60% of the Sales Cycle is Over - BEFORE a buyer talks to your Salesperson

Dinosaur comets

“On average (and with little variation among industries) customers will contact a Sales rep when they independently complete about 60% of the purchasing decision process.”

This should be a wake-call for all leaders in companies who sell products to other businesses. The world is passing you by. Over half of the decision is complete before they talk to you.

The Corporate Executive Board surveyed 1,900 buyers to uncover insights regarding purchasing behavior. “The survey results were surprising.” That data should surprise and shock you. I summarize here, but read the full post at

The Most Important Number in B2B Marketing

They reach a shocking conclusion - this is not a misalignment of sales and marketing. “This is no-mans land - a gap in the purchasing funnel no one addresses.”

What is going to fill this gap? The self-education that buyers go through - without ever talking to salesperson. Here’s a laundry list for you.

  1. A strong value proposition
  2. Deep buyer personas
  3. Content to answer buyer questions
  4. Good offers and calls to action
  5. Gentle buyer focused nurturing - walking them from Problem to Solution
  6. Think Like a Publisher - collect, curate and publish great content every week

It’s clear that Marketing is going to have to fill this gap in your business. Only marketing can work on those six key elements. And we strongly suggest you reach outside the business to expert firms like BlueBird Strategies, The Annuitas Group, NuSpark Marketing, PointClear and even Find New Customers. Face it, you need fresh ideas and insights that only these deeply experienced firms can deliver.

What do you think? We love comments and those who share? Jeff Ogden, Founder and President of Find New Customers wants to hear from you.

 

Announcing the All-New Fearless Competitor

Lion Head

We wish to announce our new and radically redesigned blog. Fearless Competitor is Lionentering 2012 poised and ready for battle! Find New Customers deserves a world-class blog.

This blog has always been our best source of leads - and it should be vastly better in 2012.

Find New Customers has greatly enhanced the company blog for the new year. Nothing represents fearless better than the King of Beasts!

Here’s a list of enhancements:

  • Moved from WordPress.com to hosted WordPress (Plugins, baby!)
  • Deployed the Genesis framework (considered the state of the art extension for WordPress.)
  • Utilized a customized child theme from a professional designer. New layout and connections.

What do you think of the changes? Thumbs up or thumbs down? We love comments and those who share on social networks. Following us is easy now too.

3 Reasons Mad Marketing TV is the best marketing show

Jeffrey Hayzlett

Mad Marketing TV - the weekly marketing show hosted by Jeff Ogden of Find New Customers and sponsored by Act-On Software is the best marketing show out Mad Marketing TVthere today. We believe that sincerely.

And for our sponsor, Act-On Software, there’s nothing comparable to Mad Marketing TV from competitors like Marketo, Eloqua, Pardot, etc. Only Hubspot has a show like this, and, sorry Hubspot, but our show is better - for the reasons below.

Why is Mad Marketing TV better than other marketing shows? Three reasons:

  1. Most viewer-friendly format
    Most shows are recorded using Skype, which results in side-by-side talking heads. That quickly grows tiresome. Mad Marketing TV is much more TV-interview like - with camera changes, full screen answers and B-roll content (videos, slides, etc.). This makes Mad Marketing TV much more interesting to watch than other shows.
  2. Best Marketing Guests
    Mad Marketing TV is a vendor-free zone, bringing you top independent marketing experts like
  • Joe Pulizzi of the Content Marketing Institute
  • Adele Revella of the Buyer Persona Institute
  • Tim Ash of Site Tuners
  • Jim Burns of Avitage
  • Mac McIntosh of Acquire B2B, and
  • Steve Gershik, co-founder of DemandCon.

And famous guests like Jeffrey Haylzett, former CMO of Kodak, best-selling author of The Mirror Test and Walking the Gauntlet and keynote speaker, who ‘s our featured guest on this Thursday’s January 12th 2012 Mad Marketing TV Kickoff show. No software vendors here.

  1. Best information
    Mad Marketing TV is designed from the ground-up to deliver simple and pragmatic advice to marketers everywhere. This is information that marketers can immediately put to use in their own businesses.

What do you think? Have you seen Mad Marketing TV? We love comments and those who share our content on social networks.

Jeff Ogden of Find New Customers named one of “50 Most Influential List in Sales Lead Management for 2011″

2011-winner-badge-SLMA-ogden

Jeff Ogden of Find New Customers is named one of 50 Most Influential List in Sales Lead Management for 2011

This prestigious award demonstrates that so many respect our deep knowledge of B2B demand generation and lead management and we are honored to be in such prestigious company.” says honoree Jeff Ogden, President of the B2B demand generation company Find New Customers

One of the things Jeffrey Hayzlett says in Running the Gauntlet (click link for our book review) is “Don’t even acknowledge nay-sayers. Instead, just prove them wrong with your success.” We’ve had some nay-sayers and we’re proud of our success. No need to tell them they were wrong, when your success proves them wrong.

