5 Marketing Lessons Learned from marketing Find New Customers

Marketing the new Florida-based company Find New Customers has been an interesting experience and I’ve learned a lot that i wish to share with you. By the way, I came up with this campaign as I was badly hurt and in the hospital.

As a top lead generation company, we should be able to do this well, so try these in your business and a let me know how you do with them.

These five lessons work for any smaller business as well as larger businesses, so learn them and embrace them.

1. Stop SellingStop Selling

No one likes to be sold, but nearly everyone likes to buy. You need sales but you must first earn trust. So you need to share thought leadership content with prospective buyers and not blatant sales pitches. In fact, one of our mottos is “Always be Helping.” I once got a sales pitch email and I immediately deleted it.

2. When the World Zigs, You Zag

Face it. Everyone sends emails today and almost no company uses old fashion snail mail. But that’s exactly why you should use it.  People get far too many emails and their mailbox is empty..

3. You Must Use the Phone

Using the phone you talk to people, leave messages and uncover interesting facts to clean up your database. There is no other way to get that useful information. Call each and every week to your marketing database.  It also really helps to do some research, like visiting their website before you call..  I also wrote a nice script to use on the phone and it works very well. Planning is key.

4. Mix Your Media

Don’t just keep emailing someone or just calling them.  Use mail, email, calls, everything you can think of to earn trust with prospective buyers.  Even connect with people on LinkedIn, but take the time to personalize your LinkedIn invitations.

5. Marketing is an Ongoing Process – It Never Stops

If you just market for a couple of months, you may just get one or two leads – or zero.  Marketing takes an ongoing investment of time, effort and money and every business needs to do it all the time..

If your company is looking for help from a very well-connected award winning BtoB marketing expert, just fill out the form below.

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This blog is written by the award-winning marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers. You can follow me on Twitter at @fearlesscomp

The Importance of Marketing Awards for a B2B Demand Generation Agency

We recently published Florida gets its own BtoB demand generation agency – Find New Customers

Jeff Ogden, President of Find New Customers has won many marketing awards.  But if you own a company in the Southeast and you need help with sales and marketing, why do awards matter to youGood Housekeeping?

I think the importance is simple.  The voting comes from industry peers and fellow marketing experts.

Thus other marketing experts see you as an expert when they vote for you.

Two awards that make me most proud include:

  1. Top 50 Most Influential in Sales Lead Management by The Sales Lead Management Association – 3 years in a row.
  2. Top 50 over 50 in Marketing by CMO @alansee.

As far as I’m concerned, marketing awards are the Good Housekeeping Seal of Approval.

2012-50most-badge-ogden 2013-50most-badge-ogdenSLMA award

If your company is looking for a very well-connected award winning BtoB marketing expert, just fill out the form below.

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This blog is written by the award-winning marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers. You can follow me on Twitter at @fearlesscomp

In the Content Marketing Kingdom, Third-Party Experts Rule

Recently, a West Coast software firm hired Jeff Ogden, President of Find New Customers and Creator &  Host of Marketing Made Simple TV – and his world-class network – to write articles to promote their new product.third party

This company felt that having a third-party develop content and publish it would bring them great coverage – far great than they can do themselves.

I agree, and the post by this title at MarketingProfs.com verified their approach.

I’ll share some quotes here, but just click the link to read the  source post at MarketingProfs by Phil Paranicas.

In the Content Marketing Kingdom, Third Party Experts Rule

“A March 2014 study by Nielsen/inPowered MediaLab looked at three types of content—branded (company-generated) content, user reviews, and third-party expert content. Hands down, the expert content had the most impact on buyers throughout the purchasing cycle, the study found.

Why? The implied endorsement of third-party experts holds much more weight to consumers than anything a company can say about itself.

B2B marketers should take a page out of the B2C playbook, and actively seek out such experts. Before exploring the realm of third-party reviews, let’s take a quick look at both branded content and user reviews. They, too, can help build your content kingdom.”

Amen, Phil.  Let’s say you’re shopping for a new car, and your long time next door neighbor tells you about how great his 4 year old Subaru car is and how much he loves it.  Then you go to the dealer and a salesman says “This Subaru is a great car.”

Whom do you believe?  I bet over 9 out of 10 will say the neighbor.  He does not work for Subaru -so he has no vested interest. That’s the same problem marketers have. If they tell the world how great they are, few will believe them.

Phil’s article explains how to find these experts and woo them – so go read it.

I suggest more and more B2B marketing leaders look for top experts.

