Smashmouth Marketing

JULY 24, 2019

The topic of Quality vs. Quantity in demand gen has been a constant debate. Director of Marketing at Jive Software shares with us, "With the focus we all have right now on building pipeline that will convert to revenue, quality leads are called for. We wrote a blog post Third Party Vendors for Lead Qualification on this very topic.

Marketing Management 113

Marketing Management Leads Lead Marketing Qualified Leads 113

Smashmouth Marketing

JULY 24, 2019

The topic of Quality vs. Quantity in demand gen has been a constant debate. Director of Marketing at Jive Software shares with us, "With the focus we all have right now on building pipeline that will convert to revenue, quality leads are called for. We wrote a blog post Third Party Vendors for Lead Qualification on this very topic.

Sales Qualified Leads 100

Sales Qualified Leads High Quality Lead Marketing Management Leads 100

Smashmouth Marketing

OCTOBER 3, 2009

Green Leads' new service offering: Unified Demand Gen SM - noun (y??'n?-f?'d·di-mand·jen): The efficient use of inbound marketing and outbound marketing techniques to maximize lead generation. Essential b2b lead generation best practices. Tags: inbound marketing b2b marketing outbound marketing b2b demand gen.

Demand 100

Demand Inbound Marketing Tagging B2B Marketing 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. For many reps, unless territory comes into play, lead gen exists in a three-time-zone map.

Lead Generation 100

Lead Generation Tips Lead Gen Generation 100

Smashmouth Marketing

FEBRUARY 17, 2011

Two weeks ago I hosted participated in Focus.com's Demand Gen Freestyle (replay here) discussions. Craig Rosenberg hosted the Demand Gen centered discussion, with a panel of Adam Needles of Left Brain Marketing , Cody Young of Reach Force , and Tom Searce of Searce Market Development and myself. Demand Gen Freestyle (replay here)

Demand 100

Demand Top of Funnel Demand Generation Agencies Lead Gen 100

Smashmouth Marketing

OCTOBER 5, 2009

Green Leads' new service offering: Unified Demand Gen SM - noun (y??'n?-f?'d·di-mand·jen): The efficient use of inbound marketing and outbound marketing techniques to maximize lead generation. Essential b2b lead generation best practices. You heard it here first on October 3, 2009. d·di-mand·jen): 1.

Demand 100

Demand Inbound Marketing Lead Generation Efficiency 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. Just three more clicks according to Green Leads' BDR Mira. If you have any LinkedIn tips, or Lead Gen Tips in general, please share them.

Lead Gen 100

Lead Gen Linkedin Tips Leads 100

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

OCTOBER 20, 2010

Craig Rosenberg, the demand gen expert from Focus.com recently asked me to participate in putting together the eBook, The Focus Experts Guide: Sales and Marketing Pipeline and Funnel. I took a different approach to the discussion, and came up with the concept of a Demand Gen Cloud: With the advent of Social, Sales and Marketing 2.0

Top of Funnel 100

Top of Funnel Demand Manticore Word of Mouth 100

Smashmouth Marketing

MARCH 2, 2010

How often do demand gen experts ask their sales team, "How are your leads?", "Are your appointments meeting your expectations?" 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).

Demand 100

Demand Lead Gen Sales Qualified Leads B2B Sales 100

Smashmouth Marketing

JANUARY 3, 2010

January, along with June and October, are the biggest Demand Gen months for Green Leads, and it may be for you as well. Three years of production data shows that on a per-rep basis, January produced 35% more appointment setting and qualified lead generation than the worst month, August. Don't take your eye off the ball.

Demand 100

Demand Sales Qualified Leads B2B High Quality Lead 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". 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

SEPTEMBER 23, 2010

Lead with leaders. Find the leaders of your tribe and get them to lead by example. I recently saw a Fortune 500 company do this and, whadda ya know, 55 unique twitter addresses tweeted the exact same text at the exact same moment (sounds like an ingenious agency idea to me). Encourage them to step out in front of you occasionally.

