I’m in the Top 1% of Kred - but I don’t care (and neither should you)

digital marketing

What does Kred have to do with digital marketing?

I got an email recently that I was in the top 1% influencer of this credibility site. And you know what? I don’t care - because you don’t care.

Winning this and getting this image is like one of those My Kid Made Honor Role stickers on the back of a minivan. The only one who cares is Mom and Dad. And since this is my award, you don’t care because it fails the “What’s in it for me?” question.digital marketing

In BtoB digital marketing, you’ve got to stop blowing your own horn and start focusing on “YOU.” Or as Nancy Duarte said on Marketing Made Simple TV, your presentation is All about the audience. It’s not about the speaker.

If you want successful digital marketing programs, you’ve got to stop talking about products and services and start talking about buyer problems and solutions to those problems. In digital marketing, narcissists have no place.

Sometimes this message falls on the wrong ears. In a famous incident, David Meerman Scott said to his boss “no one cares about our products and services except us” and he was fired.  In fact in a popular post called The Trouble with Kids” I equated this problem with a parent and children. Business leaders see their products and services like children, so it is hard for them to create effective digital marketing programs.

What do you think? Can one talk about one’s own products and services and have success in digital marketing?

Jeff Ogden, the Fearless Competitor, is President of the digital marketing connection company Find New Customers. He is also the creator and host of the popular online show Marketing Made Simple TV.


Happy Birthday, sales lead generation company Find New Customers - belatedly


On February 13, 2009, the sales lead generation company Find New Customers was born. We are now four years old, which means we outlived a lot of other businesses.


Find New Customers, the demand generation company, is led by the award-winning marketer Jeff Ogden, who’s also the creator of the very popular and highly syndicated online TV show, Marketing Made Simple TV.  You can follow Jeff on Twitter at @fearlesscomp. 

We also have a lot of great content on BtoB marketing, lead nurturing, lead scoring, and more on sales lead generation  - all of which can be found at www.findnewcustomers.com. And all of our great content is 100% free, so feel free to grab it today.

While we did have a brief stop at an Atlanta firm, managing GE, we’re happy to be back at our own company, where I have control of my own destiny.

Who should talk to Find New Customers?

  • Companies struggling to create enough quality leads to fill sales pipelines. (That is nearly everyone.)
  • Companies looking to gain a competitive advantage by developing deep buyer insights.
  • Companies who want better results from software like Marketo, Silverpop or Eloqua.
  • Companies who want to drive revenue from marketing - connecting marketing to revenue

If any of those describe you, contact Find New Customers today!

It’s easy to reach Find New Customers:

  1. Call us - 516-495-9350
  2. Email us - sales at findnewcustomers.com
  3. Tweet us - @fearlesscomp

What do you think? We love comments and those who share on social media.


SLMA winner

B2B Sales Lead Generation Marketing Trends - by Holger Schultz


Trade show sales lead generation

Here are the top 5 Take-Aways from this study of sales lead generation
  1. The number one problem for BtoB companies
    Generating quality sales leads
  2. The most effective sales lead generation tactic used
    Company website, email marketing and SEO
  3. The greatest barrier to sales lead generation success
    Staff, budget and time (Outsource!)
  4. Top marketing metrics used
    Cost per lead, revenue, and lead volume
  5. The Top Tactic for Success
    Provide compelling content at each stage of the buying process to move buyers from first touch to purchase.

There is a lot more good data on sales lead generation in this exhaustive study. We appreciate Holger sharing it. I urge you to click through the slide presentation to learn about the challenges faced by most companies today. I also find it interesting that most find trade show attendance most valuable. I agree, but I suggest you choose your events carefully, because you can waste a lot of money really fast at the wrong events.

Considering the challenges companies face in BtoB marketing, more companies should talk to sales lead generation firms like Find New Customers. You can contact Find New Customers by calling 516-495-9350 or by sending an email to sales at findnewcustomers.com.

