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.

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Planning Content Marketing Buyer Personas Content 194

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?

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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?

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Demand Lead Gen Sales Qualified Leads High Quality Lead 197

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.

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Startups Advertisements Advertising Paid Search Agency 181

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 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

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

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.

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Sales Qualified Leads High Quality Lead Marketing Management Leads 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

JULY 16, 2014

'I just listened to Mungo Jerry''s "In The Summertime," and it made me smile, tap my feet, rock my head, especially with the banjo player huffing and puffing into the jug. Love it! then BOOM! The song is over and I remembered all the times I heard inside sales reps complain that "It''s summer, nobody''s working.". Folks, that''s one of the biggest myths in lead gen.

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Lead Gen Tips Leads Lead 100

Smashmouth Marketing

MARCH 12, 2014

'This Thursday, starting at 11ET, InsideSales.com his hosting the Sales Acceleration Summit. There will be 80 speakers with topics ranging from Inside Sales and Enterprise Sales to Marketing, Management and Motivation. Join us tomorrow for as many sessions as you can squeeze in. You can register for free. Featured speakers include: Matt Dixon, Author of The Challenger Sale.

Enterprise Management 100

Enterprise Management Features Paid Search Agency Companies 100

Smashmouth Marketing

NOVEMBER 20, 2013

'If you are a Chief Marketing Officer, or report to one, or aspire to be one, you MUST attend dreamforce. Period. I would not normally make such a blanket statement, but I don''t want anyone to miss the point of this article. This week, I was able to speak at dreamforce for data.com , and shared in the frenzy with 130,000 other attendees. The benefits of being here are endless: Technology - Aisles and aisles of vendors selling everything from big data (impressed by Tableau ), to sales productivi

CMO 100

CMO Lead Gen Vendors Conference 100

Smashmouth Marketing

NOVEMBER 6, 2013

'Having just kicked off, the SiriusDecisions Summit in London will be spanning two days with tons of marketing and sales goodness. I''ll be adding notable thoughts, quotes, and tweets to this article during the two days, so come back! @RichardEldh: The relationship with our clients and our prospects is as much digital as it is face to face, if not more.

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B to B Buyer Personas Budget Programs Rules 100

Smashmouth Marketing

SEPTEMBER 10, 2013

'My good buddy and best man, Dave, has been commissioner of the same Fantasy Football league for over 12 years and a few years ago asked if I was interested in taking one of the empty slots. My obsessive-compulsive, statistically driven, multi-scenario-challenged gaming mind was intrigued. Could I possibly put together a team that could beat other experienced teams week in and week out?

Ad Building 100

Ad Building Stats Paper Statistics 100

Smashmouth Marketing

JUNE 12, 2013

'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 181

Allocation Lead Gen Sales Cycle B2B Sales 181

Smashmouth Marketing

MAY 4, 2011

Merger Provides Global Enterprise Software and Technology Companies with Deeply Integrated, Quality Pipeline Generation Services. SCOTTSDALE, AZ (Marketwire – May 4, 2011) – Today, at the SiriusDecisions Summit, Green Leads announced the acquisition of Target 250 to form the fastest-growing pay-for-performance demand generation company in the industry.

Sales Qualified Leads 100

Sales Qualified Leads Demand Lead Scoring Lead Ranking 100

Smashmouth Marketing

MAY 2, 2011

Guest Post from Gareth Morfill, Inside Sales Blackbelt at Green Leads. If you were talking to a prospect face to face, do you think that would make you pitch any differently? More confidently? We feel that it absolutely does. The simple act of having a real person to look at while you are having the conversation makes the building of rapport much easier.

Lead Gen 100

Lead Gen Linkedin Cold Calling Leads 100

Smashmouth Marketing

APRIL 21, 2011

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.

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ROI Conference Budget Programs Ideal Customer Profiles 100

Smashmouth Marketing

MARCH 31, 2011

Green Leads is pleased to announce that we will be a Gold Sponsor at the SiriusDecisions 2011 Summit--B2B Sales and Marketing: Forging a New Alliance. The event is scheduled May 4-6 at the Fairmont Scottsdale Resort. This event is considered the premiere B2B Sales and Marketing event of the year and if you are into Sales, Marketing, Demand Gen, and any discipline that surrounds it, this is the event to attend.