Lead Gen 100

Lead Gen Elasticity Ad Building B2B Thought Leadership 100

Smashmouth Marketing

JUNE 14, 2010

My domain expertise is B2B Marketing and Sales, especially Demand Gen. Set some up for your best prospect titles, when a new record is created with "demand gen" or "marketing operations", and funnel that feed to your data analyst for addition to your nurturing/lead queue. Take advantage of Jives Chatter Filter [play on words?]

B2B Sales 100

B2B Sales Enterprise Management Demand B2B Marketing 100

Smashmouth Marketing

AUGUST 3, 2010

Lead Generation is an "industry" in New England, going back to the early days of the Route 128 Technology Highway. 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. Good Leads. Green Leads. Call Center Services.

Demand 100

Demand Lead Gen Advertising Agencies Lead Generation 100

Smashmouth Marketing

AUGUST 4, 2009

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. Don't let the vendor logo fool you, this is a document that is a must read for all demand generation professionals. What I found most useful were the examples of calculating the ROI of Lead Nurturing. It's a must read.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

AUGUST 24, 2009

Recently we conducted a poll on LinkedIn where we asked: Inbound Marketing & Outbound Marketing - What is your mix for lead gen? Tags: poll outbound inbound demand marketing linkedin sales. The experts balance Inbound Marketing with Outbound Marketing. Having this widget capability would be huge.

Demand 100

Demand BtoB Lead Gen Inbound Marketing 100

Smashmouth Marketing

NOVEMBER 13, 2009

Green Leads 101. Produced this presentation for LinkedIn/Slideshare.

Demand Generation 100

Demand Generation Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

JULY 6, 2010

And, yes, trust creates leads.". On the Internet, it's all about content, whether you have a product to sell, service to offer or leads to pursue. Are your content marketing efforts going to impact demand gen ? As Michael Damphousse says, "Good content creates value. Value creates trust. Can you afford to take a chance?

Impressions 100

Impressions Demand Content Marketing Content 100

Smashmouth Marketing

OCTOBER 12, 2009

We had a prospect ask this past month to give her 10 reasons to work with Green Leads. 15 Demand Gen Thoughts - Make Your Q4 Numbers View more presentations from Michael Damphousse. It was an interesting request, but we took it on with a twist. We delivered not 10 reasons, but 15 thoughts to ponder. Thought I'd share it.

Demand 100

Demand Cold Calling Sales Qualified Leads High Quality Lead 100

Smashmouth Marketing

MARCH 29, 2010

Over the past four months Green Leads has been starting new reps on the first Monday of each month. Green Leads Culture - People fitting in is a big part of our success strategy. Conversational Selling - Boiler rooms don't have conversations, and Green Leads is no boiler room. We have to have our reps deliver.

Training 100

Training Demand Generation Demand B2B Sales 100

Smashmouth Marketing

AUGUST 25, 2009

Recently we conducted a poll on LinkedIn where we asked: Inbound Marketing & Outbound Marketing - What is your mix for lead gen? Demand Gen specialists balance their mix of Inbound and Outbound 30% more than generalists. Mostly Inbound. Mostly Outbound. Both Equally. Inbound Only. Outbound Only.

Demand 100

Demand BtoB Lead Gen Inbound Marketing 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. Green Leads' interest in the event is the continued focus SiriusDecisions has placed on the topic of demand generation as it pertains to building and converting quality pipeline.

Peer-to-peer 100

Peer-to-peer Sales Qualified Leads Lead Scoring Lead Ranking 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 ? So below is a collection of data sources we've used in our lead generation work. Online Data Suppliers: Typically an annual subscription basis. Although, see Jigsaw, below.

