Smashmouth Marketing

MARCH 10, 2011

They just don't work any longer and they're not helping anybody succeed at generating quality b2b leads. It had everything you needed to pass a lead or book an appointment with your targeted prospecting base. If you're dialing consumers selling widgets, maybe, but if you are dialing high level b2b audience, no way.

Lead Gen 100

Lead Gen Lead Scoring Lead Ranking Telemarketing 100

Smashmouth Marketing

DECEMBER 30, 2008

Lead generation in the world of b2b can be enhanced by social media, especially with early adopters, techies, and the net-gen crowd. Call it Lead Gen 2.0, but in my opinion it is just traditional lead generation, demand creation and marketing with some new twists. The day of the monthly retainer fee is gone.

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

DECEMBER 30, 2008

Lead generation in the world of b2b can be enhanced by social media, especially with early adopters, techies and the net-gen crowd. Call it Lead Gen 2.0, but in my opinion it is just traditional lead generation, demand creation and marketing with some new twists. The day of the monthly retainer fee is gone.

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

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! I would put up better numbers. It was addicting. I wanted to beat my best score, and. I wanted to beat their best scores.

Lead Gen 100

Lead Gen Lead Scoring Lead Ranking Peer-to-peer 100

Smashmouth Marketing

JULY 9, 2019

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. MIT data shows that that might have been a good idea! It got me thinking.

Lead Generation 100

Lead Generation Tips Lead Gen Generation 100

Smashmouth Marketing

JUNE 12, 2013

There is no place for BANT in a lead gen scenario, it is for later in the sales cycle. BANT is dead as it pertains to Lead Gen. And in Lead Gen, especially b2b appointment setting , the goal is to get the conversation started. Thank you Ken! Check out the Inside Sales Virtual Summit on June 20.

Allocation 181

Allocation Lead Gen Sales Cycle B2B Sales 181

Smashmouth Marketing

SEPTEMBER 23, 2010

The highlight of my day was listening to Seth Godin, blogger and author on topics b2b sales and marketing folks devour. How can b2b marketers, especially those who DON'T have audiences of millions or hundreds of thousands, build a tribe? One part of Seth's talk was on building a tribe. I happen to be a member of that tribe.

Lead Gen 100

Lead Gen Elasticity Ad Building B2B Thought Leadership 100

Smashmouth Marketing

APRIL 22, 2010

Results take time - In the world of B2B, sales cycles can be long. Remain committed to the effort - Most common example here is when a marketer gets gung-ho to start blogging to boost inbound marketing and then stops publishing regularly. Don't try to measure pipeline results in just months. Give it time and commitment.

Lead Gen 100

Lead Gen Campaigns Clickthrough Budget Programs 100

Smashmouth Marketing

SEPTEMBER 29, 2009

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. We run a microsite, B2B Online Marketing Pros, for our B2B Online Marketing group on LinkedIn. Of those, about 10,471 are fairly well-targeted into our niche of B2B marketing.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

JULY 24, 2019

In this example, with b2b appointment setting and pay-for-performance vendors, it is a very straight forward study as the costs per appointment are fairly standard and as SiriusDecisions and IDC have discussed, the rates of production and conversion are uniform over time. We just don't have the time to waste managing anything but.".

Marketing Management 113

Marketing Management Leads Lead Marketing Qualified Leads 113

Smashmouth Marketing

SEPTEMBER 30, 2009

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. We run a microsite, B2B Online Marketing Pros, for our B2B Online Marketing group on LinkedIn. Of those, about 10,471 are fairly well-targeted into our niche of B2B marketing.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

JULY 24, 2019

In this example, with b2b appointment setting and pay-for-performance vendors, it is a very straight forward study as the costs per appointment are fairly standard and as SiriusDecisions and IDC have discussed, the rates of production and conversion are uniform over time. We just don't have the time to waste managing anything but.".

Sales Qualified Leads 100

Sales Qualified Leads High Quality Lead Marketing Management Leads 100

Smashmouth Marketing

JUNE 4, 2019

If they are tip-worthy, I'll add them to the growing list of lead gen tips. Check out the article I wrote, Take 3 Hour Lunches , which discusses the day in detail and backs it up with data. Just the tip of the iceberg here. What outbound calling tips can you offer?

