How to Develop Extreme Trust – Don Peppers on Marketing Made Simple TV

Don Peppers, co-author of Extreme Trust: Honesty as a Competitor Advantage (extremetrustbook.com) discusses lessons with host Jeff Ogden of Find New Customers (findnewcustomers.com)

In this show, you’ll learn

1) Why no company can keep a secret any longer – so don’t even try

2) Why being trust-worthy is no longer good enough

3) The keys to developing Extreme Trust in your business

 

We thank Don for appearing on the show (in high definition) and invite you to visit our sponsors.

About Jeff Ogden

Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancyFind New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

Jim Lenskold on Marketing Made Simple TV

 

In this episode of Marketing Made Simple TV, Jim Lenskold of the Lenskold Group (http://www.lenskold.com) sits down with show host Jeff Ogden of Find New Customers (http://www.findnewcustomers.com) to discuss how to measure the results of content marketing.

In this show you will learn:

1) What’s the king and queen of marketing today.

2) Key factors in measuring content marketing results.

3) How to sell the sales team on content marketing

Thanks to Jim for this great show!

About Jeff Ogden

Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancyFind New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

B2B Selling is Dead. Kaput. Gone.

Selling is something that you did when you knew more than the customer

Those days are gone forever.  Customers know a LOT and need a sales pitch like a hole in the head.  For another take on this, read “Selling is dead. The Customer Community Killed It” by Kristin Zhivago.

Or as sales veteran Paul McGowan of Outsource My Sales wrote to me :

This has been obvious for the past 5 years.  By the time a salesperson gets to talk to a customer that has a real need, they are an educated consumer.  They know they have a problem, they know the options and you are one of them.  Your ability to impact that is not what it used to be, so the most important thing you can do know is market effectively and help shape the demand and the requirements to your benefit.

Sales guys like me will just sit home and take orders!”

Why do we still need salespeople? As Kristin said we need people towards the end of the customer’s buying process, especially if the product is complex.  But that’s all.

“We believe we are fast watching the death of the solution selling era. The era of discovering customer needs has passed; the era of teaching customer needs is upon us. If a customer has assessed their needs, you’re too late. That is the fatal flaw with the sales approach that has defined the solution selling era, not to be confused with any specific firm’s methodology.”

The B2B company of the future will be composed primarily of Marketing and Inside Sales.  Marketing will handle top of funnel and build trust with prospective buyers, handing over only qualified sales opportunities. Inside Sales will handle most traditional sales functions. Field Sales is a dying breed.

Jeffrey Hayzlett, former CMO of Kodak liked to say “Mama didn’t take your Kodachrome. The consumer did.” Field sales is quickly going the way of Kodachrome, as B2B buyers take the role of the consumer.

 

Sources:

 

About Jeff Ogden

Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancyFind New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

Laura Patterson of VisonEdge Marketing on Marketing Made Simple TV

Laura Patterson of VisonEdge Marketing on Marketing Made Simple TV from Jeffrey Ogden on Vimeo.
In this show entitled “The Measure of Marketing,” our featured guest, Laura Patterson of VisionEdge Marketing (http://www.visionedgemarketing.com) sits down with show host Jeff Ogden of Find New Customers (http://www.findnewcustomers.com).

In this fun and engaging “television on the Internet” show, you will learn:

1) What marketing performance management is and why it matters.

2) What metrics the leadership team should expect Marketing to use.

3) How to select the right marketing metrics

Throughout out her 30 year sales and marketing career, Laura leveraged data and analytics to enable organizations to make strategic decisions in marketing, product and customers.

Thank you Laura for being a terrific guest on our show!

About Jeff Ogden

Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancyFind New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

Basil Puglisi of Digital Ethos on Marketing Made Simple TV

@basilpuglisi has been recognized as a Top Conference Influencer on Twitter for Social Media Week NYC 2012 (@Kred & Ogilvy), The Corporate Social Media Summit NYC 2012 (@Radian6 & Useful Social Media) and the Social Media World Forum North America (@Synthesio).