How to Grow Your Business via Word of Mouth - Become Fans of your Fans

Cowboys vs Eagles

One of the very best ways to grow revenue does not cost a dime. And it’s such a simple idea, anyone can embrace it.

Become fans of your fans

I first learned of this idea in the great book, Brains on Fire. It was in this book that the idea of becoming fans of your fans was introduced. I also had the opportunity to interview Brains on Fire Fearless CEO, Robbin Phillips on Marketing Made Simple TV: You can watch Robbin’s show here.

I’ve been using this idea with my “TV on the Web” show, Marketing Made Simple TV. While I’ve had the pleasure of interviewing the brightest people in business today, like Chris Brogan, Dan Pink and Nancy Duarte - how can I cost-effectively spread the word? Do I buy PPC ads or sponsored tweets? No. I simply brag about our fans.

Lots of people think sales lead generation programs require content, marketing software and more. But sometimes the answer is so simple it is staring you in the face.

I chose three of our biggest show supporters, Sandra Zoratti, Jeffrey Hayzlett and Margaret Molloy and deemed them the “Marketing Made Simple TV Rock Stars.”  Then I send out a tweet thanking them. “You guys rock!” And the tweets come back:
MargaretMolloy7:41pm via Twitter for iPhone

THANKS RT @Jeff_Ogden: Thanks to my Marketing Made Simple TV rock-stars. You’re awesome! @JeffreyHayzlett @MargaretMolloy@sandraz
sandraz7:42pm via Web

@Jeff_Ogden @JeffreyHayzlett @MargaretMolloyJeff, thank you! And love being in Jeff H, Margaret M company anyday!

Embrace the idea of becoming fans of your fans and reap the awards!

What do you think? We love to read your comments and appreciate those who share on social media.

Digital Marketing: 10 Tips for your Programs

Digital Marketing

Digital marketing is the rage today. Everyone is moving away from print and focusing on digital marketing programs. But what are the keys to getting the most from your Digital Marketing programs?

Here are ten tips:

  1. Start by understanding buyers
    Good digital marketing programs start by developing a deep understanding of buyers. You not only need to know what their pain points are, but you need to connect your products or services, This is not a trivial process, which is why we recommend our Buyer Persona Service.
  2. Have a strong value proposition
    One of the keys to success in your digital marketing programs  is having clear value to prospective buyers. What is the business results that buyers get from your product or service? It needs to be specific and measurable, like an 18% increase in profits in just 18 months.
  3. Create content to move buyers through a process
    If you know your buyers, you can craft strong content which moves buyers in your marketing prdigital marketing tipsograms. The goal of your content should be to move prospects through a buying process. You need unstructured buyer interviews with both won and lost deals.  Find New Customers Buyer Persona Service can help.
  4. Ensure a solid lead management process
    It’s all too easy to drop the ball and your marketing programs will fail.  Ensure a solid and ongoing process to manage the leads you have.
  5. Gently nurture leads
    The goal of lead nurturing in your marketing programs is to earn trust. If you share valuable content gently in your digital marketing programs, you will earn trust.
  6. Score behaviors
    If your lead nurturing programs in your digital marketing campaigns are earning trust, how do you know when someone is ready to buy?  Watch their behaviors - aka Digital Body Language.
  7. Make sure Sales is on board
    Your entire digital marketing program will fail unless sales is on board. Start early by talking to them and ensuring they clearly see the value to them of your digital marketing efforts.
  8. Measure results
    Digital Marketing works if you can prove the value. That means continually measuring results - like qualified sales opportunities created, velocity through the process and win percentages.
  9. Continually test and refine
    Digital marketing is all about experimentation. Take a small part of your digital marketing budget and set it aside for experimentation.  As you learn new things, incorporate these ideas into your new digital marketing programs.
  10. Let us know how you did
    Okay, I couldn’t think of a 10th tip in Digital Marketing. But this is all for you and I welcome your feedback.

What do you think? Were these ten tips in Digital Marketing helpful? We love to read your comments and appreciate those who share on social media.