Jeff is honored to appear with so many wonderful experts in B2B demand generation, especially as this is the first nomination for him.

The full list of winners can be viewed here.

Introducing Find New Customers new state of the art blog, Fearless Competitor!

Find New Customers wishes to announce our new and radically redesigned blog. Fearless Competitor is Lionentering 2012 poised and ready for battle! Find New Customers deserves a world-class blog.

This blog has always been our best source of leads - and it should be vastly better in 2012.

Find New Customers has greatly enhanced the company blog for the new year. Nothing represents fearless better than the King of Beasts!

Here’s a list of enhancements:

  • Moved from WordPress.com to hosted WordPress (Plugins, baby!)
  • Deployed the Genesis framework (considered the state of the art extension for WordPress.)
  • Utilized a customized child theme from a professional designer. New layout and connections.

What do you think of the changes? Thumbs up or thumbs down? We love comments and those who share on social networks. Following us is easy now too.

Fearless Competitor is all-new and better than ever!

Find New Customers wishes to announce our new and radically redesigned blog. Fearless Competitor is Lionentering 2012 poised and ready for battle! Find New Customers deserves a world-class blog.

This blog has always been our best source of leads - and it should be vastly better in 2012.

Find New Customers has greatly enhanced the company blog for the new year. Nothing represents fearless better than the King of Beasts!

Here’s a list of enhancements:

  • Moved from WordPress.com to hosted WordPress (Plugins, baby!)
  • Deployed the Genesis framework (considered the state of the art extension for WordPress.)
  • Utilized a customized child theme from a professional designer. New layout and connections.

What do you think of the changes? Thumbs up or thumbs down? We love comments and those who share on social networks. Following us is easy now too.

2011 in Review for Mad Marketing TV

madTV

Mad Marketing TV - the show which delivers simple, pragmatic marketing information to Mad Marketing TVoverworked, under-staffed marketers everywhere and is sponsored by Act-On Software delivered several superb shows in 2011. (It’s always a good idea to recap accomplishments at the end of a year.)

Jeff Ogden, the Fearless Competitor, of Find New Customers is the show host.

Let’s recap the Mad Marketing TV shows of 2011 at year end. We also include twitter links for all our guests, so you can follow them.

  1. Understanding Buyer Personas with Adele Revella of the Buyer Persona Institute
    This premier episode of the show introduced the foremost expert in buyer personas, Adele Revella.(@buyerpersona) As it was our first time using the Watchitoo platform, it’s less than optimal. (Adele and I are in small windows while slides appear.) We plan to re-record this show in early 2012.
  2. Mistakes That Threaten Your Buyer Persona Initiative with Adele Revella
    Because of the importance of buyer personas, we brought Adele back for another show. This show also premiered our redesigned TV-style format, with rapid camera changes, full screen content and more. For instance, the host appears alone, the guest appears alone when answering, and content fills the screen - making for a very TV-like show.
  3. Content Marketing - Using Story-Telling to New Customers with Joe Pulizzi of the Content Marketing Institute
    The show introduced content marketing expert Joe Pulizzi (@juntajoe) of the Content Marketing Institute and explored the important role of content in marketing today. Joe also wrote a terrific guest post here entitled “Developing an Integrated Content Marketing Strategy that Works” Highly recommended!
  4. The Social B2B Marketer with Paul Gillin, author of Social Marketing to the Business Customer
    This show discussed the important and growing role of social media in marketing with one of the top experts today, Paul Gillin (@pgillin) author of Social Marketing to the Business Customer.
  5. Lead Nurturing and Scoring with Steve Gershick of 28Marketing.com
    This show discussed the important topics of lead nurturing and scoring with a co-founder of the Sales and Marketing Conference, demandcon. Steve Gershik (@sgersh), the Innovative Marketer, is one of the foremost experts in the topic. This show also delivered the finest production quality to date.
  6. The Social Marketer: After-Party show with Paul Gillin
    This is perhaps the most interesting discussion of all. Once the show is over, the marketing expert and the host sit down for a fascinating discussion on a wide range of topics. The discussion between top experts is must-watch TV!
  7. Lead Nurturing and Scoring with Steve Gershik: After- Party show
    This free-wheeling discussion covered the future of B2B marketing with a top expert.

Those seven shows represent a great start for Mad Marketing TV. But the future is even brighter. But we’re excited about 2012! In fact, our 2012 Kick-Off Show premiering on January 12th at noon features Jeffrey Hayzlett, Celebrity CMO and author of best sellers, The Mirror Test and Running the Gauntlet. He was also the keynote speaker at the Aprimo Marketing Summit (click the words to watch the YouTube video) this year too. (I hosted the B2B track at this meeting.)

We wish to thank Act-On Software, marketing automation software for the Fortune 5,000,000 for making this show possible.

We have an awesome line-up of guests for 2012 - and we’ll present dozens of great marketing shows next year. We hope you’ll tune in every week - Thursdays at noon ET.

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