8 out of 10 Marketers Fail to do Buyer Personas


The Content Marketing Institute says that Buyer Personas are one of the most overlooked areas of marketing today, with 8 out of 10 getting a failure grade. I think the main reason is that company’s lack the training and don’t know how to conduct a quality buyer persona. Nor do they know how to document…

Sorry Toto. We’re not in NYC any more.


Find New Customers is in Tampa/St Petersburg and  not Long Island, NY This blog is more popular than it has ever been. Thank you so much! I still get lots of emails from my former life in Long Island, NY.  But Find New Customers is now in Tampa/St. Peterburg, Florida and is no longer in…

The Importance of Attitude – great article at Salesforce.com or Find New Customers


The Importance of Attitude is a great article that published on the Salesforce.com blog yesterday. You can read it there or at Find New Customers. It got many rave reviews, including the Marketing leader, Sophia Wong (@sophiawong on Twitter) at Mintigo. a client of Find New Customers, and my girlfriend too, who also raved about…

Kraft Says It Gets Four Times Better ROI from Content Than Ads


Think TV ads are a good investment? Guess again. If Kraft gets 4 times better results from content marketing than advertising, then it’s time to rethink your spending. The rest of this is from an AdAge article, so I don’t want you to think I wrote it. Everything in quotes comes from AdAge. Joe Pulizzi of…

There’s a Better Way to do Demand Generation – SCORE!


Instead of hiring a “demand generation manager” for your company by looking through resumes, hire Find New Customers to deploy our SCORE demand generation program, which only takes 6 months to complete. Simple, Clear, Optimal Revenue Enhancement, SCORE is a 3 phase proven methodology based on industry best practices.   One example is buyer personas.…

I’m sorry. but I don’t believe you. The Importance of Third Parties.


The problem of disbelief affects many companies.  Think of buying a new car.  Which of these would you trust? Your next door neighbor who owns the model. TV ads Car sales people I bet at least 9 out of 10 people would choose 1.  Yet companies rarely reach out to trusted third parties. That is…

Missing Link on too many Websites – Marketing exec!


In my job as President of Find New Customers, I visit a lot of company websites. One can learn quite a lot there. But one thing bothers me a lot.  It is 2014 and there is no excuse for not having a VP of Marketing or Chief Marketing Officer in your company.  Marketing is far…

Check out Resources at Find New Customers for great free B2B marketing content


Find New Customers looks better than ever, thanks to my good friend Arthur Germain of Communication Strategy Group, who did tons of work to improve it. Thanks Arthur! Arthur also simplified the website and we reorganized the Resources tab to make our great content on BtoB marketing easy to find – for you. You can…

My Team is Behind on our Numbers. We are struggling to catch up.


Those words came from a sales representative  in the Boston area yesterday.  I felt sorry for this sales guy. In my mind, companies struggling to make their numbers on the last few days of Q3, like this company, have a failure in marketing. Marketing is a business investment that takes time to pay off.  For…

In Content Marketing, every word matters. Thus Buyer Personas matter!


In order to use the right words in Content Marketing, buyer personas are essential. There is a great post at the Buyer Persona Institute by Adele Revella, a good friend of mine, entitled Make Every Word Matter (and Make Sure Your Buyer Personas Tell You How) Buyer personas are developed by talking to the right…