Smashmouth Marketing

JULY 3, 2009

When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". What if you could get your sales team to NEVER say "Leads Suck"? There are lots of terms describing leads. Marketing Qualified Lead (MQL), Sales Qualified Lead (SQL), Sales Accepted Lead (?),

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 100

Smashmouth Marketing

JULY 1, 2010

What this means to me (and you) is its connection to Sales 2.0. It's all about the evolution and use of technology -- I feel as if Apple values prospects and customers and wants to bring them value. It's about changing the way sales and marketing do our jobs and adapting. Salespeople want the same kind of leads.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads WOM Word of Mouth 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.) Don't turn on your "all about my product/company" drivel. Bring value.

Sales Qualified Leads 124

Sales Qualified Leads Gartner Paid Search Agency B2B Sales 124

Smashmouth Marketing

DECEMBER 1, 2010

I've recently been on the conference circuit, speaking and tweeting whatever sales and marketing goodness I can find. It doesn't matter if you're at an analyst-sponsored event or an industrywide event with multiple sponsors, the companies buying the hors d'oeuvres and beer want to deliver their messages.

Vendors 100

Vendors Lead Scoring Lead Ranking Event Marketing 100

Smashmouth Marketing

AUGUST 13, 2019

Granted, as the sales process advances, you would hope Budget is being allocated so that the decision maker with Authority can solve their Need in a Timely manner. as the sales process advances". 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.

Allocation 105

Allocation Lead Gen Sales Cycle B2B Sales 105

Smashmouth Marketing

SEPTEMBER 29, 2009

Her presentation about using LinkedIn successfully to generate leads was popular with the audience. That’s generated a good amount of traffic and leads. Mike: I still wonder about b2b Facebook Fan Pages as a medium for generating leads, but I agree with you that twitter and LinkedIn are an incredible source.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

MARCH 31, 2011

Green Leads is pleased to announce that we will be a Gold Sponsor at the SiriusDecisions 2011 Summit--B2B Sales and Marketing: Forging a New Alliance. Each year, the theme focuses on aspects of how sales and marketing can, and should, intersect. The event is scheduled May 4-6 at the Fairmont Scottsdale Resort.

Peer-to-peer 100

Peer-to-peer Sales Qualified Leads Lead Scoring Lead Ranking 100

Smashmouth Marketing

SEPTEMBER 28, 2009

This past week Joe Galvin of SiriusDecisions released a study titled " The Rapid Rise of Inside Sales." It shows that Inside Sales teams are overcoming the stigma of a support team and becoming more of a front-line, quota-bearing piece of critical sales strategies. The impact on demand gen?

Cold Calling 100

Cold Calling Telemarketing Inbound Marketing B2B Sales 100

Smashmouth Marketing

SEPTEMBER 30, 2009

Her presentation about using LinkedIn successfully to generate leads was popular with the audience. That's generated a good amount of traffic and leads. Mike: I still wonder about b2b Facebook Fan Pages as a medium for generating leads, but I agree with you that twitter and LinkedIn are an incredible source.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 23, 2013

In the world of sales, selling doesn''t start until a conversation starts with the prospect. The prospect is typically educated more than an outbound generated lead, they are thinking about the topic that your product or service addresses, and the time is fresh to start the conversation. The more you know, the warmer that lead.

Cold Calling 100

Cold Calling Hubspot Lead Scoring Lead Ranking 100

Smashmouth Marketing

SEPTEMBER 28, 2009

This past week Joe Galvin of SiriusDecisions released a study titled " The Rapid Rise of Inside Sales." It shows that Inside Sales teams are overcoming the stigma of a support team and becoming more of a front-line, quota-bearing piece of critical sales strategies. The impact on demand gen?

Telemarketing 100

Telemarketing Deliverability Inbound Marketing Paid Search Agency 100

Smashmouth Marketing

JANUARY 7, 2010

During the session, we connected with the Chief Information Security Officer of an extremely large pharmaceutical company. I would say a majority of insides sales reps may have bailed on this call after the second objection. Bring value. "If Don't provide sales drivel in a conversation. He had o bjection after objection.

