Smashmouth Marketing

MAY 6, 2022

We get asked all the time, "how good will the appointments you set for us be?" It's a good question and the answer relies on many variables. One thing for b2b sales execs to remember though is that an introductory appointment , as long as it's with the right person at the right company, is exactly that, it's an introductory appointment with a sales qualified lead (SQL.

Sales Qualified Leads 124

Sales Qualified Leads Gartner Paid Search Agency B2B Sales 124

Smashmouth Marketing

APRIL 22, 2022

Just because your lead is out of the office, does not mean they should be crossed off your list. When receiving an out of office or away on vacation email response, you get a lot more than just an email you want to delete. You can get lead gen nuggets. For example, you just emailed your contact to set an appointment and you get a response similar to this: Thank you for your email.

Lead Gen 168

Lead Gen Leads Lead Marketing Qualified Leads 168

Smashmouth Marketing

APRIL 11, 2022

What if you knew the exact companies or individuals who are actively looking for the products or services you offer? Imagine how much more targeted your outbound marketing or prospecting could be. That’s the exact topic host Mario Martinez Jr. dives into in this episode of the Modern Selling Podcast with Green Leads CEO Mike Farrell. Listen to this cutting-edge conversation as they explore intent-based data, how to leverage its predictive power and what SDRs can do today to use it to improve the

Intent 191

Intent Leads Lead Marketing Qualified Leads 191

Smashmouth Marketing

MARCH 11, 2022

Everyone is into content marketing. The challenge is not only how to do it, but how to do it well. One of the best things a marketer can do is learn from the mistakes of others. Here are 5 mistakes to avoid while creating a content marketing strategy: 1. Content creation is too narrowly focused on a single buyer. Narrowly focused content tends to be out of step and misaligned with the reality of buying in most companies today.

Planning 194

Planning Content Marketing Buyer Personas Content 194

Smashmouth Marketing

FEBRUARY 25, 2022

Events, conferences, and tradeshows are back, which leads to a good reminder of how to network at these events. While walking around a networking event the other night I noticed everyone's nametag was just a name (no company). Once around the room I realized this was a great way to use LinkedIn on my iPhone. (iTunes/Google App Store: LinkedIn). It is a networking secret weapon.

Linkedin 196

Linkedin Tips Conference Profiling 196

Smashmouth Marketing

FEBRUARY 18, 2022

When it comes down to it, ultimately the one thing you want from your B2B appointment setting vendor is that they've shown prior success. You want to partner with a vendor who can sit down with you and, literally, "show you the money." Saying that the appointments that your team has set has led to "x" number of dollars in revenue is one thing, right?

Vendors 194

Vendors Cold Calling B2B B2B Sales 194

Smashmouth Marketing

FEBRUARY 11, 2022

We were dining at my favorite local restaurant for my oversized salad (mandated by my wife and doctor), when I observed each of the servers checking in with their customers within 5 minutes of serving their entrées, "How's your steak cooked?", "Is the salmon to your liking?". How often do demand gen experts ask their sales team, "How are your leads?

Demand 197

Demand Lead Gen Sales Qualified Leads High Quality Lead 197

Smashmouth Marketing

JANUARY 14, 2022

If your company needs a new kind of functionality, should you build it or outsource it? There are strong arguments for doing either. If you outsource a function – be it marketing, lead generation, or anything else – you will only need to spend money on it for as long as you retain the company you hired to handle it. That could potentially save you money, help you direct your employees to spend more time performing their current functions and enjoy other benefits.

Training 163

Training Lead Generation Spending Cost 163

Smashmouth Marketing

DECEMBER 24, 2021

This week we hosted our virtual holiday lunch. It was great to get together as a team to celebrate our achievements from the past year. We ordered UberEats for everyone, had a Christmas trivia contest with raffles and prizes - including a new laptop! Our favorite part was going around the world and asking the team from each country what their typical Christmas tradition is.