B2B Sales 100

B2B Sales Sales Leads Jigsaw Sales Qualified Leads 100

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

JANUARY 11, 2010

Once we started working together, the folks there realized that I always have an opinion, especially as it pertains to Demand Gen. Most of my recent discussion has been about Unified Demand Gen(sm) -- the philosophy of blending inbound marketing and outbound marketing to maximize your lead generation activity.

Demand 100

Demand Webinar Metrics B2B Marketing Tips 100

Smashmouth Marketing

AUGUST 4, 2009

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. Don't let the vendor logo fool you, this is a document that is a must read for all demand generation professionals. What I found most useful were the examples of calculating the ROI of Lead Nurturing. It's a must read.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

DECEMBER 4, 2020

As regular as Halloween and football, this time of year Green Leads usually hears the following questions from both new and existing clients. Why should we do appointment setting or lead generation during the holiday months? Don't let up on your demand generation/pipeline generation activities just because it is the end of the year.

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Planning B2B Marketing Budget Programs Cold Calling 149

Smashmouth Marketing

JANUARY 28, 2010

So here are a few interpretations had the president been talking about Demand Gen. "We For every success story, there are other stories, of men and women who wake up with the anguish of not knowing where their next paycheck will come from" Have your lead gen teams wake up and understand that pay-for-performance is what their jobs are about.

Demand 100

Demand Jigsaw Budget Programs Lead Gen 100

Smashmouth Marketing

MARCH 16, 2010

View of the Shawsheen River at Rt 133 from Green Leads' parking lot Those of you living in New England know that the past four days have been brutal, with constant rain, the White Mountains melting and all of it heading downhill towards towns like Andover. A flood of leads! Is your team able to work remotely as Green Leads did?

Lead Gen 100

Lead Gen Lead Ranking Leads Lead 100

Smashmouth Marketing

NOVEMBER 16, 2008

I believe this applies to demand gen as well. They look at stages and lead scoring, but are they looking at the value of a lead and a demand generation/lead nurturing program? As a lead moves through the process, it picks up overall investment value - call it "lead equity" (am I coining a phrase?).

Lead Scoring 100

Lead Scoring Lead Ranking Ad brokers Marketing Leads 100

Smashmouth Marketing

APRIL 1, 2010

Measuring the effectiveness of lead gen programs is always at the top of a demand gen expert's list of priorities. One of the gating factors happens to be out of their control -- what does the sales team do with a lead once they start working it?

Lead Gen 100

Lead Gen Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

JUNE 26, 2009

I started exploring how the same three guidelines can be applied to marketing, especially as it pertains to demand generation. First, it's not that the lead is cold, it's that you are catching the prospect "cold". He had read an article about how the campaign was based on three simple tenants: Simplicity, Consistency and Relevance.

Relevance 100

Relevance Demand Cold Calling B2B Marketing 100

Smashmouth Marketing

JUNE 30, 2009

I started exploring how the same three guidelines can be applied to marketing, especially as it pertains to demand generation. First, it's not that the lead is cold, it's that you are catching the prospect "cold". He had read an article about how the campaign was based on three simple tenants: Simplicity, Consistency and Relevance.

Relevance 100

Relevance Cold Calling Demand B2B Marketing 100

Smashmouth Marketing

MAY 26, 2010

Looking for companies in the field of Demand Gen that work with Appointment Setting ? google: "network security" (dir OR vp OR vice) companyname site:linkedin.com You think you can find some quality leads through LinkedIn now? Let's try another one.

Lead Gen 100

Lead Gen Linkedin Google Tips 100

Smashmouth Marketing

AUGUST 3, 2009

The topic of Quality vs. Quantity in demand gen has been a constant debate. Director of Marketing at Jive Software shares with us, "With the focus we all have right now on building pipeline that will convert to revenue, quality leads are called for. We wrote a blog post Third Party Vendors for Lead Qualification on this very topic.

Marketing Management 100

Marketing Management Leads Lead Marketing 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. Is summer a time for relaxing or maximizing your Demand Gen efforts?

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Lead Generation Generation Leads Lead 100