Lead Gen 100

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 100

Smashmouth Marketing

SEPTEMBER 25, 2019

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. 69% Definitely. 26% Somewhat. 5% Not really.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

SEPTEMBER 25, 2019

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. 69% Definitely. 26% Somewhat. 5% Not really.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

AUGUST 19, 2009

relevancy -- just a little fun ;) For years the world of b2b marketing has used outbound marketing as a source of lead generation. Many companies also operate inside sales departments, and there has been an industry built around supporting these efforts and providing superior service to clients. Classic inbound marketing.

Inbound Marketing 100

Inbound Marketing Marketing Automation Services Lead Scoring Lead Ranking 100

Smashmouth Marketing

MAY 3, 2009

Back in the late 90s, I was the founder of a software company called Pangaea. It was a product configurator application being marketed to the sales industry, and so obviously I got to know the head of Selling Power magazine, Gerhard Gschwandtner , for the first time. Mike : Sales 2.0 is called Sales 2.0 conference?

Top of Funnel 100

Top of Funnel Peer-to-peer Web 2.0 Budget Programs 100

Smashmouth Marketing

MARCH 19, 2009

Back in November I posted an article, Poker Equity and Marketing - Lead Equity. The topic got resurrected this week with the posting of my interview on the Funnelholic site, when a question from @chadhorenfeldt from Eloqua caused me to bring up Lead Equity. So how does this apply to lead gen/demand gen? What is Lead Equity?

Lead Scoring 100

Lead Scoring Lead Ranking Leads Lead 100

Smashmouth Marketing

MAY 1, 2009

Back in the late 90s, I was the founder of a software company called Pangaea. It was a product configurator application being marketed to the sales industry, and so obviously I got to know the head of Selling Power magazine, Gerhard Gschwandtner , for the first time. Mike : Sales 2.0 is called Sales 2.0 conference?

Top of Funnel 100

Top of Funnel Peer-to-peer Web 2.0 Budget Programs 100

Smashmouth Marketing

AUGUST 18, 2009

For years the world of b2b marketing has used outbound marketing as a source of lead generation. Many companies also operate inside sales departments, and there has been an industry built around supporting these efforts and providing superior service to clients. Classic inbound marketing. Tony Soprano : "Oh, poor baby.

Inbound Marketing 100

Inbound Marketing Marketing Automation Services Lead Scoring Lead Ranking 100

Smashmouth Marketing

DECEMBER 21, 2008

This is shameful self promotion, but there is value in it to the readers, so I figured it passed the litmus test enough for me to write about it. Green Leads is introducing a new product/service next year and are trying to test it with a small group of sales and/or marketing folks. The service is a Sales 2.0

B2B Sales 100

B2B Sales Lead Scoring Lead Ranking Pricing 100

Smashmouth Marketing

DECEMBER 16, 2008

This is shameful self promotion, but there is value in it to the readers, so I figured it passed the litmus test enough for me to write about it. Green Leads is introducing a new product/service next year and are trying to test it with a small group of sales and/or marketing folks. The service is a Sales 2.0

B2B Sales 100

B2B Sales Linkedin Tagging Lead Scoring 100

Smashmouth Marketing

MARCH 19, 2009

It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. I do, however, challenge the value of that inbound lead versus the value of the outbound lead, and that was not discussed. Inbound: SEO, SEM, Blogs.

Cost per Lead 100

Cost per Lead Inbound Marketing Top of Funnel Cost 100

Smashmouth Marketing

MAY 29, 2009

His insight and knowledge regarding sales and marketing was deep. We were talking last week and I asked him if he would put some thought to a few questions regarding sales and marketing alignment. Mike: Joe, you just came off a whirlwind tour with the SiriusDecisions Summit two weeks ago and the Sales 2.0 Conference this week.

Trends 100

Trends Work Management Marketing Management Sales Qualified Leads 100

Smashmouth Marketing

MARCH 3, 2009

Back in November I posted an article, Poker Equity and Marketing - Lead Equity. The topic got resurrected this week with the posting of my interview on the Funnelholic site, when a question from @chadhorenfeldt from Eloqua caused me to bring up Lead Equity. So how does this apply to lead gen/demand gen? What is Lead Equity?