If your company is looking for a very well-connected award winning BtoB marketing expert, just fill out the form below.

What do you think? Love comments here.

This blog is written by the award-winning marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers. You can follow me on Twitter at @fearlesscomp

Florida gets its own BtoB demand generation agency – Find New Customers

Florida gets its own marketing agency, Find New Customers – the nicest company in BtoB marketing today.

Why does that matter? As companies face consistent challenges in sales and marketing and profits fall, they find it harder and hard to tackle Floridathings like:

Most companies lack the hired talent to interview recent buyers and document findings (buyer personas), as well as write a blog that updates each and every day.

(I was once a guest on Hubspot TV and their Chief Marketing Officer Mike Volpe was amazed that one person can blog as often as dozens at Hubspot do.) then profits fall and personnel gets changed.

If they cannot fix it themselves, they outsource it instead to companies like Find New Customers.  Find New Customers recently moved from just outside New York City to sunny Florida!

To get answers those companies turn to sales and marketing experts like me, Jeff Ogden of Find New Customers, to diagnose their problems and come up with activities that truly make a difference in profits, like our SCORE demand generation program (Simple, Clear, Optimal Revenue Enhancement.)  That is our fully documented program to help your company implement programs to find new customers for your business.  It takes at least six months to complete, so don’t expect instant results.

There are plenty of fine demand generation firms in the USA, such as Bulldog Solutions in Austin, TX and Heinz Marketing in Seattle, WA.  There is also one in Atlanta, GE – that I wish to leave nameless. But now Florida has its own firm, Find New Customers!

I’d also like to mention why the firm is called Find New Customers and why I say we are the nicest in the business.

I could have called it Ogden Marketing, but I’m one of the most customer-centric people on earth and I have no ego. Your business needs to “find new customers.” Plain and simple – I think we have one of the very best company names in the market.

We’re also very nice. Why does that matter?  My guess is that you like dealing with nice companies.  Almost all of those companies know sales and marketing, but none of them say they are nice.  That’s why we use it. I makes us unique!

Being recognized by peers is also important because it assures you are getting quality.  Check out the Awards and Recognition won by me, Jeff Ogden.  I also did something unique by far. I was the founder and creator of Marketing Made Simple TV, where I interviewed many famous authors and marketing experts.  So not only I’m I an expert, but I do very creative things.

While we are based in Florida (St. Petersburg, FL) and there are plenty of firms in the Florida area, you need not have a business in Florida.

To contact me, just fill out this short form.

What do you think? Love comments here.

This blog is written by the award-winning marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers. You can follow me on Twitter at @fearlesscomp


Find New Customers now in Florida

The nicest company in B2B marketing today, Find New Customers,  is now in Florida, rather than New York.

Major announcement coming on Monday right here on this popular blog.Florida

To contact this award winning marketing expert, just fill out the form below.

What do you think? Love comments here.

This blog is written by the award-winning marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers. You can follow me on Twitter at @fearlesscomp

How to get Started with Marketing – Step 2 – Content Marketing

If you read the earlier post on the importance of understanding your buyers using buyer personas then you are well on your way to getting started with marketing.

I’d also like to point out that the financial problems in the Wall St. Journal, like McDonalds, Wal-mart, and Cisco (bad numbers) point to need to develop better understanding of buyers and to do better marketing.

One of the guests on Marketing Made Simple TV (The show was held up due to my big injury and hospital stay) will be relaunched soon – probably with a new name like Simple Marketing TV, because someone took the old domain and http://www.simplemarketing.tv is available.) was Joe Pulizzi, founder of The Content Marketing Institute, who was a guest on the show and wrote the book Epic Content Epic Content MarketingMarketing – how to create great content and do less marketing.

One important thing to do is to create a range of content matched to a buying process.  I suggest if you don’t have a process in mind, you use the one found in our great white paper, How to Find New Customers, originally sponsored by Marketo. (Click the link to download it for free.)

  1. Untroubled/Unaware – either don’t have a problem or don’t care about it.
  2. Have Problem
  3. Need Solution
  4. Whom to Consider?
  5. Who’s Best?

One thing I recommend is if you don’t know the stage of the buyer, go for step 1.

I also suggest you start with a blog like this one. If you can create content frequently, the blog can become your home page for content.

Be careful. Focus on quality and not quantity.  To quote a post at The Content Marketing Institute:

“Products solve problems. If you’re a good content marketer, your content solves problems as well. Content that doesn’t solve a problem for users is just a distraction or a waste of time. Consumers need a reason to expose themselves to your content.”

