TOPO Sales Summit April 7-8, Join Me
MARCH 7, 2016
I'll be attending the TOPO Sales Summit on April 7-8 in San Francisco. If you are a sales, sales development, sales operations, sales enablement, or even marketing leader, you should attend. I'll be attending the TOPO Sales Summit the first week of April and am looking forward to hearing from the sales and marketing trenches. What’s TOPO? PERIOD.
Five Content Marketing Mistakes to Avoid
AUGUST 12, 2013
Narrowly focused content tends to be out of step and misaligned with the reality of buying in most companies today. Companies create content for themselves not their buyer. Before you create anything – dig in deep with your current client base and your sales staff, they will give you the insight you need to create really compelling content. Honestly, it’s the only reason I enjoy content creation in modern sales/marketing, all of the sudden its cool to speak to people like people again. Everyone is jumping into content marketing. Tony Zambito ). So listen up!
@HubSpot Eliminates 2 Billion Cold Calls (from #Inbound13)
AUGUST 23, 2013
In the world of sales, selling doesn''t start until a conversation starts with the prospect. However, unless your inbound lead comes in the form of a calendar invite, date, time and phone number booking one of your sales reps for a appointment, there is still work to do. personally may have benefitted by 1 or 2 a day. The tribe they''ve created in the past few years is amazing. Intel.
20,000 Sales Pros in One Place! 80 Speakers #salessummit #in
MARCH 12, 2014
This Thursday, starting at 11ET, InsideSales.com his hosting the Sales Acceleration Summit. There will be 80 speakers with topics ranging from Inside Sales and Enterprise Sales to Marketing, Management and Motivation. Featured speakers include: Matt Dixon, Author of The Challenger Sale. Jill Konrath, Author of Selling to Big Companies. Ken Krogue, President, InsideSales.com. I''ll be talking Marketing Goodness with Thomas Oldroyd of InsideSales.com. I''ll be focusing on how sales professionals need to start thinking like CMOs. You can register for free.
Evangelizing a Content Marketing Program
person to tell the company’s story, even though he. CEO’s office and pitch the idea of building a small me- dia company within a large corporation. B2C Marketers companies that excel at lead nurturing generate. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. effort between marketing and sales allows. company?
28 Questions to Ask B2B Appointment Setting and Lead Gen Vendors
JANUARY 25, 2011
There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. Words of wisdom from two industry leaders: Trish Bertuzzi, Inside Sales Expert , @bridgegroupinc : "Hiring a third party lead gen vendor is like dating… the chemistry is either there or it is not. higher cost lead (if justified) will convert better with sales. Oh and by the way, here is the thing with outsourced lead gen as well: these are leads that go directly to sales guys. What quality controls do you have in place?
Lead Gen Tips from Yogi Berra
JANUARY 7, 2010
During the session, we connected with the Chief Information Security Officer of an extremely large pharmaceutical company. would say a majority of insides sales reps may have bailed on this call after the second objection. Don't provide sales drivel in a conversation. This, btw, is one of the many benefits of ConnectAndSell. He had o bjection after objection. What is your goal?
Event Marketing Works, but ONLY if Vendors Add Value
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. One topic that came up at each conference was the quality of the content presented by the various speakers. Some sessions were brilliant; some were nothing more than veiled commercials. The key as an attendee is to be able to pull the brilliant content out of the commercials.
C-Level Prospects - Make the First Appointment By Phone
MARCH 27, 2009
When I was recently at the Sales 2.0 We used this team to target a pool of 600 companies (200 F1000, 200 $100M-$1B in revenue, 200 $50M-$100M in revenue). 37% IT/Technical, 24% Sales/Marketing, 16% Finance/Operations, 23% Other. Question 5 - What does your company do when they need to initiate an introductory meeting with a prospect or partner? 42% Face-to-Face.
Stop Killing Your Content: 3 Reasons Your Content Falls Flat
management systems or cloud storage platforms where they are not utilized in the sales. Identifying inefficiencies in content management Most of this inefficiency stems from how companies share content internally. This explains why sales reps can spend as much as thirty hours per month searching for and. This allows companies. Now, sales reps look at content at four.
Outbound Calling Tips from Johnny Bench
SEPTEMBER 10, 2010
What does all of this have to do with B2B sales and marketing? They really are, in my opinion, the best and the brightest in the industry: Lenny - When calling a list rather than starting at the top with the "A" companies, work the list in reverse starting with companies that begin with "Z". That way you most likely will hit the companies that get called the least. Prospects are always going to have objections, so if you can handle the initial objections with relative ease, it will go a long way to getting an appointment for your sales team. People are busy.
