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The Sales Development Playbook #PeopleMatter #MustRead

Smashmouth Marketing

When I called her to tell her I finished the book and that I was loving the attention on the people, she shared " In most of the books I have read about business, they focused on process and methodology. Trish Bertuzzi and I have known each other for quite some time now. We've been on stage together. We've been with clients together. People is not the only take away though. Well done Trish!

15 Reasons Why Every CMO Must Attend #dreamforce #DF13 #in

Smashmouth Marketing

Demand Gen - Find new business. If you are a Chief Marketing Officer, or report to one, or aspire to be one, you MUST attend dreamforce. Period. would not normally make such a blanket statement, but I don''t want anyone to miss the point of this article. This week, I was able to speak at dreamforce for data.com , and shared in the frenzy with 130,000 other attendees. Networking goodness!

CMO 126

Five Content Marketing Mistakes to Avoid

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They are business processes that should be approached with a strategic plan and metrics to measure success. ( Don Perkins ). Everyone is jumping into content marketing. The challenge is not only how to do it, but how to do it well. One of the best things a marketer can do is learn from the mistakes of others. For this post, we asked some of the participants in the upcoming Keys to Content Marketing Virtual Summit on August 14 th to share the mistakes they see on the market today. Content creation is too narrowly focused on a single buyer. Tony Zambito ). So listen up! Justin Gray ).

In The Summertime - Mungo Jerry Lead Gen Tips (tap your feet)

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Lighten the mood - It''s always a challenge to find the common thread in a call to make the prospect feel comfortable listening to the business end of a conversation, what better common thread than "Oh, vacation, I just got back from the Cape, what are you planning?". Love it! then BOOM! Folks, that''s one of the biggest myths in lead gen. Let''s take a look. They can''t be gone all summer.

B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

13 Top Books for CMOs - Recommended by The CMO Club

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Business Stripped Bare: Adventures of a Global Entrepreneur. Marketing Champions: Practical Strategies for Improving Marketing's Power, Influence, and Business Impact. Tuned In: Uncover the Extraordinary Opportunities That Lead to Business BreakthroughsPete 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. Leading Change.

CMO 49

5 Things My Father Taught Me About Selling

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That said, it reminded me that one of the most influential people in my business life was my dad. Family keeps you together, motivated, and provides a safe harbor when a business deal goes south. Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. Dad, here's to you.(see, see, I was listening): 1.

Paper 39

Lead Gen Tips from Yogi Berra

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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.

C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. With the advent and popularity of web conferencing and the price of travel, most executives are accepting con-call/web-meetings as a standard way of doing business - especially introductory meetings. It has become pervasive, and respected, to do business this way.

B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

Outbound Calling Tips from Johnny Bench

Smashmouth Marketing

Well, I’ve had the pleasure of working with a lot of Business Development Reps over the years, and I wanted to share with you some of their “All-Star” outbound calling tips. People are busy. When I was in college, one of my roomates used to watch The Baseball Bunch. It was designed for kids, but I loved it. Add to that, Hall of Fame coach for the Los Angeles Dodgers, Tommy Lasorda, as “The Dugout Wizard,”and the San Diego Chicken, and I’m telling you, any kid who loved baseball was glued to the TV when that show was on, even the older "kids".

We Are All Our Own CEOs - Chris Brogan On #Owner Magazine

Smashmouth Marketing

As a business owner, I manage my tasks, take care of clients, look at my numbers, work hard, attend to quality, work with my team.you name it. You all own your own businesses! So now that you own your own business, where can you go for some advice and inspiration? Owner is the brainchild of Chris Brogan , a leading speaker, author and blogger focused on digital business.

Business Lessons From Mars

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The courage part came from several life changing business events. These were the five guiding concepts that Mars ran their business by and expected all of their associates to follow. Next to it was the following paragraph: "Mutuality: We believe that the standard by which our business relationships should be measured is the degree to which mutual benefits are created.

Business Lessons From Mars

Smashmouth Marketing

The courage part came from several life changing business events. These were the five guiding concepts that Mars ran their business by and expected all of their associates to follow. Next to it was the following paragraph: "Mutuality: We believe that the standard by which our business relationships should be measured is the degree to which mutual benefits are created.

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. Green Leads has just introduced a new complementary service where the sales reps we support from our appointment setting clients can have up to 100 business cards a month entered into a spreadsheet for free. Get instructions now >> 100 business card leads On your desktop in a pile 2.

B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

10 Opinions - Business or Personal in Social Media?

Smashmouth Marketing

There is the business me, and there is the personal me and always the two have mixed. post both topics here on my blog and I believe that the coexistence of business and personal identities given today's social media is the way to go. We tell personal stories when we meet someone at a networking event and we tell business stories to our friends. business is personal.

10 Opinions - Business or Personal in Social Media?

Smashmouth Marketing

There is the business me, and there is the personal me and always the two have mixed. post both topics here on my blog and I believe that the coexistence of business and personal identities given today's social media is the way to go. We tell personal stories when we meet someone at a networking event and we tell business stories to our friends. business is personal.

Content Marketing: Accuracy, First Impressions and Demand Gen

Smashmouth Marketing

If I am thinking of hiring someone to take care of my business, I want someone who is brilliant in their field AND cares about the details.". "If one person, someone who is important to you, forms a negative image of you because of something you've written, doesn't it make sense to be more mindful? Guest post by Paul Simon , Sharper Content, @paulcontentman. Guess what? Value creates trust.

Jive Talkin for B2B Marketing & Sales Demand Gen Experts

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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.