Practices 108

Practices Best Practices Lead Gen Zoominfo 108

Smashmouth Marketing

AUGUST 28, 2009

When we're selling our outbound marketing demand gen solutions, we get asked all the time, where can I find inexpensive b2b sales leads ? So below is a collection of data sources we've used in our lead generation work. Hoovers, infoUSA and others - Just not into them. We've never found the value.

B2B Sales 100

B2B Sales Sales Leads Jigsaw Sales Qualified Leads 100

Smashmouth Marketing

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. The implication for those of us in the B2B lead generation business is crystal clear: DO NOT SLOW DOWN. Not so, my friends. What do you think?

Lead Generation 100

Lead Generation Generation Leads Lead 100

Smashmouth Marketing

JUNE 15, 2009

37% of prospects that were nurtured move on to further sales activity from an introductory meeting -- 12% hig her than those not nurtured As you all know, Green Leads is in the b2b appointment setting business. Tags: data nurturing lead gen demand marketing greenleads meetings appointments sales.

Work Management 100

Work Management Marketing Management B2B Lead Gen 100

Smashmouth Marketing

FEBRUARY 29, 2016

Green Leads' b2b appointment setting team has even been a client of the Bridge Group. If you've just started in the profession, or if you are a long time practitioner, it's a must read for anyone in the inside sales/sales development/lead gen industry. Trish Bertuzzi and I have known each other for quite some time now.

Lead Gen 100

Lead Gen Amazon Opinions B2B Sales 100

Smashmouth Marketing

APRIL 25, 2009

In fact, the last event in San Francisco was, in my opinion, 70% relevant to a b2b marketer's agenda and 30% worth listening to from a marketing perspective as it pertains to sales. Let's look at the agenda : Sales Lead Management (ok, has the word "Sales", but who owns Lead Gen ?) conference.

Lead Gen 100

Lead Gen B2B Sales CMO Network Marketing 100

Smashmouth Marketing

OCTOBER 29, 2010

A few weeks ago I was digging around one of my favorite sales and marketing tools, LinkedIn (my LinkedIn Lead Gen Tips ), and noticed the Company Stats area. Looking at the charts for Green Leads, the issue of "Years Experience" stood out to me because Linda and I have been discussing the topic during our recent hiring efforts.

Peer-to-peer 100

Peer-to-peer Service Lead Gen Stats 100

Smashmouth Marketing

DECEMBER 5, 2008

Craig is the author of the blog The Funnelholic and is an expert on b2b lead generation so I decided it would be great to do an impromptu rapid-fire interview with him on his thoughts regarding b2b lead gen and publish it here: Mike: How should marketers adjust to the downturn?

Lead Generation 100

Lead Generation Generation Salesforce.com Leads 100

Smashmouth Marketing

DECEMBER 1, 2008

Craig is the author of the blog The Funnelholic and is an expert on b2b lead generation so I decided it would be great to do an impromptu rapid-fire interview with him on his thoughts regarding b2b lead gen and publish it here: Mike: How should marketers adjust to the downturn?

Lead Generation 100

Lead Generation Generation Salesforce.com Leads 100

Smashmouth Marketing

DECEMBER 29, 2008

Several readers and fans have asked before, what is with the "Green" in Green Leads ? What does b2b lead generation have to do with being green? Also, most b2b buyers do have higher education backgrounds. For the b2b lead gen industry, that is unheard of. The directive came directly from their CEO.

Social Marketing 100

Social Marketing B2B Marketing Social Media Planning 100

Smashmouth Marketing

DECEMBER 28, 2008

Several readers and fans have asked before, what is with the "Green" in Green Leads ? What does b2b lead generation have to do with being green? Also, most b2b buyers do have higher education backgrounds. For the b2b lead gen industry, that is unheard of. The directive came directly from their CEO.

Social Marketing 100

Social Marketing B2B Marketing Social Media Planning 100

Smashmouth Marketing

SEPTEMBER 23, 2009

Tags: hubspot lead nurturing b2b events socialmedia facebook b2b marketing outbound marketing twitter b2b siriusdecisions demand gen b2b sales lead gen marketingsherpa inbound marketing.

Lead Scoring 100

Lead Scoring Lead Ranking Webcast Lead Gen 100

Smashmouth Marketing

OCTOBER 5, 2009

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. Tags: cold calling linkedin b2b marketing inside sales demand gen polls b2b sales. My response is -- Don't Bother.