Leads 126

Leads Lead Marketing Qualified Leads Order 126

Smashmouth Marketing

DECEMBER 17, 2021

Your prospects may be looking for a solution to a problem that your company can solve. But they’re not contacting your salespeople for help. They’re searching for answers, reading content, and comparing options online. Green Leads CEO Mike Farrell joins Tessa Burg on the Leader Generation podcast to talk about intent data—buying signals that show which prospects are actively looking for potential solutions.

Intent Data 185

Intent Data Lead Scoring Lead Ranking Intent 185

Smashmouth Marketing

DECEMBER 10, 2021

The Green Leads team is thrilled to announce our selection as one of New Hampshire's Best Advertising Companies and Startups for 2021 by BestStartup.us. From the BestStartup.us article: This article showcases our top picks for the best New Hampshire based Advertising companies. These startups and companies are taking a variety of approaches to innovating the Advertising industry, but are all exceptional companies well worth a follow.

Startups 181

Startups Advertisements Advertising Paid Search Agency 181

Smashmouth Marketing

NOVEMBER 19, 2021

Green Leads CEO Mike Farrell was recently a guest on Kevin Harrington’s (from SharkTank) SharkPrenuer Podcast with co-host Seth Greene (Podcast DirectResponse Marketing Expert). On the Podcast, they covered many topics including: How Green Leads is a B2B lead and appointment generation company.-Why need good content to bring in and generate new leads.

Features 206

Features Leads Lead Marketing Qualified Leads 206

Smashmouth Marketing

NOVEMBER 12, 2021

In this episode of the Let's Talk Sales podcast, we talk about: The importance of content marketing. The need for a sales and marketing partnership on a buyer's journey. Intent leads and signals of movement. Making use of customer data and data platforms. Developing and training salespeople. …And more. Listen now!

Lead Generation 173

Lead Generation Leads Lead Marketing Qualified Leads 173

Smashmouth Marketing

NOVEMBER 5, 2021

To own or not to own, that is the question. In this episode of The Sales Evangelist, Green Leads CEO Mike Farrell joins Donald Kelly. They discuss whether you and your company use an external SDR team , or should you invest in and develop a team yourself?

Leads 185

Leads Lead Marketing Qualified Leads Companies 185

Smashmouth Marketing

OCTOBER 22, 2021

Listen Now: Profit From the Inside with Joel Block, featuring Mike Farrell. Listen as Green Leads CEO, Mike Farrell, gives Joel Block the inside track on how he has built companies to grow pipeline and ultimately revenue. Mike discusses his extensive experience selling into B2B and public sector markets, building sales development organizations as well as developing channel partnerships.

Leads 160

Leads Lead Marketing Qualified Leads B2B Sales 160

Smashmouth Marketing

OCTOBER 8, 2021

Listen to Green Leads CEO, Mike Farrell, talk through why he believes pipeline generation , as measured by the metric, pipeline creation rate (PCR), is the ultimate measure of how we can bring sales and marketing teams together and minimize the dynamic of throwing leads over the fence. Sales says the leads are good enough (or there aren't enough) and marketing says the sales team needs to address those leads better.

Lead Scoring 130

Lead Scoring Lead Ranking Leads Lead 130

Smashmouth Marketing

OCTOBER 1, 2021

Just because your marketing team is sending a whole host of Marketing Qualified Leads down to the sales department, that doesn’t mean they are all ready and raring to buy. And if you have a hard time sifting through all of those leads, you might end up letting some sure-fire sales fall through the cracks. Your goal needs to be to nurture your MQLs and move them along your pipeline and promote them to Sales Qualified Leads.

Sales Qualified Leads 187

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Ideal Customer Profiles 187

Smashmouth Marketing

JULY 27, 2021

Green Leads CEO Mike Farrell joins Value Selling Associates' podcast. How can you take your lead generation to the next level? Listen below as Mike explains: - How to identify high-intent prospects and leads. - The five fundamentals of an effective content strategy. - Four lead-generation tactics that you can implement tomorrow. TUNE IN NOW. powered by.