7 Keys to Successful Lead Nurturing in B2B Marketing

Lead Nurturing

 Lead Nurturing: Want to create a great program in your company? If so, download “7 Keys to Successful Lead Nurturing” from Find New Customers.

This brief two page guide covers key areas you will need to cover when creating your lead nurturing programs.  This brief guide to lead nurturing is some of the free and ungated content on digital marketing you will find at Find New Customers.

Please note that this content is ungated - which means simply click on it and it opens. No need to fill out a complex form or sign up for future emails.  We simply trust you to keep Find New Customers in mind when you decide to crank up digital marketing and connect it to revenue in YOUR company. Just click the image below to download this form.

lead nurturing

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“Let Your Freak Flag Fly” - Advice for BtoB Marketers

purple cow-slider

Let Your Freak Flag Fly is what I always advise BtoB marketers when creating digital marketing programs.

We live in a crazy, noisy, world today with a cacaphony of messages streaming in continually. To break through and be heard, it is best of we can let our hair down and be fun! In other words, let your freak flag fly! Remember, it is only those who are different that we remember. Or as Seth Godin wrote, driving through France once sees bucolic farms and rolling hills. Beautiful scenery. But over time, it grow familiar and you stop seeing it - which is why Seth say that your business needs to become a Purple Cow.  Purple Cow is certainly the idea to let your freak flag fly in your digital marketing initiatives.Purple Cow

Are you brave enough to act a little crazy? Can you create content that is fun and engaging? If so, you are one of the marketers who has learned to Let Your Freak Flag Fly.

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This YouTube video shares some of the oddball characters in New York City, as well as sharing a video analyzing crazy group behavior.  I hope this expand your thinking so that you too can Let Your Freak Flag Fly.

Jeff Ogden, the Fearless Competitor, President of Find Customers is a BtoB marketing expert and 2 time winner of Top 50 Influencer in Sales Lead Management.  Contact Find New Customers by calling 516-495-9350 or by sending an email to jeff dot ogden at findnewcustomers.com

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The B2B Content Marketing Strategy Checklist by Velocity Partners UK is here!

buyer personas drive content

Doug Kessler of Velocity Partners joined Jim Burns of Avitage and Joe Pulizzi of the Content Marketing Institute on Marketing Made Simple TV for a great content marketing roundtable. Terrific show. Watch it here.

Our great friends in the UK at Velocity Partners released an awesome piece of new content to help B2B marketers everywhere. It’s a real working content marketing checklist for you to use in your company today. Content ius the bait on the hook in your digital marketing programs. It even contains forms you fill out as you build your content plan. One of the most useful marketing pieces I’ve ever seen. With everyone doing content in 2013, it’s harder than ever to get noticed.


A big, fat, roll-up-your-sleeves guide for B2B marketers

Content marketing used to be a secret weapon used by the smartest marketers. Now it’s the default setting used by just about everybody.

What does this mean for you?

It means you can’t just shoot from the hip any more.
Now you need to take aim and get strategic.

B2B Content Marketing Strategy Checklist
That’s what The Content Marketing Strategy Checklist is all about: helping you get strategic about your content program so your stuff hits the target and you maximise your Return on Content.

Do it right and you’ll earn more traffic, drive more conversions, improve your search rankings and build a formidable content brand (one of the most precious assets a B2B marketer can create).


  • A step-by-step content strategy guide – with quick templates and checklists on the things that matter most, including:
    – Goals, target audiences, buying stages and trigger event
    – Finding your content strategy ‘Sweet Spot’ (do you know yours?
    – SEO keyphrases and editorial calendars
  •  Content strategy for your very next piece of content covering things like:
    – Topics, media and information sources
    – Promotion, atomization and lead nurturing
    – Measurement, testing and learning
  • A running case study that shows you how we answered all these critical questions for The Content Marketing Strategy Checklist itself.
  • Five principles of great content marketing strategy to help guide your own programs.