Lead Scoring 100

Lead Scoring Lead Ranking Leads Lead 100

Smashmouth Marketing

JUNE 22, 2009

It did raise a question though, and before I put much thought into it I decided to ask 7 of my colleagues in the b2b demand gen/sales/marketing space. can typically move your odds of a successful sale ahead positively." It is not a one size fits all strategy…that is the beauty of Sales 2.0. The buyer designs the sales process."

Leadlander 100

Leadlander Lead Scoring Lead Ranking Leads 100

Smashmouth Marketing

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. How can upstart, small- to mid-sized companies build a tribe?

Lead Gen 100

Lead Gen Elasticity Ad Building B2B Thought Leadership 100

Smashmouth Marketing

MAY 22, 2009

This past week I was lucky enough to attend both the CMO Club Summit in New York, and the Sales 2.0 There was a definite overlap of key discussion points that I believe is critical for all sales and marketing execs to consider. Some highlights below: Marketing needs to understand their customers and their sales force.

Top of Funnel 100

Top of Funnel Demand Generation Linkedin Demand 100

Smashmouth Marketing

MARCH 4, 2009

It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. I do, however, challenge the value of that inbound lead versus the value of the outbound lead, and that was not discussed. Inbound: SEO, SEM, Blogs.

Cost per Lead 100

Cost per Lead Inbound Marketing Top of Funnel Cost 100

Smashmouth Marketing

DECEMBER 30, 2008

It is shaping how people communicate, how companies and people brand themselves, how we educate ourselves and how we grow our network. 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, Call it Lead Gen 2.0,

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

DECEMBER 30, 2008

It is shaping how people communicate, how companies and people brand themselves, how we educate ourselves and how we grow our network. 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, Call it Lead Gen 2.0,

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

JUNE 23, 2009

It did raise a question though, and before I put much thought into it I decided to ask 7 of my colleagues in the b2b demand gen/sales/marketing space. can typically move your odds of a successful sale ahead positively.". It is not a one size fits all strategy…that is the beauty of Sales 2.0. RSS for tweets from the clan above.

Leadlander 100

Leadlander Lead Scoring Lead Ranking Leads 100

Smashmouth Marketing

MAY 8, 2009

This past week I was lucky enough to attend both the CMO Club Summit in New York, and the Sales 2.0 There was a definite overlap of key discussion points that I believe is critical for all sales and marketing execs to consider. Alignment of Sales & Marketing. Sales Enablement. Conference in Boston. Demand Generation.

Top of Funnel 100

Top of Funnel Demand Generation Social Media Guidelines 100

Smashmouth Marketing

MAY 11, 2009

His insight and knowledge regarding sales and marketing was deep. We were talking last week and I asked him if he would put some thought to a few questions regarding sales and marketing alignment. Mike : Joe, you just came off a whirlwind tour with the SiriusDecisions Summit two weeks ago and the Sales 2.0 Conference this week.

Trends 100

Trends Work Management Marketing Management Buzz 100

Smashmouth Marketing

JUNE 12, 2013

Granted, as the sales process advances, you would hope Budget is being allocated so that the decision maker with Authority can solve their Need in a Timely manner. as the sales process advances". 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.

Allocation 181

Allocation Lead Gen Sales Cycle B2B Sales 181

Smashmouth Marketing

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. The dashboard gives you visibility into seeing which of your leads is actually showing genuine interest.

ActiveConversion 100

ActiveConversion Jigsaw Demand Product 100

Smashmouth Marketing

AUGUST 12, 2009

The one liner summary: marketing automation and sales enablement with a 2.0 you get the picture) Key among the features is the ability to have the Genius Tracker notify you by email, SMS or the Genius Tracker IM-like interface when a rep takes a qualifying action like visiting your site or reaches a qualified lead score. (you

Marketing Automation Services 100

Marketing Automation Services Sales Genius Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 10, 2009

The one liner summary: marketing automation and sales enablement with a 2.0 Key among the features is the ability to have the Genius Tracker notify you by email, SMS or the Genius Tracker IM-like interface when a rep takes a qualifying action like visiting your site or reaches a qualified lead score. you get the picture).

Marketing Automation Services 100

Marketing Automation Services Product Lead Scoring Lead Ranking 100