Smashmouth Marketing

MARCH 25, 2009

Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. 32% Definitely 17% Somewhat 51% Not really Question 5 - What does your company do when they need to initiate an introductory meeting with a prospect or partner? When I was recently at the Sales 2.0 Don't over-sell.

Lead Gen 100

Lead Gen Marketing Management Conference Advertising Agencies 100

Smashmouth Marketing

APRIL 11, 2022

Imagine how much more targeted your outbound marketing or prospecting could be. Listen to this cutting-edge conversation as they explore intent-based data, how to leverage its predictive power and what SDRs can do today to use it to improve their prospecting results. That’s the exact topic host Mario Martinez Jr.

Intent 191

Intent Leads Lead Marketing Qualified Leads 191

Smashmouth Marketing

AUGUST 13, 2019

I've been known to say " The sales process doesn't start until a conversation with a prospect does ". And in Lead Gen, especially b2b appointment setting , the goal is to get the conversation started. Finding the decision makers and influencers are half the battle, then getting the conversation started is the other half.

Allocation 105

Allocation Lead Gen Sales Cycle B2B Sales 105

Smashmouth Marketing

JUNE 7, 2009

Conference were just a couple weeks ago, and this week is MarketingProfs b2b Forum in Boston. Tags: marketingprofs demand marketing b2b sales2.0 Been a busy few weeks with conferences. The CMO Club Summit and Sales 2.0 Thank you to MarketingProfs and Anne Handley ( personal blog ) for what should be a stellar event. More later.

B2B 100

B2B Marketing Budget Conference B2B Sales 100

Smashmouth Marketing

SEPTEMBER 9, 2019

Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Green Leads measures the sales outcome of our client's b2b appointment setting programs. I was recently in the UK for business and saw sales reps investing a half day or more traveling for 30-60 minute meetings.

ROI 100

ROI Conference Budget Programs Ideal Customer Profiles 100

Smashmouth Marketing

MAY 6, 2022

One thing for b2b sales execs to remember though is that an introductory appointment , as long as it's with the right person at the right company, is exactly that, it's an introductory appointment with a sales qualified lead (SQL.) The prospect doesn't expect to make any business decisions in that first meeting. Get the second date.

Sales Qualified Leads 124

Sales Qualified Leads Gartner Paid Search Agency B2B Sales 124

Smashmouth Marketing

JUNE 7, 2009

Conference were just a couple weeks ago, and this week is MarketingProfs b2b Forum in Boston. Eight Secrets to Delivering Top B2B Demand Gen Results. Tie between: The 2009 Economic Impact on B2B Marketing Budgets & Practices, and a concurrent session, Create a Winning Targeted Accounts Strategy. Email Workshop. More later.

B2B 100

B2B Marketing Budget Conference CMO 100

Smashmouth Marketing

MARCH 14, 2020

Add to that the fact that many prospects are cancelling face-to-face sales meetings as companies mandate social distancing. Use this extended team to target those ICPs and existing customer/prospect lists to attend the event(s). The typical client was a B2B tech company.

Marketing Qualified Leads 165

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Ideal Customer Profiles 165

Smashmouth Marketing

APRIL 15, 2022

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. That's how prospects buy today. Educate the prospect just enough to get a second meeting. Which of the following is a good sales outcome for introductory appointments? Make the goal of.

Sales Cycle 130

Sales Cycle Education Buy Relevance 130

Smashmouth Marketing

JUNE 30, 2009

What can Obama teach us b2b marketers? Many people misunderstand the process of a cold call and lose the attention of the prospect. First, it's not that the lead is cold, it's that you are catching the prospect "cold". So make that 30 seconds relevant to what a prospect wants to hear. The same three pillars apply.

Relevance 100

Relevance Cold Calling Demand B2B Marketing 100

Smashmouth Marketing

JUNE 19, 2009

37% of prospects that were nurtured move on to further sales activity from an introductory meeting -- 12% higher than those not nurtured. As you all know, Green Leads is in the b2b appointment setting business. Ongoing branding to prospects nurtured is significantly higher than those not nurtured.

Work Management 100

Work Management B2B Best Practices Stats 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. Since then, five of our clients have started feeding us nurtured leads to augment traditional raw names.

