2010

Smashmouth Marketing

Trending Sources

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

Smashmouth Marketing

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.

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 Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves.

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.

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.

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?

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

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.

3 Great B2B Demand Gen Articles from Last Week

Smashmouth Marketing

It's amazing that there's so much great content out there surrounding demand generation and B2B sales and marketing! Here are a few that stand out to the Smashmouth crowd from last week: Are Your Inside Sales Reps Good Detectives? guest post on AG Salesworks' Sales Prospecting Perspectives blog provided an interesting comparison to inside sales reps and detectives. But, everything adds up.".

Sales 2.0 Tips: Discussing Outbound Marketing Stats (Video)

Smashmouth Marketing

Last month was the Sales 2.0 Conference in Boston ( my comments here ). connected with friends and colleagues with similar desires to increase sales and marketing production with no holds barred. I had the opportunity in Boston to present on the topic of Increasing Productivity Without Increasing Headcount and then participating on a panel discussion on the topic. video below). Conference ".

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 2

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

5 Thoughts About Sales 2.0 Conference Opening Remarks

Smashmouth Marketing

This morning's Sales 2.0 Conference lead off speaker was Polly Sumner of Salesforce.com. Although she spoke about Tools, her real message wasn't about tools as much as it was about use, and ways of working. It Gerhard Gschwandtner , the conference host,captures it with a question to Polly, "so it's about a mindset?" Explore tools with an eye for how your team will adapt to it. How they will use it.

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.

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.

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.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

B2B Marketing and Sales Books: What's On Your Summer Reading List?

Smashmouth Marketing

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?

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.

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey.

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.

Lead Gen Experts Should Take "Campaign" Out of Their Vocabulary

Smashmouth Marketing

Last week, I was out with the team at Focus.com and enjoying "bourbon and proteins" with Craig Rosenberg ( The Funnelholic ) when the subject of campaigns came up from his point in a recent post to " forget campaigns, build a factory. " We agreed completely that marketers that think in the world of "campaigns" are shortchanging their results. Budget for ongoing activity - Treat it like headcount.

@chrisbrogan's New Marketing Experience, aka Inbound Marketing Summit: 5 Tips

Smashmouth Marketing

Next week I'll be speaking at Chris Brogan's New Marketing Experience in San Francisco. In a recent post, @chrisbrogan talks about the event: " One thing that’s different with my events than with other events: Every sponsor and exhibitor and speaker is someone we think has something to offer you. We appreciate their voice in our experiences. it’s a 1-day event. There’s no fluff. Don't cluster.

5 Tips For @chrisbrogan's New Marketing Experience, aka: Inbound Marketing Summit

Smashmouth Marketing

Next week I'll be speaking at Chris Brogan's New Marketing Experience in San Francisco. In a recent post, @chrisbrogan talks about the event: " One thing that’s different with my events than with other events: Every sponsor and exhibitor and speaker is someone we think has something to offer you. We appreciate their voice in our experiences. it’s a 1-day event. There’s no fluff. Don't cluster.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.

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 Tip for Q2: Face Time

Smashmouth Marketing

Measuring the effectiveness of lead gen programs is always at the top of a demand gen expert's list of priorities. One of the gating factors happens to be out of their control -- what does the sales team do with a lead once they start working it? In a previous blog article, I shared poll results showing C Level prospects being more than willing to take their first introductory appointment by phone.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Smashmouth Marketing

Over the past four months Green Leads has been starting new reps on the first Monday of each month. Inside sales seems to be like that, growth and replenishment. In our case, we have pretty stringent criteria for success since we are a performance-based appointment setting company. We have to have our reps deliver. Our goal: Get to three keepers out of four. This session turns them into detectives.

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.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth.

Demand Gen Experts Should Ask "How's Your Steak?""

Smashmouth Marketing

Last night we were 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?" Do you take the dish back if it's not to sales' liking? How often are your leads under cooked? will keep you all in line.

Appointment Setting: Was I Duped?

Smashmouth Marketing

In the collection of appointment setting techniques I've seen before, I've never seen the one that I fell victim to this week. Interestingly, if Green Leads did this for our clients we would soon be one a B2B Appointment Setting Vendor that had a tainted reputation. The dupe : I got an unsolicited calendar invite in my inbox with a bridge number, date and time. figured, what's one more?

Lead Gen Companies Should Not Dictate Your Pace

Smashmouth Marketing

On a recent sales call, the prospect told me he is working with a pay-for- performance appointment setting company like Green Leads. The difference, and the reason for the call, is that he wants more meetings per month, but the other vendor is " dictating the pace " at which he gets them. Was I dreaming? Did I hear that right? Establish and manage to a Service Level Agreement (SLA). list issue?

Marketing Strategy of Going Negative -- Does Mudslinging Pay Off?

Smashmouth Marketing

Witnessing the recent Scott Brown senatorial campaign in Massachussetts caused me to question the value of mudslinging -- I'm sure Coakley's staff is analyzing the same. week after the election, the topic surfaced again after reading a recent article on HubSpot's blog, Are You Unwittingly Making This Disastrous Sales Mistake? focused on turning a bland, salesy voicemail into a compelling voicemail.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.