2010

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5 Outbound Calling Best Practices

Smashmouth Marketing

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.

Lead Gen Tips from Yogi Berra

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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.

Event Marketing Works, but ONLY if Vendors Add Value

Smashmouth Marketing

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.

Outbound Calling Tips from Johnny Bench

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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!

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

ActiveConversion Product Review: Demand Gen Intelligence

Smashmouth Marketing

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

Smashmouth Marketing

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.

The Demand Gen Capital of the World: Andover, MA

Smashmouth Marketing

Lead Generation is an "industry" in New England, going back to the early days of the Route 128 Technology Highway. At one point some entrepreneurial soul spun off from one of the big companies, such as Digital or Wang, and there you have it -- an industry was born. The following competitors all call New England home. AG Salesworks. By Appointment Only. Call Center Services. Chameleon Group. Impole.

Inbound Lead Generation: Improving Your B2B Sales and Marketing Blogs

Smashmouth Marketing

You want to talk about improvements? You know what needed improvement? The Boston Celtics, that's who. If you're a fan of basketball, or maybe even a fan of rivalries, maybe you, like me, watched the Boston Celtics crumble last Thursday night (June 17th). Two storied franchises, the Los Angeles Lakers and the Boston Celtics, both vying for the NBA Championship in a Game 7 match.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

Lead Gen Tips: Find LinkedIn Names That Aren't In Your Network

Smashmouth Marketing

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. So Tanya, expect my call.

Appointment Setting Vendors Can Reduce Carbon Footprint

Smashmouth Marketing

Someone asked me recently where the Green in Green Leads came from? It originally was a name that sounded great for a demand gen company, and "green" had lots of connotations: Money, greenfield opportunities and of course living green, which my wife Linda and I believe in and do our best to do our part. Last week's blog post sparked another discussion at a client meeting.

Lead Gen Experts Need Disaster Recovery Plans - A Flood of Leads!

Smashmouth Marketing

View of the Shawsheen River at Rt 133 from Green Leads' parking lot Those of you living in New England know that the past four days have been brutal, with constant rain, the White Mountains melting and all of it heading downhill towards towns like Andover. The Shawsheen River pours right through Andover into the Merrimack, which backs up with each high tide. flood of leads! Parting shot.

Demand Gen Cloud: Funnels and Pipelines are Old School

Smashmouth Marketing

Craig Rosenberg, the demand gen expert from Focus.com recently asked me to participate in putting together the eBook, The Focus Experts Guide: Sales and Marketing Pipeline and Funnel. Despite my whimsical title for this blog article (little link-baiting), the eBook is full of industry expert's takes on today's sales and marketing's demand gen and selling flow -- the path from universe to prospect to client. took a different approach to the discussion, and came up with the concept of a Demand Gen Cloud: With the advent of Social, Sales and Marketing 2.0 They jump around.

Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Here's what we learned.

Be a B2B Tweeter, Not a B2B Twit

Smashmouth Marketing

Sometimes I think George Lucas just didn’t “get it” when he made the Star Wars prequels. You know, the “other” Star Wars movies? He had made the greatest trilogy in the world in Star Wars , The Empire Strikes Back , and Return of the Jedi. To fans of the original trilogy, Lucas fell woefully short with Episodes I-III. SHAMELESS. What does that mean for you?

Content Marketing: Accuracy, First Impressions and Demand Gen

Smashmouth Marketing

Guest post by Paul Simon , Sharper Content, @paulcontentman. We all form instant impressions when meeting someone new. Guess what? The same thing happens when we read something from someone we don't know - and the proliferation of social media puts an awful of "new" people in front of us. As Michael Damphousse says, "Good content creates value. Value creates trust. And, yes, trust creates leads.".

Sales 2.0 Strategies: Demand Gen Lessons From the iPhone

Smashmouth Marketing

Not sure I'm going to pick up the new iPhone just yet. I'm hearing about issues with the antenna, but I'm sure I'll have to make a decision when one of my daughters drops her phone into the pool this summer and I need to sacrifice my current iPhone as a replacement. It's been a tried-and-true pattern the past 3 summers. What this means to me (and you) is its connection to Sales 2.0. Sales 2.0

WOM 4

Jive Talkin for B2B Marketing & Sales Demand Gen Experts

Smashmouth Marketing

Today at Enterprise 2.0 in Boston, Jive Software is rolling out a new agenda for social business that is worth a close look. We all wake up on Mondays to a mountain of data, feeds, and emails. In the enterprise, we are flooded with internal and external data -- nuggets of information that we find valuable or our colleagues find valuable and that we need to know in order to do a stellar job.

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.

Can Your B2B Appointment Setting Team Stand the Heat?

Smashmouth Marketing

So, for a few days last week in Boston and her surrounding suburbs, it was extremely hot. I'm not talking "spring time" hot, like in the upper 70's. I'm talking about temps in the 90's! I'm a big guy, and I can tell you this -- I can't stand the heat. hate it. Some days I think the only reason I stick around the Northeast is for the sports, and there are days when they make me cringe, too.