Inbound Marketing Gurus -- Where's All The Outbound Marketing Goodness?
DECEMBER 8, 2010
Here are some sites that share top-notch practices: The Bridge Group's Inside Sales Experts Blog - Trish Bertuzzi and the team over at The Bridge Group are the gold standard when it comes to advice on making your inside sales team greater than it already is. Add to that their annual Inside Sales Metrics and Compensation reports and Bridge's Inside Sales Experts LinkedIn group , and you've got yourself some really fine resources to improve your team. Inbound Marketing is all the rage these days, and why shouldn't it be? It works, right? Where do you turn? Great stuff.
Web Leads - Pounce, Pause, Nurture or Wait?
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. My question: Within a day or two of sending an initial email to someone, leaving a phonemail or posting an interesting blog article or tweet, I see they (or someone from their company) have clicked into and visited our site. Pounce.
ActiveConversion Product Review: Demand Gen Intelligence
JUNE 17, 2010
You're able to see your active leads, broken down by active companies, active prospects, and qualified leads. Contacts of the prospect company can be instantly researched in Jigsaw. Push leads and session visit data to the sales team through regularly scheduled emails. They are partners with Google, Jigsaw, VerticalResponse, and Salesforce.com. This can also include lead score.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
fully formed media company. number of other companies like General Electric, Marriott, and Starbucks joined the club, competing. Full disclosure: GE and Marriott are Contently clients.) It may seem odd at first to liken companies known for. as media company.” challenge for any company, no matter its size or budget. of content marketing technology companies have.
Building a Demand Gen Tribe: The Seth Godin Lead Gen Program
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? One part of Seth's talk was on building a tribe.
The Demand Gen Capital of the World: Andover, MA
AUGUST 3, 2010
At one point some entrepreneurial soul spun off from one of the big companies, such as Digital or Wang, and there you have it -- an industry was born. Now there are over 1500 third-party lead gen employees in the area, not to mention all the companies that have based their outbound efforts in the area. eCoast Sales. Mansfield Sales Partners. AG Salesworks. Good Leads.
Inbound Marketing and Outbound Marketing, by Tony Soprano
AUGUST 19, 2009
Many companies also operate inside sales departments, and there has been an industry built around supporting these efforts and providing superior service to clients. Over the past several months I've visited several companies that specialize in inbound marketing (if you follow my blog or twitter , you'll know who they are). inside sales sales demand gen
Inbound Marketing and Outbound Marketing, by Tony Soprano
AUGUST 18, 2009
Many companies also operate inside sales departments, and there has been an industry built around supporting these efforts and providing superior service to clients. Over the past several months I've visited several companies that specialize in inbound marketing (if you follow my blog or twitter , you'll know who they are). thing.". relevancy -- just a little fun ;).
Content Strategy for Marketing
Marketing: Sustainable, Scalable, and Sale-able As the web weaves into every aspect of your customers’ lives, they expect the. more and more from the companies they choose to form. company’s people and your users [customers]. well, it grows a relationship between your company and your. Custom Content Council OF MARKETERS80% CONTENT INVESTMENTS BY B2B + B2C COMPANIES.
FAQ: What does the Green Leads acquisition of Target 250 mean to you?
MAY 26, 2011
To achieve this, we decided the most efficient path was to add a company to Green Leads' team that had the fundamentals needed to deliver quality demand gen services to our clients. Then, as we blend the two companies' best practices, you should see a noticeable increase in the level of service from a production, delivery and quality standpoint. Who is my main contact with the company? is more accustomed to making the first introductory sales call by phone. As many of you are aware, Green Leads has announced the acquisition of Target 250. What does this mean to you?
Inside Sales Managers: 4 Ways to Motivate Your Team
MARCH 1, 2011
The Sales Manager is always looking for better performance from a team, and in order to get that, you've got to give a little. Here are four things you, as a Sales Manager, need to give your team if you want to get more production out of them: 1. That's what having impossible sales goals are like. Putting goals that make our reps stretch, not snap, is one way Sales Manager can motivate their teams. You don't want to lose sales reps that may have great potential because they aren't there now , and you've just torn them a new one because of x, y, and z.
Lead Gen Tips: Find LinkedIn Names That Aren't In Your Network
APRIL 29, 2010
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. Once there, find a contact with a similar title/company -- In this case, Gerardo (hard to see). Just three more clicks. Click on the Title, which brings up the full profile. So Tanya, expect my call.