Lead Generation 100

Lead Generation Cold Calling Tips Lead Gen 100

Smashmouth Marketing

JULY 16, 2009

When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". Is it a common trend across the b2b industry? What if you could get your sales team to NEVER say "Leads Suck"? Don't dilute their attention with leads that only meet one or two of the criteria.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 100

Smashmouth Marketing

JULY 28, 2009

Last week we conducted a poll on LinkedIn where we asked: Inbound Marketing & Outbound Marketing - what is your mix for lead gen? Tags: nurturing socialmedia marketing appointments twitter b2b sales poll demand linkedin SEO cold calls inside sales sales2.0 Some key points to consider.

Marketing Mix 100

Marketing Mix Cold Calling SEM Lead Gen 100

Smashmouth Marketing

NOVEMBER 20, 2013

B2B Goodness. Demand Gen - Find new business. and then when she asks what I do, go into how "Green Leads weeds through all the tire kickers to find you active decision makers.". The list is too long to name, but Marissa Mayer of Yahoo was killer. Customers - Setting up client/partner visits. I didn''t bring an umbrella.

CMO 100

CMO Lead Gen Vendors Conference 100

Smashmouth Marketing

OCTOBER 28, 2009

Brian Carroll of Intouch: B2B Lead Generation blog. We each have two obvious things in common: We are bloggers and we are lead gen practitioners. Competitors are definitely worthy of being part of the Lead Gen Tips collection. Already this month a lead has come of it. Nigel Edelshain of Sales 2.0:

Lead Generation 100

Lead Generation Lead Scoring Lead Ranking Tips 100

Smashmouth Marketing

OCTOBER 28, 2009

Brian Carroll of Intouch: B2B Lead Generation blog. We each have two obvious things in common: We are bloggers and we are lead gen practitioners. Competitors are definitely worthy of being part of the Lead Gen Tips collection. Already this month a lead has come of it. Nigel Edelshain of Sales 2.0:

Lead Generation 100

Lead Generation Lead Scoring Lead Ranking Tips 100

Smashmouth Marketing

MARCH 19, 2009

HubSpot 's survey, made up of companies of all sizes, shows that in 2008 the average marketing spend from b2b companies on outbound telemarketing efforts to be 12%. Their study covers a much wider spectrum of b2b companies and sizes, and reports 21% invest in similar outbound efforts in 2008. Will David follow Goliath?

Cost per Lead 100

Cost per Lead Inbound Marketing Top of Funnel Cost 100

Smashmouth Marketing

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. Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. MIT data shows that that might have been a good idea! It got me thinking.

Lead Generation 100

Lead Generation Tips Lead Gen Generation 100

Smashmouth Marketing

APRIL 2, 2009

In fact, the last event in San Francisco was, in my opinion, 70% relevant to a b2b marketer's agenda and 30% worth listening to from a marketing perspective as it pertains to sales. Let's look at the agenda : Sales Lead Management (ok, has the word "Sales", but who owns Lead Gen ?). Open Bar (networking extroadinaire).

Lead Gen 100

Lead Gen CMO Network Marketing Opinions 100

Smashmouth Marketing

MARCH 1, 2010

I'm conducting a webinar for them this week, The 10 Pillars of an Ideal B2B Demand Gen Platform , and having done many webinars -- and being a demand gen marketer myself -- I've been utterly impressed with the process and the team putting the event together. I've fallen victim to that before.

Webinar Metrics 100

Webinar Metrics Class Lead Gen Content 100

Smashmouth Marketing

MARCH 2, 2010

How often are your leads under cooked? Set your lead gen standards and expectations between sales and marketing, and then formalize them into a Service Level Agreement (SLA). This formal agreement documenting what makes a good lead and what constitutes qualified, or introductory, etc. will keep you all in line.

Demand 100

Demand Lead Gen Sales Qualified Leads B2B Sales 100

Smashmouth Marketing

MARCH 19, 2009

He then continued, "the problem is that we've realized we are missing opportunity because we were lead scoring ourselves away from deals." This CMO is in an emerging technology market marketing to b2b audience. Tags: lead gen marketing b2b sales2.0 Next article: What makes a good non-scoring BANT prospect?

Lead Scoring 100

Lead Scoring Lead Ranking Market2Lead Leads 100

Smashmouth Marketing

SEPTEMBER 4, 2009

Tags: hubspot blogs fast company socialmedia SMM marketing tips facebook b2b marketing twitter b2b drivel demand gen green branding SEO inbound marketing linkedin SEM.

Lead Generation 100

Lead Generation Social Media Lead Scoring Lead Ranking 100