Lead Gen Tips: Use Google to Search LinkedIn

Smashmouth Marketing

Since I was spouting all about LinkedIn at Chris Brogan's New Marketing Experience last month, he has recently been on a LinkedIn crusade to find all the tips and tricks burried inside. Although I love taking a little credit, his recent articles have been full of LinkedIn Goodness. If contacts aren't in your network, they will still show up! Google using the site:linkedin.com parameter.

B2B Appointment Setting Experts Getting LOST?

Smashmouth Marketing

If you're like me, last night you spent over four hours consumed with watching the finale to the television series LOST. Now I'll give you that it probably wasn't the best use of four hours of my life, but I've enjoyed the show so much over its six seasons that I just wanted to take the final episode in as much as I could, and for Smashmouth, that means inspiring a blog article. Naturally it does.

B2B Demand Gen Rocks In January

Smashmouth Marketing

Just a quick note to everyone who might be spending the next few weeks planning for the new year. Don't take your eye off the ball. January, along with June and October, are the biggest Demand Gen months for Green Leads, and it may be for you as well. What was the best month? What was the most suprising month? The last two weeks do taper off, but December still came in 6th for the year

5 New B2B Sales and Marketing Strategies

The traditional B2B sales and marketing model is typically depicted in the shape of a funnel; flow starts with marketing and then transitions to sales. Pretty standard, right? The model has now shifted to focus on the customer and their buyer journey.

Outbound Marketing Efforts Fail, Now What?

Smashmouth Marketing

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. So in that regard, what do you do? What do you do when your outbound marketing efforts fall flat? Evaluate. First of all, evaluate the current plan. Were the calls to action clear?

Lead Gen Tip: Review The Basics, Even For Veterans

Smashmouth Marketing

pictured left to right: front row: Lisa, Linda, Cheryl, Amie, Stacey (holding Louie), Kathy, Josh, John T. second row: Kerry, Sarah, Gill, Mira, Bill, Gareth, Anna Marie, Mike S., Mike D. (me), Lenny, Levi. third row: Sam, Dawnia, Coleman, John V., Chris. missing: Tim, Ursula, Olivier, Vanessa, Ian and Joe. Some of the folks you see above have been appointment setting for over 10 years. You would think that they've got it down pat, but there is always room for improvement, or even just a refresh. It's been a great day so far. Should go down to the wire.

B2B Demand Gen Week in Review July 12.16

Smashmouth Marketing

There were some great B2B Demand Gen articles posted this week, and here are the handful that stood out for the Smashmouth crowd: Old Spice: The Man Your Content Could Smell Like - The big news this week was the Old Spice Man answering people's questions and Twitter updates with personalized responses. The originality of this type of content marketing is refreshing. Not too long ago Old Spice was a brand that was largely forgotten or something that was worn by your father. This weekend, watching the latest commercial (embedded below), my boyfriend asked me if he should switch over to Old Spice.

B2B Lead Generation Can Take The Heat Of Summer

Smashmouth Marketing

I started penning this piece about summer last week when AG Salesworks published a great article touching on some of the tactical issues of lead gen in the summer. It got me thinking that there must be some research to support a fact Green Leads is confident about: rather than slowing during the summer, lead generation activities actually heat up. For the most part, it's popular opinion that it’s harder to sell during the summer. It makes some sense, right? We tend to think of this as a lazy season, one filled with family barbecues, homemade iced tea and hours spent lounging in a hammock.

Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

AA-ISP Inside Sales Leadership Summit: Follow on Twitter #LS10

Smashmouth Marketing

American Association of Inside Sales Professionals has their national Leadership Summit May 11-12 in Minneapolis. The speakers include fantastic cast of sales/marketing leaders, with me doing my part. Topics range from inside sales strategies, increasing performance, compensation models, hiring and managing to Sales 2.0. If it's Inside Sales related, it's a topic. For those of you that can't be there live, you can follow the action on twitter with hashtag #ls10. If you do attend, and are a follower of @damphoux , track me down and say "Hello

B2B Marketing Experts Have a Chance to Give During the Holidays

Smashmouth Marketing

B2B Marketing Experts have an ideal opportunity during the Holiday Season to do some old fashioned "feel good" marketing and help some folks along the way. Green Leads ran two internal contests that resulted in charitable giving. Toy drive. We ran a contest last week during a one hour ConnectAndSell session. Kiva Microloans. This now makes 15 loans. And don't forget to have a little fun.

Sales & Marketing Rap: G-Ice #sm20

Smashmouth Marketing

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.

B2B Lead Gen Numbers Do Improve With the Nintendo Wii

Smashmouth Marketing

I got a bit carried away recently with my niece and nephews' Wii Bowling game. Even when I thought I had done my best and had enough, I would take a breather and come back and SWING! would put up better numbers. It was addicting. wanted to beat my best score, and. wanted to beat their best scores. It was all so gratifying, and it was all about the numbers! It's addictive. It's energizing. Contest.

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.

Inbound Marketing Summit Speakers: Twitter List #IMS10

Smashmouth Marketing

Today I'm attending New Marketing Lab's Inbound Marketing Summit at Gillette Stadium in Foxboro (killer spot for a conference, btw). Highlight of the day is always Chris Brogan's down to earth, almost "stand up" quality talks. He is always insightful, practical, and spot on with his delivery. thought it would be useful to create a Twitter List of the #IMS10 Speakers. Here you go: [link]. digiphile.