Why use it? Don’t know if you’ve seen their work, but the Brits (And an American transplanted to London) have a wonderful, cheeky sense of humor that make their content fun! Download it today. Just click the highlighted words above or the image below.

And note they mention Jeff Ogden, President of the sales lead generation company Find New Customers and host of Marketing Made Simple TV, as one of their inspirations (last page). I’m honored that I inspired someone!

What do you think? We love your comments and those who share on social media. We also invite you to add your email address for our weekly updates.

Doug Kessler of Velocity Partners joined Jim Burns of Avitage and Joe Pulizzi of the Content Marketing Institute on Marketing Made Simple TV for a great content marketing roundtable yesterday. Terrific show. Watch it here.

Thanks for all the awards! Jeff Ogden of the sales lead generation company Find New Customer is honored!


I’m honored and flattered to be an award-winning B2B sales and marketing expert in sales and sales lead generation. Please forgive me for beating my chest.

Here are a few of the recent awards.

  • Top 25 Sales Influencer (OpenView Labs)sales lead generation award
  • Top 50 Influencer in Sales Lead Management (SLMA) - Twice!
  • Top B2B Blog of the Year (Buyerzone)

With all three of those, they cover sales, marketing, demand generation and blogging. Very cool. And I certainly congratulate all of the co-winners of these awards too, especially Jill Konrath.

Here’s info on the Top 25 Sales Influence award.

Top 25 Sales Influencers for 2012

By Brian Zimmerman

Looking to connect with some of the top sales minds in the business?

OpenView's top 25 sales influencers for 2012

The research team here at OpenView Labs recently applied their talents toward identifying the most influential sales leaders on the Web today. Browse below for our list of 25 of the most powerful thought leaders in the world of sales management, lead generation, and more.

(Editor’s note: For more details on how this list was compiled, check out this blog post from Brandon Hickie on developing a prioritization scheme for market channel research.)

OpenView’s Top 25 Sales Influencers for 2012 are:

Jeff Ogden, Find New Customers

Jeff OgdenJeff is the president of Find New Customers, which focuses on “demand generation made simple.” He writes for the popular blog Fearless Competitor and hosts the B2B marketing show Marketing Made Simple TV.

Follow on Twitter: @fearlesscomp

Jeff Ogden, the Fearless Competitor of the sales lead generation company Find New Customers is an award-winning BtoB marketing expert. He’s twice been named Top 50 Influencer in Sales Lead Management and was named a Top 25 Influencer in Sales as well.

“All there is in business is (digital) marketing and innovation” - Peter Drucker


“Business has only two functions — marketing and innovation.” (Digital Marketing)
― Peter F. Drucker

(He did not use the term digital marketing, but it was added to bring his quote up to date.)

The late Peter Drucker is right. Make good stuff and sell it. That’s all there is in business. The formula for business success is simple.

Make good stuff and sell it. (You need Digital Marketing)

Marketing exists for one purpose - to drive quality sales opportunities which result in revenue. Give Sales a few high quality leads - then they sell them all and everyone is happy. That’s why you need digital marketing. And since the balance of power has clearly shifted from sellers to buyers - the importance of inside sales and digital marketing has grown by leaps and bounds.

Every company needs to invest in digital marketing and build an awesome B2B demand generation program that delivers those high quality sales leads.  That means:

  • Deep structured buyer personas
  • A strong value proposition
  • Accurate data and segmentation
  • Ongoing content marketing with highly relevant content
  • Gentle, ongoing lead nurturing to earn trust
  • Well-thought out lead scoring to detect hand raises
  • A good inside sales team to ask “Are you ready to talk to sales?”
  • A good lead management process - so nothing fall through the cracks
  • Metrics - to prove the value of marketing
  • Technology cloud - software to manage these processes, such as Marketo/Eloqua/Salesforce.com

That’s what it takes to have a good digital marketing program today.

You have all of this? A few companies might. The rest who want a digital marketing program ought to talk to Find New Customers, I think.

What do you think? We love to read your comments and appreciate those who share on social media.