Smashmouth Marketing

JULY 6, 2010

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 ? The same thing happens when we read something from someone we don't know - and the proliferation of social media puts an awful of "new" people in front of us.

Impressions 100

Impressions Demand Content Marketing Content 100

Smashmouth Marketing

AUGUST 25, 2009

Demand Gen specialists balance their mix of Inbound and Outbound 30% more than generalists. As a side note, a regular feature of my Smashmouth Marketing blog, which is focused on BtoB marketing and demand gen, are product reviews. The experts balance Inbound Marketing with Outbound Marketing.

Demand 100

Demand BtoB Lead Gen Inbound Marketing 100

Smashmouth Marketing

MARCH 29, 2010

Over the next 4-8 weeks one leaves, one never quite makes it to full production and two are long term performers (keepers). Demand Gen Basics - Yes, we specialize in appointment setting, but we are in the industry of Demand Gen and appointment setting isn't just about dialing the phone any more.

Training 100

Training Demand Generation Demand B2B Sales 100

Smashmouth Marketing

SEPTEMBER 23, 2010

He cited the Apple tribe -- all of us who rush out and buy new apple products just because. Not sure I've got the quote verbatim, but basically he was saying "marketers that build tribes of loyal prospects and customers will win." I happen to be a member of that tribe. It got me thinking, though.

Lead Gen 100

Lead Gen Elasticity Ad Building B2B Thought Leadership 100

Smashmouth Marketing

JULY 24, 2019

The topic of Quality vs. Quantity in demand gen has been a constant debate. It's not a litmus test, so look for trends and patterns: If they keep talking about LOTS of meetings and production - beware. Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI.

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. It's not a litmus test, so look for trends and patterns: If they keep talking about LOTS of meetings and production - beware. If they won't let you interview their reps - beware. If they pay their reps to SET meetings as opposed to COMPLETE meetings - beware.

Sales Qualified Leads 100

Sales Qualified Leads High Quality Lead Marketing Management Leads 100

Smashmouth Marketing

MARCH 14, 2020

How does this equate to a pay-for-performance demand generation? Depending on the specifications of the target audience, market, title, persona, and in the case of HQLs, the questions to answer, leads can range from $40-$50 per MQL and $80-$100 per HQL.

Marketing Qualified Leads 165

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

Smashmouth Marketing

JANUARY 25, 2017

As a by-product, account-based alignment extends across the entire organization, including finance, product development, engineering, and the executive team. shifted B2B marketing focus to industrial-strength demand generation engines capable of delivering massive numbers of leads at scale. That is Account-Based Everything.

Account Based Marketing 0

Account Based Marketing Lead Ranking Cross-Selling Enterprise Management 0

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

SEPTEMBER 28, 2009

However, after exposure to inside sales reps for the variety of products/solutions they use, many of these customers have come to realize the benefits of having someone readily available with access to and knowledge of all pertinent internal resources and information systems. The impact on demand gen?

Cold Calling 100

Cold Calling Telemarketing Inbound Marketing B2B Sales 100

Smashmouth Marketing

MAY 22, 2009

Alignment of Sales & Marketing Demand Generation Sales Enablement Social Media They each had significant focus, but as the union of both camp's topics of discussion, the umbrella topic of Sales & Marketing Alignment seems to cover it all. The exception are Facebook Fan Pages for companies, products and brand presence.

Top of Funnel 100

Top of Funnel Demand Generation Linkedin Demand 100

Smashmouth Marketing

MAY 29, 2009

We identified the critical integration points between sales and marketing in demand generation, knowledge management, sales readiness and metrics. The requirement for shared metrics with an integrated opportunity pipeline measuring revenue and productivity. Navigating how prospects buy is now more important than how we want to sell.

Trends 100

Trends Work Management Marketing Management Sales Qualified Leads 100

Smashmouth Marketing

JUNE 3, 2009

We thought it might be interesting to augment our thought leader interviews with some demand gen product reviews. We are keeping the reviews independant--actually using the products/services, and then critiquing them. Tags: reviews demand marketing appointments sales2.0 They meet their promise.

