Smashmouth Marketing

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Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

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.

13 Top Books for CMOs - Recommended by The CMO Club

Smashmouth Marketing

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.

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Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

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 Things My Father Taught Me About Selling

Smashmouth Marketing

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,

Paper 39

C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

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.

The Elves Are Making Appointments and Leads

Smashmouth Marketing

We hear this all the time, even from our own reps when they are having a slow week: "December is terrible for lead gen. End of year and the holidays.". True, people have other things on their minds. Some might be closing out the year, but many are willing to help those elves with their heads down making appointments.

MarketingSherpa Marketing Summit, Richard Fouts of Gartner talks Social Media and Communications

Smashmouth Marketing

In the fourth of a series of Thought Leader interviews for MarketingSherpa's 6th Annual B2B Marketing Summit 2009 , we talk to Richard Fouts, research director at Gartner, Inc., an information technology research and advisory company. Fouts presented yesterday in Boston. Mike: You're presenting on the use of social media in communications. I'm assuming you are talking Marcom?)

MarketingSherpa Marketing Summit, Richard Fouts of Gartner talks Social Media and Communications

Smashmouth Marketing

In the fourth of a series of Thought Leader interviews for MarketingSherpa's 6th Annual B2B Marketing Summit 2009 , we talk to Richard Fouts, research director at Gartner, Inc., an information technology research and advisory company. Fouts presented yesterday in Boston. Mike: You're presenting on the use of social media in communications. I'm assuming you are talking Marcom?)

Lead Gen Strategies: Sales People Should Be Selling, NOT Prospecting

Smashmouth Marketing

This past week a prospect commented that she wanted to explore a third-party lead gen program because their sales reps were spending too much time prospecting and not selling. She said that if they had enough leads they would be SELLING and CLOSING -- not having to do lead gen. How many sales reps are caught in the prospecting grind and not closing? Sounded like a LinkedIn Poll to me. Wrong.

MarketingSherpa Marketing Summit: Emily Salus of CollabNet on Lead Scoring

Smashmouth Marketing

This week is MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco, to be repeated two weeks later in Boston. Both events are loaded with speakers and content, and I'm sure there will be tons of marketing goodness to share. I'll be at the Boston summit on Oct. 5 and 6, so if you are there, please introduce yourself. If not, you can follow the live tweets here.

MarketingSherpa Marketing Summit, Emily Salus of CollabNet on Lead Scoring

Smashmouth Marketing

This week is MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco, to be repeated two weeks later in Boston. Both events are loaded with speakers and content, and I'm sure there will be tons of marketing goodness to share. I'll be at the Boston summit on Oct. 5 and 6, so if you are there please introduce yourself. If not, you can follow the live tweets here.

Appointment Setting: Did I Succumb to a Scam?

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 scam : I got an unsolicited calendar invite in my inbox with a bridge number, date and time. figured, what's one more?

Hubspot Product Review: Inbound Marketing Methodology, Not Just a Product

Smashmouth Marketing

About 18 months ago, Green Leads embarked on an aggressive plan to increase our inbound marketing activity. We focused first on content and blogging and then decided to dig deeper into SEO best practices. Along the way we started drinking some Orange Kool-Aid in the form of Hubspot's inbound marketing educational materials. Eventually, we jumped in headfirst and signed up. Don't start/stop. leads.

Lead Generation Tips: Business Card Data Entry For Free | Dreamforce Special

Smashmouth Marketing

How many business cards do you have laying around in one of the current states? 1. On your desktop in a pile 2. Wrapped in a rubber band 3. In a ziplock bag 4. Distributed in the inside pockets of four blazers 5. In the bottom of your computer bag If you answer is more than 10 cards, then you have leads laying around that are going untapped. All they have to do is send them to us. The only catch.

Sales 2.0 Conference - Nigel Edelshain, the Man who first said, "Sales 2.0"

Smashmouth Marketing

The biggest change has come in 2009. When I first met Nigel Edelshain at the Sales 2.0 Conference back in SFO a couple years ago, I was totally impressed with the fact that his company, Sales 2.0 LLC and Green Leads are competitors and yet we hit it off in just 5 minutes. No presumptions--just Sales 2.0 goodness. look forward to hearing what he has to say next week. can have for them.

