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.
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.
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.
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!
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?
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?
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.
The Demand Gen Capital of the World: Andover, MA
AUGUST 3, 2010
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
JUNE 21, 2010
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
APRIL 29, 2010
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
APRIL 6, 2010
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!
MARCH 16, 2010
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
OCTOBER 20, 2010
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
AUGUST 8, 2010
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
JULY 6, 2010
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
JULY 1, 2010
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
Jive Talkin for B2B Marketing & Sales Demand Gen Experts
JUNE 14, 2010
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.
Can Your B2B Appointment Setting Team Stand the Heat?
JUNE 1, 2010
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
MAY 26, 2010
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?
MAY 25, 2010
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
JANUARY 3, 2010
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
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.
Outbound Marketing Efforts Fail, Now What?
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. 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
SEPTEMBER 30, 2010
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
JULY 19, 2010
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
JULY 12, 2010
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.
Marketing Optimization Toolkit: The Science behind Marketing Analytics
Marketers are well-versed in the art and science of optimization.
AA-ISP Inside Sales Leadership Summit: Follow on Twitter #LS10
MAY 6, 2010
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
DECEMBER 20, 2010
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
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.
B2B Lead Gen Numbers Do Improve With the Nintendo Wii
NOVEMBER 4, 2010
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.
Content Marketing Playbook: Strategy and Roadmap
Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.
Inbound Marketing Summit Speakers: Twitter List #IMS10
OCTOBER 6, 2010
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.
3 Great B2B Demand Gen Articles from Last Week
JULY 29, 2010
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)
JULY 27, 2010
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 ".
5 Thoughts About Sales 2.0 Conference Opening Remarks
JUNE 28, 2010
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.
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.
Lead Gen Experts Should Take "Campaign" Out of Their Vocabulary
APRIL 22, 2010
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.