Comments by Jeff Ogden Subscribe

On Why Prospects Don’t Tell You the Truth

Great post, Kelley. When you talk about self-serving language, I think of that sticker on the back of minivans "My kid made the Honor Role at ABC School." I wrote a blog post entitled "The Problem with Kids" I think people will enjoy it. It goes right to the heart of your point.

Salespeople need to think like doctors rather than salespeople. Everyone trusts a doctor, because she asks question after question to get to the root cause of the problem. She does not talk about the latest drug she offers.

Thanks for the post and I also invite everyone to check out Mad Marketing TV.

Jeff Ogden

On C-Suite Marketing: Act-On Software's David Appelbaum on Embracing Technology in 2012

I agree with David.

Most smaller companies struggle to create compelling content, nurture leads and scrore behaviors. Most still rely on blasting emails, attending events and cold calling. But as more buying power moves into the arena of buyers, these push techniques grow less and less effective. Revenue suffers.

To drive revenue, SMB companies need to develop comprehensive buyer personas, craft compelling content, gently nuture and score leads and engage in conversations in social media. Interestingly, those are the very topics covered by the marketing experts interviewed on Mad Marketing TV, the weekly marketing show sponsored by Act-On Software.

Jeff Ogden, Find New Customers
Host of Mad Marketing TV 

On B2B Marketing: Why the Number of Leads You Generate is Irrelevant

You make a great point about leads, Bob. A so-called lead has no value unless it can make the journey from lead to marketing qualified lead to sales qualified lead to sales opportunity to sales.

Only leads of sufficient quality that most can make this journey have real value.

Jeff Ogden
Find New Customers "Demand Generation Made Simple"
http://www.findnewcustomers.com 

On Content Marketing Needs More Than Content

Good points, Ardath. I think the biggest challenge for most companies is buyer personas. It's the most difficult to accomplish. Why? Because they think they know "We sell to CIOS of technnology firms." The problem is that they don't know what they don't know.

But they fail to ask the in-depth questions to uncover real insights they can use in their marketing campaigns.

Jeff Ogden

Find New Customers

On A Message to Our Bloggers

Interesting post, Richard. I do my very best to give credit where credit is due. For instance, if I share something from someone else, I mention the source. I hope to always do a good job for you.

 

Jeff Ogden

On B2B Marketing: Is It Time to Kill Direct Mail?

Interesting post and there is one very basic advantage of direct mail. Due to the very low cost of email - the physical mail box is empty. Unlike an email, a personal letter will be carefully read. It is more expensive, but it's nice to get all of the attention.

Jeff Ogden, President
Find New Customers
www.findnewcustomers.com

 

On The Importance of Leadership and Fresh Thinking

Thanks for posting this article. It's a great lesson from history about doing what is needed - strong leadership - despite nay-sayers.

 

Jeff Ogden

Find New Customers

On Does Marketing B2B Need To Be Blasé?

For those who are interested, I did a contest for the Best B2B Marketing Idea of 2010. MarketingProfs published an article about it. http://www.mpdailyfix.com/the-best-b2b-marketing-ideas-of-2010/ Each of the companies profiled have done a great job of demonstrating personality in B2B marketing. I hope everyone finds these of value. Jeff Ogden, the Fearless Competitor President, Find New Customers http://www.findnewcustomers.com

On Does Marketing B2B Need To Be Blasé?

Great post, Daniel, and I agree that B2B marketing should not be boring. In fact, it is a passion of mine. I'd like to direct the readers attention to Personality: The Missing Ingredient in B2B Marketing.

Thanks for waving the flag on killing boring marketing.

Jeff Ogden, the Fearless Competitor
Find New Customers