Work Management 100

Work Management Marketing Management B2B Lead Gen 100

Smashmouth Marketing

JUNE 11, 2010

Since we're so close to the beginning of summer, I thought I'd share with you what should be on every good B2B marketing and sales careerist's list this summer. Brian and Dharmesh talk about just what "inbound marketing" is, how you can get found by the prospects you want to do business with, and how to convert those prospects into customers.

B2B Sales 100

B2B Sales B2B Marketing Emarketing B2B 100

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 ? Tags: marketing tips b2b marketing b2b demand gen product reviews b2b sales demand gen data lead gen cold calling inbound marketing inside sales lead lists. We've never found the value.

B2B Sales 100

B2B Sales Sales Leads Jigsaw Sales Qualified Leads 100

Smashmouth Marketing

JUNE 21, 2010

What about your B2B sales and marketing blog, though? Are you on the verge of "blowing it" and driving prospects to competitors, or losing your industry leader status? It was a bad night for the Bean's Green, and their play in the 4th quarter certainly needed improvement -- minute by minute improvement -- constant improvement.

Lead Generation 100

Lead Generation B2B Sales B2B Marketing Generation 100

Smashmouth Marketing

JUNE 14, 2010

My domain expertise is B2B Marketing and Sales, especially Demand Gen. Here are some use case scenarios I see for the b2b executive: Competition - Aggregate feeds from multiple buzz sources. Subscribe to the best in Lead Nurturing, Lead Generation, and B2B Marketing. Buzz - Follow industry trends, keywords of interest.

B2B Sales 100

B2B Sales Enterprise Management Demand B2B Marketing 100

Smashmouth Marketing

JULY 12, 2010

The implication for those of us in the B2B lead generation business is crystal clear: DO NOT SLOW DOWN. If our prospects are in the office more, so we should be. Use that to your advantage and get yourself time in front of your top prospects. Not so, my friends.

Lead Generation 100

Lead Generation Generation Leads Lead 100

Smashmouth Marketing

AUGUST 18, 2010

I get asked the following question a lot when I’m on the road, be it from clients or prospects or from folks I’m chatting with during industry networking events: “How do you get the most out of your appointment setting team?” ” That's the $64,000 question. Provide freedom of technique. Simple as that.

Jigsaw 100

Jigsaw B2B B2B Sales Class 100

Smashmouth Marketing

OCTOBER 21, 2009

But twice in the past few weeks the discussion of real time search came up and how it might touch b2b demand gen. It will allow my prospects to find me in multiple different ways, and allow my real time content to be as valuable as my static content -- even if those searching aren't into Twitter or Facebook. Personally, I'll love it.

Demand 100

Demand Google B2B Inbound Marketing 100

Smashmouth Marketing

JUNE 26, 2009

What can Obama teach us b2b marketers? Many people misunderstand the process of a cold call and lose the attention of the prospect. First, it's not that the lead is cold, it's that you are catching the prospect "cold". So make that 30 seconds relevant to what a prospect wants to hear. The same three pillars apply.

Relevance 100

Relevance Demand B2B Marketing Cold Calling 100

Smashmouth Marketing

AUGUST 17, 2009

At one time or another, I've been asked by demand gen folks, Green Leads' clients and prospects, "So you JUST get meetings with C/VP level executives?" So even when we engage the C/VP level prospect, 33% of the time we will secure a meeting with a lesser title. Tags: poll marketing meetings appointments b2b sales2.0 Not at all.

Stats 100

Stats B2B Vendors B2B Sales 100

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 ? 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.

Jigsaw 100

Jigsaw B2B Sales Sales Leads Sales Qualified Leads 100

Smashmouth Marketing

JUNE 12, 2013

I''ve been known to say " The sales process doesn''t start until a conversation with a prospect does ". And in Lead Gen, especially b2b appointment setting , the goal is to get the conversation started. Finding the decision makers and influencers are half the battle, then getting the conversation started is the other half.