As a speaker he has presented at Social Media Week, the #140ConfLI, Social Media Day of Giving at Touro Law Center, NYXPO, TradeBrooklyn and more.

As the Executive Director and Publisher for Digital Ethos (DBMEi), he receives invites and attends the top conferences which include SMX (Search Engine Marketing Expo), BlogWorld & New Media Expo, Social Media World Forum, SxSW, Internet Week and more.

Basil C. Puglisi is also the Principal of Puglisi Consulting Group, Inc. A Digital Brand Marketing Consultancy that manages professional and personal branding for Fortune 500 CEOs, Hedge Fund Managers and Small Business Owners.

Education:

  • Doctoral Studies in Education – Walden University
  • Masters in Public Policy & Admin – Michigan State University
  • B.A. Law, Justice & Society – Rockefeller College, UAlbany

About Jeff Ogden

Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancyFind New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

Ted Rubin on Marketing Made Simple TV

Marketing Made Simple TV featuring Ted Rubin, social media maven and author of Return on Relationship from Jeffrey Ogden on Vimeo.

Using our new high resolution software, this is the highest quality show ever for Marketing Made Simple TV. In this show, Ted Rubin of tedrubin.com, a popular speaker and social media guru sits down for an interview with the show host, Jeff Ogden of Find New Customers (findnewcustomers.com)

Ted discussed ideas in his book, like listening carefully, giving people total attention, the power of a smile and much more.

Thanks to Ted for a terrific interview.

About Jeff Ogden

Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancyFind New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

Jon Ferarra, CEO and Founder of Nimble.com on Marketing Made Simple TV

Jon Ferarra, CEO and Founder of the social CRM firm Nimble.com sits down with Jeff Ogden of Find New Customers on Marketing Made Simple TV. Here you will learn:

  • Why the world really does need a new CRM offering.
  • The problem with CRM
  • How social media changed the world of selling and how sales and CRM need to adapt.

Marketing Made Simple TV publishes each week on Thursday at noon ET at a wide variety of sites.  We invite you to subscribe to the show to catch future episodes too.

About Jeff Ogden

Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancyFind New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

Christina CK Kerley on Marketing Made Simple TV

In this in-person, high definition show, Christina CK Kerley, a real dynamo and mobile marketing expert of CKB2B.com shares insights on trends and ideas on the show Marketing Made Simple TV – hosted by Jeff Ogden of Find New Customers.

In this show, you’ll learn:

Just how big mobile has become.
Why it is a key to embrace it.
What is really important in mobile marketing.

Marketing Made Simple TV publishes every Thursday at noon ET and is syndicated at a wide range of sites. The show is sponsored by Avitage and Watchitoo. Interested in becoming a sponsor of the show? Contact the show host, Jeff Ogden, at jeff dot ogden at findnewcustomers.com.

About Jeff Ogden

Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancyFind New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

Mac McConnell on Marketing Made Simple TV

In this episode of Marketing Made Simple TV, Mac McConnell of Bluebird Strategies sits down with show host Jeff Ogden of Find New Customers to discuss Filling the Sales Funnel, Finding the Bottlenecks, Crafting content, Lead Nurturing and more

About Mac McConnell

Mac McConnell has an established track record of developing high-impact lead generation programs that are proven to drive leads, pipeline and revenue. As a member of top producing sales teams at both Deutsche Bank Alex Brown and JPMorgan Chase, McConnell applied digital marketing tactics to discover new relationships that had traditionally been overlooked. As an inaugural member of Sun Microsystems small and midsize business initiative, he developed dynamic programs that moved contacts through the buying cycle using an ever-changing mix of content syndication, social media, web traffic, nurture programs and telemarketing. As a partner in an advanced lead generation firm, McConnell has grown the firm by more than 100% and is active with all clients to make sure their lead generation programs are well designed and executed.

About Jeff Ogden

Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancyFind New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

The Value of Video: For Education and Self-Promotion

INTRODUCTION
Video is a great learning tool. YouTube ranks #3 behind Alexa ranked #1 Google as the place to look up ‘how to’ information. But there is another value to video that had not occurred to me until I had the opportunity to participate in the making of a Web TV series, Marketing Made Simple.