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Peer-to-peer Sales Qualified Leads Lead Scoring Lead Ranking 100

Smashmouth Marketing

MARCH 28, 2011

I can’t be at the Sales & Marketing Leadership Conference in Scottsdale, Arizona, on April 11, but I encourage you to check it out. The event features keynotes from John Grosshans of SAP Americas and Justin Shriber of Oracle (the latter will be reprising his presentation from the recent Sales 2.0 Conference, which sparked a debate a pretty good debate about the future of predictive analytics and CRM.).

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Conference Lead Gen Forecasting Sales Cycle 100

Smashmouth Marketing

MARCH 10, 2011

There are a lot of great sources for telemarketing and teleprospecting calling tips out there, and just several weeks ago we brought you some great outbound calling tips from the best BDR's our management team has ever worked with. That being said, there are some bad tips out there that need to be put to rest. They just don't work any longer and they're not helping anybody succeed at generating quality b2b leads.

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Lead Gen Lead Scoring Lead Ranking Telemarketing 100

Smashmouth Marketing

MARCH 1, 2011

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.

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Telemarketing Training Intent Webinar Metrics 100

Smashmouth Marketing

FEBRUARY 17, 2011

Two weeks ago I hosted participated in Focus.com's Demand Gen Freestyle (replay here) discussions. Focus.com makes the world's best business expertise available to everyone, and they often run roundtable discussions several times a week. Craig Rosenberg hosted the Demand Gen centered discussion, with a panel of Adam Needles of Left Brain Marketing , Cody Young of Reach Force , and Tom Searce of Searce Market Development and myself.

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Demand Top of Funnel Demand Generation Agencies Lead Gen 100

Smashmouth Marketing

JANUARY 25, 2011

There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. Outsourcing some or all of your appointment setting or lead generation activity to a third party vendor is a task that shouldn't be undertaken by responding to one cold call. Words of wisdom from two industry leaders: Trish Bertuzzi, Inside Sales Expert , @bridgegroupinc : "Hiring a third party lead gen vendor is like dating… the chemistry is either th

Lead Gen 100

Lead Gen Work Management Marketing Management Vendors 100

Smashmouth Marketing

DECEMBER 1, 2010

I've recently been on the conference circuit, speaking and tweeting whatever sales and marketing goodness I can find. One topic that came up at each conference was the quality of the content presented by the various speakers. Some sessions were brilliant; some were nothing more than veiled commercials. The key as an attendee is to be able to pull the brilliant content out of the commercials.

Vendors 100

Vendors Lead Scoring Lead Ranking Event Marketing 100

Smashmouth Marketing

SEPTEMBER 17, 2009

Even though I preach my own brand of outbound marketing Kool-Aid, for the past six months or so I've been drinking some of the inbound marketing variety (the orange kind from Hubspot ). Before discovering this particular flavor, we had invested a year or so working on SEO, blogging, social media, and link building. But I didn't start formalizing some of the new marketing ideas I'd been learning until I took a deep swig and discovered the great taste.

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Inbound Marketing Jigsaw Lead Scoring Lead Ranking 100

Smashmouth Marketing

NOVEMBER 17, 2010

In a perfect world, all of our marketing efforts work exactly to plan, don't they? Unfortunately, our world isn't perfect, and as great as our plans may seem at the beginning, sometimes they're going to fail. Sometimes, they're going to fail miserabley. But, much like a rising star in the boxing circuit, the victory comes not from how many times you get knocked down, but rather, how many times you can get back up.

Planning 100

Planning Paid Search Agency Buyer Personas Lead Gen 100

Smashmouth Marketing

NOVEMBER 12, 2010

During the opening of the Sales & Marketing 2.0 Conference this week, Gerhard "G-Ice" Gschwandtner promised that he would perform a RAP to close the event Tuesday night. He did just that with comic Jeff Applebaum during the Sales & Marketing 2.0 Awards Ceremony, of which Green Leads was a finalist in two categories--Sales & Marketing Alignment and Social Media.

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Conference Social Media Marketing Social Marketing 100

Smashmouth Marketing

NOVEMBER 8, 2010

If you're not here at the Sales & Marketing 2.0 Conference , you can follow it on the twitter stream #sm20. The keynote speaker is Peter J. Stewart , Senior Vice President, Collaboration Technology Services of PGi , opened up with his overall theme of "Meetings". So I was inspired to share some tips focused on sales appointments. "Meetings are Everywhere," he said, "All that work we do in B2B goes into getting a meeting.".

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