Appointment Setting Vendors Can Reduce Carbon Footprint
APRIL 6, 2010
It originally was a name that sounded great for a demand gen company, and "green" had lots of connotations: Money, greenfield opportunities and of course living green, which my wife Linda and I believe in and do our best to do our part. Someone asked me recently where the Green in Green Leads came from? Last week's blog post sparked another discussion at a client meeting.
Study: How Much of Your Content Marketing Is Effective?
companies will spend in the neighborhood of 50. identify them by their names and companies. companies are devoting to content marketing. Companies like Coca-Cola have succeeded with a. companies for audience attention. for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. content.
Smashmouth Review - LeadLander - Who's Really Visiting Your Site?
JUNE 5, 2009
It touts the ability to provide to you all the standard website visitor stats, along with one huge differentiator - the names of companies that visit your website. Installed LeadLander on both our company website, www.green-leads.com, and on the Smashmouth Marketing blog. Companies that visited were listed ( Oracle , SAP , and a sizable list of other companies I haven't heard of). Then we looked at the "other" companies, many of which were small to medium sized, some recognizable. With one click you can see all the contacts at the company that visited.
Sales Ready Leads: Quality vs. Quantity
AUGUST 3, 2009
Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings. It's a small world--find out who you or your colleagues know at those companies (use LinkedIn).
Sales 2.0 Strategies: Demand Gen Lessons From the iPhone
JULY 1, 2010
What this means to me (and you) is its connection to Sales 2.0. Sales 2.0 is all about evolution as well. It's about changing the way sales and marketing do our jobs and adapting. Sales 2.0 Here are three ways we can keep that evolution going: Improve our prospect's interactions with us - These interactions make or break the sales process. Is this Sales 2.0?
Jive Talkin for B2B Marketing & Sales Demand Gen Experts
JUNE 14, 2010
That said, you still have hundreds of Google Reader articles to scan, a few new sales enablement presentations to review before publishing them to Slideshare, and two meetings to approve in the Appointment Setting queue. I can go on, but you get the picture. My domain expertise is B2B Marketing and Sales, especially Demand Gen. Opportunities - Work sales opportunities in a team mode.
Content Methodology: A Best Practices Report
company’s content across the enterprise. for their audience’s attention, including major publishers and media companies. Content serves as a powerful tool for sales. suppliers, and can help facilitate corporate communications and build company culture. Sales staff are. This virtuous circle is only possible when the company works to build a culture of.
Lead Gen Strategies: Sales People Should Be Selling, NOT Prospecting
DECEMBER 2, 2009
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. How many sales reps are caught in the prospecting grind and not closing? She said that if they had enough leads they would be SELLING and CLOSING -- not having to do lead gen. Sounded like a LinkedIn Poll to me.
Sales 2.0 Conference - Interview with David Thompson of Genius.com
AUGUST 30, 2009
With he upcoming Sales 2.0 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 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? In the Sales 2.0 For Dummies.
C-Level Prospects - Make the First Appointment By Phone
MARCH 25, 2009
When I was recently at the Sales 2.0 We used this team to target a pool of 600 companies (200 F1000, 200 $100M-$1B in revenue, 200 $50M-$100M in revenue). 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? sales Take the opportunity and make the best of it.
Lead Gen Companies Should Not Dictate Your Pace
FEBRUARY 22, 2010
On a recent sales call, the prospect told me he is working with a pay-for- performance appointment setting company like Green Leads. The difference, and the reason for the call, is that he wants more meetings per month, but the other vendor is " dictating the pace " at which he gets them. Was I dreaming? Did I hear that right? Establish and manage to a Service Level Agreement (SLA).
Staffing and Launching Your Content Marketing Program
companies around the globe: 1. before they went on sale? JOE CHERNOV, VP OF MARKETING, HUBSPOT: “HubSpot is not only a company, but it’s also the cata- lyst of a movement. subscribers, leads, sales and opportunities—but our pri- mary focus and editorial mission remains helping our. work at a small company without a lot of bureaucracy. All rights reserved. robbery.
B2B Demand Gen Week in Review July 12.16
JULY 19, 2010
The momentum Old Spice is creating goes beyond just “silly Web videos” They’re using remarkable content to capture brand awareness, eyes, and in the end, sales.". To read more about this, check out SEO/Blogging/Twitter guru Lisa Barone of internet marketing company Outspoken Media. For Those About to Rock.Show Up First - Paul Castain, sales trainer and sales blogger at Paul Castain's Sales Playbook , wrote a great article that shares 13 tips on how effective sales people can "show up" and get found, all while weaving Slash and George Lopez into the mix.