Lead Generation 227

Lead Generation Lead Scoring Lead Ranking Leads 227

Smashmouth Marketing

DECEMBER 23, 2020

Green Leads has a complete virtual workforce, which we implemented after a flood – years before Covid – lead gen experts need disaster recovery plans. 2020 has been a crazy year for sure, but there is no need to not celebrate and bring unity to your sales development/business development team. We held a happy hour celebration yesterday with our traditional “Two truths and a lie” game.

Lead Gen 172

Lead Gen Tips Ads Leads 172

Smashmouth Marketing

DECEMBER 4, 2020

As regular as Halloween and football, this time of year Green Leads usually hears the following questions from both new and existing clients. "Why should we do appointment setting or lead generation during the holiday months? Plus it's Q4, who has time for introductory appointments anyway?". Here are some points to ponder and they are relevant to all marketing pipeline generation programs.

Planning 149

Planning B2B Marketing Budget Programs Cold Calling 149

Smashmouth Marketing

MARCH 14, 2020

Amid the day to day progression of the coronavirus, companies are seeing one of their major lead generation programs dry up – event marketing. Event marketing had been on the upswing with between 20%-25% of the typical marketing budget being spent on tradeshows, roadshows, etc. Add to that the fact that many prospects are cancelling face-to-face sales meetings as companies mandate social distancing.

Marketing Qualified Leads 165

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Ideal Customer Profiles 165

Smashmouth Marketing

JANUARY 20, 2020

Green Leads Appoints Industry Veteran, Mike Farrell as CEO. Pipeline generation leader to oversee Green Leads’ global team of lead development and sales development reps. Boston, MA - January 18, 2020 - Green Leads today announces the appointment of Mike Farrell as their new CEO. Mike Farrell brings 30+ years of sales, marketing and business leadership experience to Green Leads – most recently having led the growth of By Appointment Only for 15 years as Chief Operating Officer.

Ideal Customer Profiles 38

Ideal Customer Profiles Sales Qualified Leads Lead Ranking Marketing Qualified Leads 38

Smashmouth Marketing

SEPTEMBER 25, 2019

When I was recently at the Sales 2.0 conference, I had several conversations and debates about the value of Face-to-Face meetings versus Con-calls/Web-meetings. Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. With the advent and popularity of web conferencing and the price of travel, most executives are accepting con-call/web-meetings as a standard way of doing business - especially introductory meetings.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

NOVEMBER 28, 2019

“Happy Thanksgiving to all you #PipelineGeneration folks out there! May your moo be strong and your farmer blind.”. Cartoon Credit: Gary Larson.

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Smashmouth Marketing

JULY 24, 2019

The topic of Quality vs. Quantity in demand gen has been a constant debate. Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates.

Sales Qualified Leads 100

Sales Qualified Leads High Quality Lead Marketing Management Leads 100

Smashmouth Marketing

JUNE 4, 2019

Dialing the phone all day is a task. I have one guy who calls it panning for gold. He'll say he just swished the phone 20 times, found 4 shiny objects and none were gold. Then an hour later he'll yell "Eureka!" when he does successfully set an appointment. I presented these 5 Outbound Calling Best Practices years ago at a Boston Chapter meeting of AA-ISP ( American Association of Inside Sales Professionals ), and they are still relevant today (with an update on the tech tools).

Practices 108

Practices Best Practices Lead Gen Zoominfo 108

Smashmouth Marketing

JUNE 27, 2019

You'd think that in today's economy, a steady paycheck would be enough motivation to get the best out of people, right? Not always the case, nor should it be. Part of any manager's role is to make the people around them better. Whether it's mentoring someone to take over your role when you ascend the corporate ladder, or taking a rep with just enough potential under your wing, ultimately, the job of a manager is to improve his or her team.