Sales 2.0 Conference - Nigel Edelshain, the Man Who First Said "Sales 2.0"

Smashmouth Marketing

The biggest change has come in 2009. I’ve noticed a lot more conversation with actual sales organizations about the impact Sales 2.0 When I first met Nigel Edelshain at the Sales 2.0 Conference back in SFO a couple years ago, I was totally impressed with the fact that his company, Sales 2.0 LLC and Green Leads are competitors and yet we hit it off in just 5 minutes. goodness. Nigel: Yes.

Appointment Setting Experts Pull A Columbo "Just one more thing."

Smashmouth Marketing

While recently updating our training materials for new hires, I was digesting all the valuable info from our friends at The Bridge Group on inside sales benchmarking and inside sales training. One particular article captured my attention because it stated some basic principles that many sales professionals sometimes fail to heed. The article, Sellers & Marketers: Have Them at Hello!

B2B Demand Gen Letter to Google: Real Time Search

Smashmouth Marketing

If someone has already written about this, forgive me. But twice in the past few weeks the discussion of real time search came up and how it might touch b2b demand gen. Today, unless someone is searching in multiple places -- Google, Twitter Search, Facebook Search and others -- they will never find the trending topics that people are talking about. Personally, I'll love it.

B2B 2

Introductory Appointments: Your Goal is Meeting Number Two

Smashmouth Marketing

Which of the following is a good sales outcome for introductory appointments? Proposal : The prospect let you pitch him for 30 minutes, told you to send a proposal and CC his director, who handles these types of projects. know a ton of salespeople that would put the first outcome in the success category. You got a pipeline opportunity, right? proposal? WRONG! She shared her real issues with you.

Home Pages: Treat Them As The Ultimate Landing Page

Smashmouth Marketing

Whenever I get a new lead from a prospective company, I always check its web site to see if it looks like a good fit. good deal of the time I'm unimpressed with what I see. The home pages are cluttered, not structured for a quick read, and no actions are suggested. Isn't a home page the ultimate landing page? We all put a great deal of effort into landing pages. Here are two great examples.

Voicemail Debate - To Leave One or Not - POLL

Smashmouth Marketing

This past week on Focus.com , there was an active discussion regarding if we Should or Should Not leave a voicemail when tele prospecting. The opinions are varied, but for those of us in the business, I thought we should put some stats behind the argument. Hence, time for a LinkedIn Poll. I've setup a non-targeted poll, below, and I've also paid for a random C/VP targeted poll. Results Thu.

Lead Generation Tip - Don't Use a Voicemail Script

Smashmouth Marketing

I know my colleagues in the sales consulting industry are going to fill this page with comments telling me why their Lead Gen Tip of the day would be to craft the perfect voicemail script. My response is -- Don't Bother. It's interesting that the geeks listen more than others: What do you think? Leave one or Don't

Lead Generation Tip - Don't Use A Voicemail Script

Smashmouth Marketing

I know my colleagues in the sales consulting industry are going to fill this page with comments telling me why their Lead Gen Tip of the day would be to craft the perfect voicemail script. My response is -- Don't Bother. It's interesting that the geeks listen more than others: What do you think? Leave one or Don't?

CMO Cub Summit Tweets

Smashmouth Marketing

I'm at the CMO Club Summit for a couple days and the room is sharing the event with twitter hashtag #cmoclub. You can find a stream of the tweets on twitter search. I'll be writing a more detailed article later, but I wanted to share some tweets of value from the day thus far: jkrohrs : Actionable idea #6 for CMOs in down economy: "Outsource." More done with same $. List building. Trigger events.

SMS 2

Voicemail Debate - To Leave One or Not - POLL

Smashmouth Marketing

This past week on Focus.com , there was an active discussion regarding if we Should or Should Not leave a voicemail when tele prospecting. The opinions are varied, but for those of us in the business, I thought we should put some stats behind the argument. Hence, time for a LinkedIn Poll. I've setup a non-targeted poll, below, and I've also paid for a random C/VP targeted poll. Results Thu.

Lead Generation Tip - Take 3 Hour Lunches

Smashmouth Marketing

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.

Lead Generation Tip - Take 3 Hour Lunches

Smashmouth Marketing

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.

CMO Cub Summit Tweets

Smashmouth Marketing

jkrohrs : CMO SMS survey: If you had 10% more budget in 2009, where would you spend: 10% search, 20% social, 50% demand gen, 20% headcount #cmoclub. I'm at the CMO Club Summit for a couple days and the room is sharing the event with twitter hashtag #cmoclub. You can find a stream of the tweets on twitter search. More done with same $. List building. Trigger events. Creative. cmoclub.