He’s right. Don’t let your content give away your product.

To contact this award winning marketing expert, just fill out the form below.

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This blog is written by the award-winning marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers. You can follow me on Twitter at @fearlesscomp

How Changing Sales is Impacting Your Business (without your knowledge)

At the nicest B2B marketing company, Find New Customers, we’ve really cranked up marketing.  That’s important for smaller businesses in this noisy world of today.

Frankly, in our long history, it’s something I’ve never done before. But since my major fall and lots of time in the hospital, I had lots of time to think and reflect on how to take control my own destiny. Thought leadership was my idea.  No sales pitches.

It’s also important to touch people multiple times using multiple media: direct mail, phone calls, email, and videos.

Find New Customers is now planning to become a full-time marketing company.

Below is the second thought leadership article sent out by Find New Customers to our prospective customer list. Note that it’s thought leadership and not a sales pitch.  The goal is to educate people and earn their trust.

The Second Letter

Profit Heroes: Breakthrough Strategies for Winning Customers and Building Profits, a great book on new challenges faced by sales people everywhere, including «COMPANY_NAME» salespeople – by noted sales expert Bob Rickert. I strongly recommend you buy and read this book.

Chapter 3 of the book is entitled “It’s all about Profitability – How Customers are Changing.” Bob says economic challenges have created a new financial culture “What salespeople are experiencing at many customers is the emergence of a new financial Profit Heroes culture…focused on their overall financial goals.”

Here’s what a business school professor had to say about these ideas.

Bob’s focus on ‘profit’ could not be more on target. In a recent dialog with industry CEOs, there was a ‘table-pounding’ agreement that all employees, including sales, marketing, finance, operations and IT, must all know how they impact profit improvement.” Dr. Douglas A. Fisher, Marquette University.

If your company is trying to sell to business buyers, your company sales team needs to know how buyers are changing, so that you can win more deals and improve «COMPANY_NAME»’s profitability.

I want to help you understand how they’re changing, so that you can improve your company profits and win even more deals than you do today.

The changing demands of buyers – from simple needs to improving profitability means you need to train your salespeople in new ways.  Rather than training them in features and benefits of your company offerings, you need to teach them to read a 10-K report and bios on LinkedIn, for instance, so they can discuss the profit changes possible and competitive advantages with your company offerings. And to use tools like YouTube to find internal speeches potential buyers made.

The book featured a nice chart on how Sales evolved over time:

Sales Strategy Evolution
Sales Strategy Product Centered Selling Solution Centered Selling Valued Centered Selling Profit Centered Selling
Differentiation Product/Price Product/Service Bundling Opportunity Payback Customer Profitability
 Your Role Product Expert Operational Expert Business Problem Solver Earnings Contributor
Your Relationship Vendor Valued Supplier Preferred Supplier Peer
Business Outcomes Survival Remain a Player Stay Relevant Own the Relationship


Bob believes it takes a high level of commitment to become a true profit-centric company. It requires executive sponsorship, a process champion, and the investment of resource – think of a profit calculator that runs on an iPad.

In addition, special financial goals need to be set for your process. You undoubtedly need both a coach and good information, «FIRST_NAME».

Wouldn’t you like your salespeople to win more deals and bring in more revenue? If so, you’ll need to teach them these new techniques and how to talk profits.  We certainly can help you.

In fact, I won a multimillion dollar deal with the Home Shopping Network in St Petersburg, FL using these techniques long before this book was written.

Want to know my secret? Then just visit www.findnewcustomers.com  and sign up for a free 30 minute conversation with me.

Let’s adapt to these buyer changes, so the better off we’ll be…and profitable «COMPANY_NAME» will be.

This sales and marketing expert is happy to discuss your unique needs on the phone. Just visit www.findnewcustomers.com and sign up for your FREE ½ hour phone meeting so you can share your thoughts and feedback.  I’m here to help you.

To contact this award winning marketing expert, just fill out the form below.

What do you think? Love comments here.

This blog is written by the award-winning marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers. You can follow me on Twitter at @fearlesscomp

Proud Graduate of the University of Notre Dame

“Other schools give 4 year degrees. Notre Dame gives 40 year degrees.”

Jeff Ogden, the award-winning marketing expert and Host and Creator of the popular online TV show, Marketing Made Simple TV, is a proud graduate of the University of Notre Dame, from where he holds a degree in Marketing. who would also make a great Chief Marketing Officer for a smart company.

