Just Add Data | The Path to Better Marketing Results – Laura Patterson and Julie Schwartz on Marketing Made Simple TV

October 25, 2012 Leave a Comment
marketing made simple tv

Download the Revenue Performance Management – Demystified guide from Eloqua at http://bit.ly/RPMDemist or click the button in the show.

Welcome to Marketing Made Simple TV in High Definition!

ITSMA/VEM research shows that marketing organizations that leverage data in their strategic and tactical decision making have a business performance advantage. Data-savvy organizations are better able to improve their average time to revenue and decrease their sales costs per order dollar. But what does it take to be data-savvy?

Join show host Jeff Ogden with Laura Patterson of VisionEdge Marketing (https://www.visionedgemarketing.com/) and Julie Schwartz Senior Vice President, Research and Thought Leadership, ITSMA (http://www.itsma.com/) for a fascinating chat about the results of a study of B2B marketers.

You will gain insight into how you and your peers use marketing data, metrics, and analytics to inform marketing decisions, predict buyer behavior, improve marketing performance, and forecast trends.

P.S: Did you know the 2012 MPM Study revealed that  Best-in-Class marketers do 6 things better and differently than their peers when it comes to performance management? To learn more about these 6 principles, see the abbreviated summary (free) in VEM’s white paper section or or ITSMA’s research library. For a detailed look with key findings, full recommendations on how to improve your C-Suite score, and descriptive graphs showing the distribution of the scores, purchase the final report for $495 at the VEM Store and ITSMA In addition, Laura and Julie will discuss the survey results during a web briefing, Mastering the Six Principles of Marketing Performance Management, on November 8.

We thank Laura and Julie for appearing on this show, as well as sponsors such as Avitage, Digital Ethos, Communication Strategy Group and Eloqua. Marketing Made Simple TV premieres a new show every Thursday at noon ET/9am PT.

Love the show? Then we invite you to join the Marketing Made Simple TV Fan Club.

Jeff Ogden, President of Find New Customers is an award-winning B2B marketing expert. He was named a top 25 Sales Influencer for 2012 by OpenView Labs. He was also named one of the Top 50 Most Influential in Sales Lead Management by the Sales Lead Management Association. And this blog was named the top B2B blog of 2012 by BuyerZone. He also holds a degree in Marketing from the University of Notre Dame.

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What are people looking for on your homepage?

August 14, 2012 3 Comments
homepage-redesign-preview

I think we need a revolution in home page redesign. They need to become simpler and more customer-focused.

I was just checking out the home page of a Find New Customers client we’re just starting to engage. Here’s what it says: (Names changed)

ACHIEVE RESULTS. UNLEASH MINDS.

Talent is as critical as technology for businesses today. But how do you identify, motivate and retain the talent your company needs to thrive? ABC Enterprise’s talent transformation process has the power to unleash hidden potential and boost performance across your organization. And it’s backed by the resources, reputation and thought leadership of Able Business Corporation. Explore the steps to transforming talent for your enterprise.

That’s not terrible, but I think it can be vastly improved. Look at the world through the eyes of a visitor. Here’s what I look for, and many other people do too.

  1. Should I trust you? Are you trust-worthy?
  2. Do you understand me and my problem?
  3. Are you really committed to helping me?

Let’s take the first question. Should I trust you? 

I don’t trust companies – I trust people, especially people without skin in the game. This is where a brief video clip or vignette from a company executive, industry expert or customer would really help.

Let’s examine the second question. Do you really understand me and my problem?

I’m looking for you to demonstrate understanding of my problem.  How does a lack of talent impact my business? How do it hurt me? Those questions are not answered in the text above.

Finally, let’s look at Are you committed to helping me?

The best way to demonstrate willingness to help is by sharing high value content. If I can access information that helps me understand the nature of my problem and how to solve it, I believe you are willing to help me.

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

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CMOs Speak: The Guide to the New Crazy World of Marketing is released

June 18, 2012 Leave a Comment
CMOGuideWP

The new white paper with advice Chief Marketing Officers for Directors and Managers to deal with the crazy new world of marketing is now available.

Sponsored by Silverpop, it is penned by Jeff Ogden of the sales lead generation company Find New Customers. This is the fourth white paper written by Jeff and it is the latest in a long line of great content like you find at Find New Customers.

This white paper includes insight from CMOs and top marketing experts like Pete Hayes of Chief Outsiders and Pete Krainik, Founder of The CMO Club.  It’s also a quick and fun read. Managers and Directors of Marketing will enjoy it.

Click the image at right to download it. Or click on CMOs Speak.

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

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CMO.com | Study Finds Marketers Don’t Practice ROI They Preach

March 29, 2012 1 Comment
gut-feeling-Large

Arrows Missing TargetMore Than Half Don’t Use ROI Metrics to Plan Budgets; 28% Rely on Gut Instinct

This article, which published at CMO.com on 3/16/2012, points to how few marketers leverage ROI metrics. It directly points to the need to bring in outside experts in B2B demand generation like Find New Customers.

According to a study of 243 CMOs and top marketing execs, almost 6 out of 10 don’t establish budgets according to ROI measures. “Sixty-eight percent of respondents said they base their budget decisions on historical spending levels, while 28% said they go with gut instinct. And 7% said most of or all their spending decisions aren’t based on any metrics at all.”

The study was conducted in January and February by the Columbia Business School Center on Global Brand Leadership and the New York American Marketing Association, and results were presented at the Brands Innovation Technology conference in New York on March 5.

To read the rest of the article, please visit Study Find Marketers Don’t Practice the ROI They Preach.

“We at Find New Customers believe the inability of marketers to use ROI points to the need to bring in outside help with B2B demand generation. Since we’ve interviewed metrics experts like the Lenskold Group for Mad Marketing TV, we have not only the knowledge, but a world-class network to draw upon.”

 

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