SMS 2

Inbound Marketing, The Uber List for Outbound Marketers

Smashmouth Marketing

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. Outbound marketers live off of lists. It's like candy to a kid. Work through them.

Inbound Marketing, The Über List for Outbound Marketers

Smashmouth Marketing

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. Outbound marketers live off of lists. It's like candy to a kid. Work through them.

Inbound Marketing, The Über List for Outbound Marketers

Smashmouth Marketing

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. Outbound marketers live off of lists. It's like candy to a kid. Work through them.

Sales 2.0 Conference - Top 20 Tweets

Smashmouth Marketing

Ok, so of the top 20 posts, I've got a few myself. Well, I did do a big part of the tweeting, and darn it -- I think it was good stuff. nedelsha : RT @annekeseley : All Sales 2.0 conference presenters on Customer Engagement are using inside sales to connect with customers #sales20. gerhard20 : #sales20 Pelin says use the economy as an excuse to establish a culture of measurement. sales20. sales20.

Lead Generation Tips - Make your Social Media Presence Known

Smashmouth Marketing

A while back, I read an article by Chris Brogan that discussed 19 chores we could each do daily to help us maintain an online presence. I was already doing a majority of the list, but then it got me thinking. What if I had my browser setup so when I wake up in the AM all my daily tasks for maintaining my social media prowess were just lined up waiting for me to get my coffee? I'm in good company!

Lead Generation Tip - Make your Social Media Presence Known

Smashmouth Marketing

A while back, I read an article by Chris Brogan that discussed 19 chores we could each do daily to help us maintain an online presence. I was already doing a majority of the list, but then it got me thinking. What if I had my browser setup so when I wake up in the AM all my daily tasks for maintaining my social media prowess were just lined up waiting for me to get my coffee? I'm in good company!

Lead Generation Tip - Make Your Social Media Presence Known

Smashmouth Marketing

A while back, I read an article by Chris Brogan that discussed 19 chores we could each do daily to help us maintain an online presence. I was already doing a majority of the list, but then it got me thinking. What if I had my browser setup so when I wake up in the AM all my daily tasks for maintaining my social media prowess were just lined up waiting for me to get my coffee? I'm in good company!

SEM 2

Outbound Marketing Hits Hubspot and Fast Company

Smashmouth Marketing

Smash mouth Marketing has two guest post blog articles this week, writing about Outbound Marketing, Inbound Marketing and Tony Soprano. Hubspot: Outbound Marketing and Inbound Marketing Can Learn From Each Other Fast Company: Inbound Marketing and Outbound Marketing, by Tony Soprano Just gonna keep spreading the Outbound Marketing goodness

Sales 2.0 Conference - Interview with David Thompson of Genius.com

Smashmouth Marketing

With he upcoming Sales 2.0 conference in Chicago September 10th, it's time again to provide a few pre-show interviews. David Thompson, CEO of Genius.com was one of the early leaders of the Sales 2.0 movement and recently co-authored Sales 2.0 For Dummies. Mike: David, what is the hot topic of the upcoming conference? Will Social Media dominate the discussions again? Each day there are 1.9

Outbound Marketing Hits Hubspot and Fast Company

Smashmouth Marketing

Smash mouth Marketing has two guest post blog articles this week, writing about Outbound Marketing, Inbound Marketing and Tony Soprano. Hubspot: Outbound Marketing and Inbound Marketing Can Learn From Each Other Fast Company: Inbound Marketing and Outbound Marketing, by Tony Soprano Just gonna keep spreading the Outbound Marketing goodness!

Sales 2.0 Conference - Interview with David Thompson of Genius.com

Smashmouth Marketing

With he upcoming Sales 2.0 conference in Chicago September 10th, it's time again to provide a few pre-show interviews. David Thompson, CEO of Genius.com was one of the early leaders of the Sales 2.0 movement and recently co-authored Sales 2.0 For Dummies. Mike: David, what is the hot topic of the upcoming conference? Will Social Media dominate the discussions again? Each day there are 1.9

B2B Sales Leads from Data Services - Smashmouth Review

Smashmouth Marketing

When we're selling our outbound marketing demand gen solutions, we get asked all the time, where can I find inexpensive b2b sales leads ? We obviously try to sell up to our high level appointment setting service , but not all companies are ready for that. So below is a collection of data sources we've used in our lead generation work. Online Data Suppliers: Typically an annual subscription basis.