Allocation 181

Allocation Lead Gen Sales Cycle B2B Sales 181

Smashmouth Marketing

AUGUST 12, 2009

At one time or another, I've been asked by demand gen folks, Green Leads' clients and prospects, "So you set b2b appointments only with C/VP level executives?" So even when we engage the C/VP level prospect, 33% of the time we will secure a meeting with a lesser title. So a LinkedIn Poll was in order. Not at all.

Stats 100

Stats B2B Vendors Opinions 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? Not adapting will mean failure.

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? Not adapting will mean failure.

Lead Generation 100

Lead Generation Generation Salesforce.com Leads 100

Smashmouth Marketing

MAY 25, 2010

1 focus is to schedule an appointment with the prospects of our clients. So here is my take on how those four emotions that the series LOST gave its audience parlay themselves into appointment setting: Confusion - Our reps feel this all the time, especially when they fail to do the most important part of the job -- and that is focus.

Television marketing 100

Television marketing B2B Software Leads 100

Smashmouth Marketing

DECEMBER 14, 2008

Prospects aren't available during the holidays : Prospects aren't traveling. My sales team is too busy in December : No sales team is ever too busy to take on more new prospects. Should sales momentum ever be paused? They are working and planning for next year. They are thinking about new ideas.

Planning 100

Planning B2B Marketing Budget Programs Cold Calling 100

Smashmouth Marketing

DECEMBER 3, 2008

Prospects aren't available during the holidays : Prospects aren't traveling. My sales team is too busy in December : No sales team is ever too busy to take on more new prospects. Should sales momentum ever be paused? They are working and planning for next year. They are thinking about new ideas.

Planning 100

Planning B2B Marketing Budget Programs Cold Calling 100

Smashmouth Marketing

OCTOBER 1, 2019

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. That's how prospects buy today. Educate the prospect just enough to get a second meeting. Which of the following is a good sales outcome for introductory appointments? Make the goal of.

Sales Cycle 100

Sales Cycle Education Buy Relevance 100

Smashmouth Marketing

AUGUST 28, 2019

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?

Lead Gen 100

Lead Gen Linkedin Tips Leads 100

Smashmouth Marketing

MARCH 29, 2010

Prospects communicate with vendors differently. The changes are subtle, but having our reps understand them is key to their ability to play in the executive level prospect sandbox. Buyers don't get sold to any more; they are sophisticated and want to control their buying decisions and process.

Training 100

Training Demand Generation Demand B2B Sales 100

Smashmouth Marketing

AUGUST 26, 2013

Sales people now have actionable intelligence from the prospect. the prospect may be sitting at their desk, or at least not occupied with other activites. knowing he just read three pages on my site relating to b2b appointment setting ). Note: The email open notification only works if the prospect has "display images" enabled.

Hubspot 100

Hubspot Product Linkedin B2B Sales 100

Smashmouth Marketing

SEPTEMBER 8, 2009

Lee Levitt is the Program Director for the service and is speaking with sales leaders, clients and prospects constantly. Do we really want people who earn $150 an hour creating PowerPoint presentations from scratch or searching Hoovers for basic company information about their prospects? sales b2b sales. Conference.

Conference 100

Conference B2B Sales Paid Search Agency B2B Marketing 100

Smashmouth Marketing

MARCH 10, 2011

They just don't work any longer and they're not helping anybody succeed at generating quality b2b leads. Top of the list: Stick to the script - There was a time when it was imperative that you stick to your prospecting script. It had everything you needed to pass a lead or book an appointment with your targeted prospecting base.

Lead Gen 100

Lead Gen Lead Scoring Lead Ranking Telemarketing 100

Smashmouth Marketing

JUNE 1, 2010

If your team is cold and they're not producing like you'd like them to, here are couple of things you can do right now to heat things up: Competitions -- I don't care if it's number of appointments set in a day or in a week, or number of conversations with prospects, but build competitions into your reps' workday.

B2B 100

B2B Paid Search Agency Positioning Personalization 100

Smashmouth Marketing

AUGUST 29, 2009

The question is how can B2B Sales and Marketing organizations take advantage of the social media revolution to better engage with their customers and close more deals? Recent studies from MIT/Kellogg point out that a salesperson’s ability to connect with a prospect drops precipitously in only five after a website visit is concluded.

Conference 100

Conference Top of Funnel B2B Sales Barriers 100