The Sales Development Playbook #PeopleMatter #MustRead
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. Recruiting, onboarding, motivating, retention, managing, and the managers.
TOPO Sales Summit April 7-8, Join Me
MARCH 7, 2016
I'll be attending the TOPO Sales Summit on April 7-8 in San Francisco. If you are a sales, sales development, sales operations, sales enablement, or even marketing leader, you should attend. The agenda looks amazing and the attendees are basically everyone in SaaS. The information and networking that will flow at this conference, is unprecedented in our industry. Tell us about the Summit? PERIOD.
15 Reasons Why Every CMO Must Attend #dreamforce #DF13 #in
NOVEMBER 20, 2013
If you are a Chief Marketing Officer, or report to one, or aspire to be one, you MUST attend dreamforce. Period. 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. Learn - Study new marketing techniques. Networking goodness!
HubSpot Signals Product Review "She just read the email" (from #Inbound13)
AUGUST 26, 2013
Last week at Inbound, HubSpot announced a new product, Signals. In simple terms, Signals is a Chrome extension that tracks and notifies you when someone has activity on emails, LinkedIn, Salesforce and HubSpot. You get an on-screen notification, as well as a summary list of activity that you can review. Sales people now have actionable intelligence from the prospect. It''s time to call them.
@HubSpot Eliminates 2 Billion Cold Calls (from #Inbound13)
AUGUST 23, 2013
Just prior to Seth Godin stepping on stage, for what was an entertaining and thought provoking keynote, HubSpot CMO, Mike Volpe , announced that " We saved the world from 2 Billion cold calls! " And they did. personally may have benefitted by 1 or 2 a day. Inbound marketing techniques continue to evolve, and HubSpot is the pioneer for Inbound. Things to remember: Scrub the data. Know your history.
In The Summertime - Mungo Jerry Lead Gen Tips (tap your feet)
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. Let''s take a look. Use them.
Fantasy Football Builds Stronger Inside Sales Teams
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? Every day.
SiriusDecisions Summit London Notable Quotes #sdsummit
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. Do this first then pick the tech to do it.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.
20,000 Sales Pros in One Place! 80 Speakers #salessummit #in
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. Steve Young, Pro Football Hall of Fame Inductee. Josh James, Founder & CEO, Domo. Jill Konrath, Author of Selling to Big Companies. Grant Cardone, Author of Sell or be Sold. Don''t forget to Register Now
Sales Ready Leads: Quality vs. Quantity
AUGUST 3, 2009
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. As David Greenberg, Sr. Quality Vendor.
The ROI of Conference Calls vs. Face to Face Meetings
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.
28 Questions to Ask B2B Appointment Setting and Lead Gen Vendors
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 there or it is not. Cost per lead is a narrow look at the success of a program. Autodialers?
Study: How Much of Your Content Marketing Is Effective?
745 marketers told us how effective their content marketing is. Here's what we learned.
Lead Generation Tips - Take 3 Hour Lunches
OCTOBER 1, 2009
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. It got me thinking. Layer the times together and stagger them for time zone.
5 Outbound Calling Best Practices
JANUARY 21, 2010
Dialing the phone all day is a task. 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. Track things like Time Zone, Direct Dials, Admin Names, Dialing Tips (press 0 for the operator), etc. Validate lists prior to dialing. Don't.
5 Things My Father Taught Me About Selling
JUNE 22, 2009
Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me. We're heading up to my sister's house today to visit with my dad, Roger Damphousse ("Pepere" as the kids call him), and eat again. Dad, here's to you.(see,
Green Leads Acquires Target 250 – Forms Fastest-Growing B2B Demand Gen Company in North America and Europe
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. and Europe.”
Definitive Guide to Planning a New Content Initiative
Are you kicking off new content initiatives this year? This comprehensive ebook from DivvyHQ asks the 10 most vital questions that should be answered (before you start executing anything) to ensure the success of each new content initiative.
13 Top Books for CMOs - Recommended by The CMO Club
MARCH 5, 2009
Pete Krainik of the CMO Club posted thirteen books that members of the CMO club have recommended. Great list : Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Business Stripped Bare: Adventures of a Global Entrepreneur. Clued In: How to Keep Customers Coming Back Again and Again. Crucial Conversations: Tools for Talking When Stakes are High. Leading Change. Marketing Champions: Practical Strategies for Improving Marketing's Power, Influence, and Business Impact.