According to Fortune, the Mendoza School of Business at the University of Notre Dame is the number one undergraduate business school in America – for the third year in a row. Sorry, Harvard…

I’m reminded of a story that happened several years ago that shows the true value of a Notre Dame degree.

I was working for large business intelligence software (where I was their top salesperson) I had just set a meeting with Keith Sherin, Chief Financial Officer of General Electric.  My boss said “Jeff, how did you get that meeting (with a top executive)?” I said “Andrew, Keith was graduated from the University of Notre Dame one year before me.”

My boss then said “I didn’t ask you where he went to school. I asked you how you set the meeting.” I replied “Andrew, you really don’t get this, do you?”

I’m thrilled to be a graduate of the awesome University of Notre Dame!

God, Country, Notre Dame.

Can’t wait for football season to start! Did you know that students at Notre Dame stand for the entire game?

In addition to being a Notre Dame graduate, I’m a proud husband and dad, who’s 17 year old son created this amazing video. Check it out.

Meet Jeff Ogden, your new Chief Marketing Officer

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

Let’s continue the discussion over at my Google Plus page.

Very exciting times at Find New Customers

Holy crap! These are exciting times indeed at Find New Customers!

Update: I had a terrible accident after this post was written, on April 1. I nearly died.  I missed working with the client and giving the keynote speech. I also moved to Florida.

We have a wonderful new client who just signed a Statement of Work with Find New Customers – a West Coast marketing software firm launching a new product in early April.

They hired Find New Customers to help them promote this new product by writing and placing thought leadership articles in key websites, like Linkedin, Ad Age B2B and Business2Community.ServPro We did a long chat with their CEO this week.  We also talked to those sites too.  They even asked me to connect with one of their board members, the former CEO of Eloqua. He asked to call him early next week.

If those first sponsored articles go well – there could be a LOT more business following.

Jeff Ogden was hired to deliver a keynote speech on marketing to a $1.4 billion dollar firm at Foxwoods Resort and Casino in early April. The client is excited and will have a photographer there to take pictures of me during my keynote speech. This could be the launch of a major keynote speaking career! It’s a wonderful opportunity.

We’re providing services for a hot young local marketing company too. They just inked an agreement with Find New Customers to use us to get into new accounts. This is exciting too – as well as a chance to make some good money too.

The Information Technology Sales and Marketing Association, ITSMA, a organization of very large professional services and technology companies, is talking with Find New Customers next week about one of our favorite subjects, Buyer Personas – the incredibly important but poorly understood aspect of B2B marketing. I believe this is something more companies need to focus on in 2014!

(One company president just told me they sent a survey to all their customers) – a survey is NOT buyer personas – because you have to pre-define questions in a survey. Buyer Personas can uncover unexpected information. I’m also attending the next ITSMA meeting in New York City, which is all about buyer personas.

By the way, since I’ve been using BrandYourself.com for a long time to ensure I rank for my name.

This is how BrandYourself says they deliver:

“We believe everybody should be actively improving their own Google results without having to pay a company thousands of dollars to do it for them.”

Now my name “Jeff Ogden” ranks in the top 10 in Google for almost everything! In fact, my AboutMe profile just moved into the Google top 10!

I also interviewed some wonderful guests on Marketing Made Simple TV too. Like Bryan Kramer of #H2H, best selling author Dave Kerpen, and branding expert Denise Lee Yohn.  Dr. Woody, the popular TV expert, is an upcoming show guest too. This is a BLAST to do!

The future sure looks bright at Find New Customers!

How might I help you? Send a tweet to @fearlesscomp and I promise to answer any question you may have promptly.

Let’s continue the discussion over at my Google Plus page.

Sent my Logo to our Keynote speaking client

If you were asked for a company logo, what would you say?

The $1.4 billion firm who hired me to deliver their marketing keynote talk requested my company logo, so they can start promoting my upcoming keynote at Foxwoods Resort and Casino in early April.ServPro

I sent two – one for the nicest company in B2B marketing today, Find New Customers, and the other for the hugely popular and syndicated show, Marketing Made Simple TV.

This got me to thinking. Very, very few people are doing what I am doing. Two questions came to mind.

  1. What percentage of people have ever stood up in front of a microphone and delivered a keynote speech and entertained hundreds of people?
  2. What percentage of people have ever created logos that they could send?

I don’t know the numbers, but I’m in rare company, it seems.

What do you think? We love comments and those who share on social media. Also, if you sent a tweet to me at @fearlesscomp, I will answer every single one.

Find New Customers

Marketing Made Simple TV