This opportunity arose thanks to my Digital Brand Marketing colleague, Jeff Ogden, owner of Find New Customers, the host-interviewer of this weekly Web TV show. I am not even sure exactly how it all came about. But it was decided that a ‘real person’ would make a much more pleasing Intro and Closing for this new show than the kind of graphics and music used on a previous show.

Alison Gilbert introduces Marketing Made Simple in front of Main Street.

Alison Gilbert introduces the ‘Marketing Made Simple’ Web TV show in front of ‘Main Street’.

THE VIDEO SESSION
So there I was, with several outfits in hand along with the general idea for a script, off to the green screen-shooting studio to make the Intro and Closing. I am no newcomer to media or public speaking. I have appeared on TV, both nationally and locally. I have been interviewed dozens of times on the radio. I’ve spent time in the voice-acting studio  and am the ‘star’ in my own business videos. I have taught courses and lectured in-person more times than I can remember. But this was different.

I was representing something other than my own craft and myself. I was there to be the ‘real person’ introducing and closing for a Web TV show on behalf of the host, Jeff Ogden and for each of his weekly professional marketing guests. I had a responsibility to the show itself and to everyone else involved to maintain a standard of professionalism and excellence.

GREEN SCREEN
That made me a little bit nervous. But as many people know, I adore being in front of the camera. The videographer, Robert Kothe, was terrific. He recorded me on ‘green screen’ in a variety of outfits and semi-impromptu monologue. I had the ‘bones’ of a script to use. Certain key word phrases were placed on the teleprompter but  beyond that, I was able to add my own distinct personality to the job.

Within a two-hour period, we had done sufficient takes in three different sets of clothes and a variety of Intros and Closing to call it a day. Then the fun really began. The videographer had a template to use for the background. But the beauty of ‘green screen’ is that one can do just about anything behind the performer. I could have been flying in the clouds, standing in front of a great battle, or anything one could imagine.

Fortunately, my husband, Phil Jacobs, who is both a professional illustrator and photographer, had some great scenes that fit perfectly behind my ‘performance’. I was so excited to see not only how my acting had turned out but also what outfit and background would be used together. It was truly a media adventure.


THE SHOW

The rest is history. The first show aired this past Thursday at noon, with host Jeff Ogden, his guest, Mitch Joel and me, the Marketing Bytes Maven, doing the ‘Intro’ and ‘Closing’ in front of the illustration of Main Street that has come to be synonymous with my Marketing Main Street services for marketing local business.

As Mitch pointed out in his interview, in-person speaking requires some very special skills. While everyone else probably took note of his marketing expertise, I listened intently to every point he made about speaking before an audience rehearsing in my mind for my next opportunity to use my acting skills to help educate others and promote myself as well.

AUTHOR:

Alison Gilbert is a Digital Age Journalist. She is a regular contributing author to DBMEi, writes The Marketing Byte Blog and is The New York Graphic Design Examiner. Alison is the owner of MARKETING BYTES Solutions 4 Local Biz  located on Long Island, New York.
This boutique style – very personal service – hybrid company specializes in helping local/small biz generate sales leads by combining the best of traditional advertising with the latest online marketing technology. Contact Alison Gilbert at info@marketingbytes.biz or call 516-665-9034 EDT/NY/US. MARKETING BYTES serves local/small businesses virtually everywhere.

SOURCES

About Alison Gilbert

Through decades as an entrepreneur, I developed ventures in over a half a dozen industries including HEALTH FOOD | GRAPHIC DESIGN | BUSINESS PROMOTION | HOLISTIC HEALTH | DECORATIVE PAINTING | SOCIAL MEDIA | PUBLIC SPEAKING | WRITING. Eventually under the umbrella of ALISON*S ART, INC, they evolved into the dba MARKETING BYTES, a hybrid company specializing marketing small business using social media marketing and traditional graphic design services. Currently retired, I am focusing on teaching social media marketing graphic design and visual journalism. I can be messaged through www.facebook.com/alisondgilbert and tweeted @MktngBytesMaven and @AlisonsArt.

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