement lead generation programs to improve the way you find and acquire high quality sales leads using best practices in online lead generation. Quality leads matter. In fact, a recent study found that sales teams with fewer, high quality sales leads closed more than sales teams with more leads of dubious quality.

If you wish to do sales lead generation online, contact the B2B lead generation experts at Find New Customers.

The rejection - and why I really don’t care

Posted by Jeff Ogden on

When I get a rejection email, I no longer care.

Recently, I got a rejection email from Workday, a software company founded by ex-Peoplesoft people, a great company I once worked for and now part of Oracle.

Half full glass

Half-Full or Half-Empty?

While I wish them all the best, I simply don’t care. Here are some reasons why rejections no longer affect me.

  1. I like having control of my own destiny. Working for Find New Customers gives me that control. Working for someone else, I lose that control.
  2. The marketing sales lead company Find New Customers is booming. Our business has a bright future indeed.
  3. We have great clients like Aprimo, OneSource, and Marketo.
  4. We have great friends and supporters too. Top experts and gurus like us too.
  5. We have great content and are well-known in social media too.
  6. We’ve featured in books (Get Back to Work Faster, Social Marketing to the Business Customers) and write a lot of guest posts. So we are everywhere.
  7. We’re featured in a new white paper on B2B blogging.
  8. We were featured on HubspotTV.

Besides, the objection I hear most often now - by far is “You look to be over-qualified.” So I choose to look at it as a “glass-half” full view.

What do you think?

Social Media in B2B Lead Generation: Avaya goes social with Paul Dunay

Posted by Jeff Ogden on

(Editors note: Paul has recently left Avaya to become Chief Marketing Officer for a social media company. We wish Paul all the best.)

Recently the Insiders at Find New Customers had the opportunity to watch Paul Dunay (FaceBook for Dummies and Buzz Marketing for Technology) present “Avaya Goes Social”  - how Avaya embraced social networks for remarkable business results.   I cannot thank Paul enough.

Paul’s a super-smart and innovative marketer. Just check the many, many awards Paul has won by clicking the awards tab on Buzz Marketing.

You can watch Paul’s terrific presentation by clicking

Avaya Goes Social

What do you think? We love comments and people who share.

Jeff Ogden is President of Find New Customers “Lead Generation Made Simple” Check out the online show every Friday at 11am ET, “Laugh and Learn with the Fearless Competitor.” Find New Customers is one of few lead generation companies in New York.

Find New Customers helps companies like yours (with 50 to 5,000 employees and complex products) implement lead generation programs to improve the way you find and acquire high quality sales leads using best practices in online lead generation. Quality leads matter. In fact, a recent study found that sales teams with fewer, high quality sales leads closed more than sales teams with more leads of dubious quality.

If you wish to do sales lead generation online, contact the B2B lead generation experts at Find New Customers using the form below or follow Jeff on Twitter at @fearlesscomp.






Sales and Marketing Don’t Mix

Posted by Jeff Ogden on

Maybe not, but there are 2 superb blogs out there which mix sales and marketing very well. If you are a sales or marketing leader in a business to business seller, you should check both out.

  1. B2B Marketing
    This one, Fearless Competitor, is dedicated to the world of content marketing, lead generation, and b2b marketing in general.We are thrilled that over 40,000 readers to date have checked it out. It’s also the home of our Friday show - Laugh and Learn featuring @fearlesscomp. It publishes at least 5 days a week.
  2. B2B Sales
    Our other blog is the B2B Sales Lounge and we write it on behalf of our client, OneSource.That’s where we share insights on b2b sales from such experts as Jill Konrath, Dave Stein, Kevin Temple, Miles Austin, Craig Elias and Tibor Shanto. We also write some sales articles on our own. This blog publishes 5 days a week.

Combine those two and you have between 10 and 15 posts per week, all created by just one person, the Fearless Competitor.

That makes me one of the most prolific bloggers on Earth, it seems. Some say you can’t post often and post quality. I beg to differ. A select few can do it.

For more on B2B blogging, check out B2B Blogging Trends for 2011 by Tom Pick.

What do you think? I read all your comments and appreciate how you share our content on social networks too.

Jeff Ogden is President of Find New Customers “Lead Generation Made Simple” Check out the online show every Friday at 11am ET, “Laugh and Learn with the Fearless Competitor.” Find New Customers is one of few lead generation companies in New York. Follow Jeff on Twitter at @fearlesscomp or download his highly acclaimed (and free) white paper on B2B lead generation.

How to Find New Customers

How to Find New Customers

Find New Customers helps companies like yours (with 150 to 5,000 employees and complex products) implement lead generation programs to improve the way you find and acquire high quality sales leads using best practices in online lead generation. Quality leads matter. In fact, a recent study found that sales teams with fewer, high quality sales leads closed more than sales teams with more leads of dubious quality.

If you wish to do sales lead generation online, contact the B2B lead generation experts at Find New Customers. Use the form below to send a personal note for Leave a Reply to post a permanent comment here.