Lead Gen Tips from Yogi Berra
JANUARY 7, 2010
Yesterday I was using ConnectAndSell as a training tool and had one of our BDRs (Business Development Reps) live and working a list and three others listening in and critiquing. This, btw, is one of the many benefits of ConnectAndSell. You can train with 5-10 pitches in an hour versus 1 or 2. You can see the Smashmouth ConnectAndSell product review here.) He had o bjection after objection.
NOVEMBER 26, 2008
Cartoon Credit: Gary Larson
Event Marketing Works, but ONLY if Vendors Add Value
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. The key as a presenter is to avoid the commercials and present brilliant content. Simple, right? Let's face it. And as attendees, we kind of owe it to them to listen. That said, we want to hear value.
C-Level Prospects - Make the First Appointment By Phone
MARCH 27, 2009
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. It has become pervasive, and respected, to do business this way. 42% Face-to-Face. 58% Con-call/Web-meeting. 16% Somewhat.
Outbound Calling Tips from Johnny Bench
SEPTEMBER 10, 2010
When I was in college, one of my roomates used to watch The Baseball Bunch. It was designed for kids, but I loved it. You had Johnny Bench, All-Star Hall of Fame catcher for the Cincinnati Reds, teaching a group of young kids how to be better players, and each week they also got professional tips from guest ballplayers like Jim Rice, Pete Rose, Cal Ripen, Jr, and even Ted Williams! What I loved most about the show, though, was the advice that each guest shared with the team. felt like I was getting a one-on-one coaching session with an All-Star right in my dorm room. This stunts growth!
NOVEMBER 27, 2008
Cartoon Credit: Gary Larson.
B2B Marketing and Sales Books: What's On Your Summer Reading List?
JUNE 11, 2010
The Catcher in the Rye. Moby Dick. Pride and Prejudice. The Grapes of Wrath. Tale of Two Cities. If there's one thing those books have in common for me, it's that they were part of my high school summer reading lists. Remember those? You'd receive a list of books before the end of your school year that you'd have to read in preparation for the next school year. Pick this one up. What about you?
Staffing and Launching Your Content Marketing Program
Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.
We Are All Our Own CEOs - Chris Brogan On #Owner Magazine
SEPTEMBER 4, 2013
As a business owner, I manage my tasks, take care of clients, look at my numbers, work hard, attend to quality, work with my team.you name it. Does that sound much different than a sales or marketing professional? Tasks, Clients, Quotas, Energy, Perfection, Peers. You all own your own businesses! Congrats. So now that you own your own business, where can you go for some advice and inspiration?
Inbound Marketing Gurus -- Where's All The Outbound Marketing Goodness?
DECEMBER 8, 2010
Inbound Marketing is all the rage these days, and why shouldn't it be? It works, right? At least, that's what HubSpot clients are saying (and we're clients, so I can vouch for it). Inbound Marketing's goal is to pull potential customers in by all different methods, whether it's compelling content, savvy SEO execution or community interaction via social media. While inbound strategies are effective, augmenting them with outbound marketing strategies can add to that success. Where do you turn? Be it appointment setting , lead qualification, or email marketing, where's all the goodness at?
Web Leads - Pounce, Pause, Nurture or Wait?
JUNE 23, 2009
A few weeks ago I published a product review of LeadLander. Since then we've had a great experience using it. For what it touts itself to be, it does a great job. It did raise a question though, and before I put much thought into it I decided to ask 7 of my colleagues in the b2b demand gen/sales/marketing space. Now, how aggressively do I go after them? Do I pounce immediately? What do you think?
ActiveConversion Product Review: Demand Gen Intelligence
JUNE 17, 2010
ActiveConversion is a web based solution that allows organizations to identify visitors to their website, to automatically qualify and nurture leads, to get notified when leads become "hot," and to track ROI of marketing campaigns. They are partners with Google, Jigsaw, VerticalResponse, and Salesforce.com. Upon opening up the solution, you can view your ActiveConversion dashboard.
Building a Demand Gen Tribe: The Seth Godin Lead Gen Program
SEPTEMBER 23, 2010
I was fortunate enough to be asked by Gerhard Gschwandtner , of Selling Power to speak this week at his Sales Leadership Conference in Philadelphia. The highlight of my day was listening to Seth Godin, blogger and author on topics b2b sales and marketing folks devour. One part of Seth's talk was on building a tribe. happen to be a member of that tribe. It got me thinking, though. LinkedIn Groups.