Telemarketing 108

Telemarketing Training Intent Webinar Metrics 108

Smashmouth Marketing

JULY 9, 2019

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. The report details such information as the right time of day to call, the best day of the week, how the response time to a lead impacts conversion, etc.

Lead Generation 100

Lead Generation Tips Lead Gen Generation 100

Smashmouth Marketing

JULY 24, 2019

The topic of Quality vs. Quantity in demand gen has been a constant debate. Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates.

Marketing Management 113

Marketing Management Leads Lead Marketing Qualified Leads 113

Smashmouth Marketing

AUGUST 13, 2019

Budget, Authority, Need, Timeframe (BANT) qualification is scrambled and outdated. Having budget was important in the days of "Our contract is up for renewal next year, we need budget". But with so many new products and technologies flooding us, from evangelical to emerging to faster and better, Budget not only doesn't exist, many times those with Authority don't even know they have a Need or that they need it now.

Allocation 105

Allocation Lead Gen Sales Cycle B2B Sales 105

Smashmouth Marketing

AUGUST 28, 2019

Most sales people today have found that using LinkedIn as a research tool to identify specific prospects has been a fantastic way to find the needle in a haystack of potential leads. However, LinkedIn doesn't always show you all the names of the individuals your search produces: So how do you find this specific person's name? Just three more clicks according to Green Leads' BDR Mira.

Lead Gen 100

Lead Gen Linkedin Tips Leads 100

Smashmouth Marketing

SEPTEMBER 9, 2019

Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? I was recently in the UK for business and saw sales reps investing a half day or more traveling for 30-60 minute meetings. Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ.

ROI 100

ROI Conference Budget Programs Ideal Customer Profiles 100

Smashmouth Marketing

SEPTEMBER 25, 2019

When I was recently at the Sales 2.0 conference, I had several conversations and debates about the value of Face-to-Face meetings versus Con-calls/Web-meetings. Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. With the advent and popularity of web conferencing and the price of travel, most executives are accepting con-call/web-meetings as a standard way of doing business - especially introductory meetings.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

OCTOBER 1, 2019

Which of the following is a good sales outcome for introductory appointments? Proposal : The prospect let you pitch him for 30 minutes, told you to send a proposal and CC his director, who handles these types of projects. 2nd Meeting : The prospect discussed her business issues with you, you asked good questions, you shared some anecdotal stories about how some of your clients have similar issues, and she asked for a second meeting.

Sales Cycle 100

Sales Cycle Education Buy Relevance 100

Smashmouth Marketing

JANUARY 25, 2017

The sales and marketing industry is flooded with events, conferences, web events, you name it. You could make it your full time job just trying to attend every one of them. Last year I was invited to attend the TOPO Summit in San Francisco – the inaugural event from TOPO. I’ve known the founders, Scott Albro and Craig Rosenberg, as clients, industry partners and friends for years.

Account Based Marketing 0

Account Based Marketing Lead Ranking Cross-Selling Enterprise Management 0

Smashmouth Marketing

FEBRUARY 29, 2016

Trish Bertuzzi and I have known each other for quite some time now. We've been on stage together. We've been with clients together. Green Leads' b2b appointment setting team has even been a client of the Bridge Group. My opinion of Trish as a sales development expert is beyond what I could deliver in this article. Just last week I attended her launch party for her new book, The Sales Development Playbook (amazon link) and she fielded a few questions that pointed directly to the underlying theme

Lead Gen 100

Lead Gen Amazon Opinions B2B Sales 100

Smashmouth Marketing

AUGUST 21, 2014

'Google has figured out a neat way to take over the conference call industry. They just added their Google Hangout invite link to EVERY Google Calendar invite that you schedule. It''s listed above the meeting notes, so if your not paying attention and you''ve got GoToMeeting or WebEx or Join.me bridge numbers and links in the body of your invite, expect a few people to click the Hangout link and ignore the rest.

Google 100

Google Click Rate Conference Profiling 100