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

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David's book is worth reading time and again to be reminded of how the Internet and social media can radically improve your business. 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. The Catcher in the Rye. Moby Dick. Pride and Prejudice.

Appointment Setting Vendors Can Reduce Carbon Footprint

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We're in the business of B2B appointment setting , and meetings can often mean travel -- travel impacts carbon footprint, be it by car or plane. Someone asked me recently where the Green in Green Leads came from? Last week's blog post sparked another discussion at a client meeting. Green Leads has been buying carbon offsets over the past year as a way to reduce our own carbon footprint.

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

Smashmouth Marketing

Collect business cards. 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.

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

Smashmouth Marketing

Collect business cards. 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.

Lead Gen Experts Need Disaster Recovery Plans - A Flood of Leads!

Smashmouth Marketing

In our business, time is money. Consider outsourcing as part of your business continuity plan. What about a business disaster? The Shawsheen River pours right through Andover into the Merrimack, which backs up with each high tide. Combined, the rains, the melt and the tides have caused flooding all over the area. flood of leads! Parting shot.

Lead Gen Tip for Q2: Face Time

Smashmouth Marketing

No hard stats to back it up, however: In Q1 of 2010 we closed the same amount of business as Q3 and Q4 of 2009, and in 2009 we grew by a factor of 3X. Measuring the effectiveness of lead gen programs is always at the top of a demand gen expert's list of priorities. But what happens next? The outcome of meeting number one should be to have a follow-on sales activity. think not.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Smashmouth Marketing

With unlimited data licenses at four vendors, search tools that didn't exist just four years ago, autodialers, power dialers, Google alerts, social media and other techniques -- this business is a specialized trade now and the new skills need teaching. Over the past four months Green Leads has been starting new reps on the first Monday of each month. We have to have our reps deliver.

Appointment Setting: Was I Duped?

Smashmouth Marketing

He was selling a "SaaS telecom/VoIP solution for small to medium sized businesses." 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. figured, what's one more? Are you kidding?

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

Smashmouth Marketing

Would you do business or hang out with a mud-slinger 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? into ranting.

Demand Gen's State of The Union Address - If Obama Were a Marketing/Sales Exec

Smashmouth Marketing

after two years of recession, the economy is growing again." I hear "woe is me" time and time again, but if it's any indicator that things are changing, our business tripled in 2009. Since our business is all about growing the top line, the future of companies' bottom lines looks promising. Let's get unified, both inbound and outbound, and close some business. We do not quit.

The Elves Are Making Appointments and Leads

Smashmouth Marketing

Prospects' calendars are not as busy as normal and can accommodate an introductory meeting. 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. Prospects are thinking about the new year and a new beginning and may be more receptive to new ideas.

Appointment Setting: Did I Succumb to a Scam?

Smashmouth Marketing

He was selling a " SaaS telecom / VoIP solution for small to medium sized businesses." 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. figured, what's one more?

Introductory Appointments: Your Goal is Meeting Number Two

Smashmouth Marketing

2nd Meeting : The prospect discussed her business issues with you, you asked good questions, you shared some anecdotal stories about how some of your clients have similar issues, and she asked for a second meeting. What he really said was, "Here's enough hope to keep you busy for a week or two and then you can go away." You got a pipeline opportunity, right? proposal? WRONG!

Voicemail Debate - To Leave One or Not - POLL

Smashmouth Marketing

The opinions are varied, but for those of us in the business, I thought we should put some stats behind the argument. This past week on Focus.com , there was an active discussion regarding if we Should or Should Not leave a voicemail when tele prospecting. 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.

Voicemail Debate - To Leave One or Not - POLL

Smashmouth Marketing

The opinions are varied, but for those of us in the business, I thought we should put some stats behind the argument. This past week on Focus.com , there was an active discussion regarding if we Should or Should Not leave a voicemail when tele prospecting. 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.

B2B Sales Leads from Data Services - Smashmouth Review

Smashmouth Marketing

We are always looking for quality lists.it is the fuel that keeps our business going. Jigsaw - is a leading provider of business information and data services that uniquely leverages user-generated content contributed by its global business-to-business community of 900,000 members. Input - INPUT is the authority on government business. Although, see Jigsaw, below.

B2B Sales Leads from Data Services - Smashmouth Review

Smashmouth Marketing

We are always looking for quality lists.it is the fuel that keeps our business going. Jigsaw - is a leading provider of business information and data services that uniquely leverages user-generated content contributed by its global business-to-business community of 900,000 members. Input - INPUT is the authority on government business. Although, see Jigsaw, below.

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

Smashmouth Marketing

Amazon still sells plenty of books, and BW, Harvard Business Review, and the Economist still sell lots of magazines and journals (especially when they do special editions on things like social computing). Fouts presented yesterday in Boston. Mike: You're presenting on the use of social media in communications. I'm assuming you are talking Marcom?) Are traditional media outlets dying?

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

Smashmouth Marketing

And Amazon still sells plenty of books and BW, Harvard Business Review, and the Economist still sell lots of magazines and journals (especially when they do special editions on things like social computing). Fouts presented yesterday in Boston. Mike: You're presenting on the use of social media in communications. I'm assuming you are talking Marcom?) Are traditional media outlets dying?

MarketingSherpa Marketing Summit: Emily Salus of CollabNet on Lead Scoring

Smashmouth Marketing

Mike: As you know, Green Leads is in the business of outbound 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. If not, you can follow the live tweets here. Make mine a tandoori