Leadlander 100

Leadlander Jigsaw Marketing Analytics Tools Stats 100

Smashmouth Marketing

SEPTEMBER 28, 2009

However, after exposure to inside sales reps for the variety of products/solutions they use, many of these customers have come to realize the benefits of having someone readily available with access to and knowledge of all pertinent internal resources and information systems. The impact on demand gen?

Telemarketing 100

Telemarketing Deliverability Inbound Marketing Paid Search Agency 100

Smashmouth Marketing

MAY 8, 2009

Demand Generation. For generations, Marketing has been focusing on branding, products, communications, creating demand and supporting sales. For generations, Marketing has been focusing on branding, products, communications, creating demand and supporting sales. Alignment of Sales & Marketing. Sales Enablement.

Top of Funnel 100

Top of Funnel Demand Generation Social Media Guidelines 100

Smashmouth Marketing

DECEMBER 17, 2008

Chris Brogan 's recent blog post, Your Lead Generation Methods Have to Change hits on a topic that we all need to be reminded of: The new lead generation shifts your methods as a marketer from “talk about your dumb product” into “empower the users.” Now, it’s a little bit more about relationships with products and companies.

User-Generated Content 100

User-Generated Content Tagging Lead Generation Consulting 100

Smashmouth Marketing

NOVEMBER 20, 2013

The benefits of being here are endless: Technology - Aisles and aisles of vendors selling everything from big data (impressed by Tableau ), to sales productivity tools such as InsideSales.com , which Green Leads just implemented. Demand Gen - Find new business. Learn - Study new marketing techniques. B2B Goodness.

CMO 100

CMO Lead Gen Vendors Conference 100

Smashmouth Marketing

DECEMBER 28, 2008

We've all seen it, the use of "environmentally conscious" messages to sell, brand and market numerous products and services. It is obvious with products that have primary impact (cars, computers, energy, food), but there is also the not-so-obvious such as what we do (virtual office, recycled computers, carbon offsets, tap water).

Social Marketing 100

Social Marketing B2B Marketing Social Media Planning 100

Smashmouth Marketing

AUGUST 3, 2009

The topic of Quality vs. Quantity in demand gen has been a constant debate. Tags: quality outbound demand quantity marketing meetings appointments siriusdecisions inside sales sales math idc. Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI.

Marketing Management 100

Marketing Management Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

JUNE 22, 2009

A few weeks ago I published a product review of LeadLander. 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. Tags: nurturing leadlander demand marketing sales2.0 Since then we've had a great experience using it.

Leadlander 100

Leadlander Lead Scoring Lead Ranking Leads 100

Smashmouth Marketing

FEBRUARY 22, 2010

Whether you have an internal team or an external team, whether it is pay for performance or retainer based, here are a couple of lead gen tips for you: You -- the demand gen specialist -- should dictate the production you are seeking. Establish and manage to a Service Level Agreement (SLA). That's their problem, not yours.

Lead Gen 100

Lead Gen Work Management Companies Leads 100

Smashmouth Marketing

DECEMBER 16, 2008

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. Tags: demand marketing linkedin. 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. Ok, it's meetings 2.0™.

B2B Sales 100

B2B Sales Linkedin Tagging Lead Scoring 100

Smashmouth Marketing

MAY 11, 2009

We identified the critical integration points between sales and marketing in demand generation, knowledge management, sales readiness and metrics. The requirement for shared metrics with an integrated opportunity pipeline measuring revenue and productivity. Navigating how prospects buy is now more important than how we want to sell.

Trends 100

Trends Work Management Marketing Management Buzz 100

Smashmouth Marketing

JUNE 5, 2009

We thought it might be interesting to augment our thought leader interviews with some demand gen product reviews. We are keeping the reviews independent--actually using the products/services, and then critiquing them. They meet their promise. The following took place in the last 3 days. each, the additional leads are a bonus).

Leadlander 100

Leadlander Jigsaw Marketing Analytics Tools Stats 100

Smashmouth Marketing

DECEMBER 7, 2008

So an average week's production is 92 connects, 23 quotes, 3-4 deals per week for $4800 in revenue. By adding just two CAS sessions a week to this rep, the production is increased to 167 pitches per week, 42 quotes, 7 deals per week's effort for revenue of $8400. We have actually achieved hourly connect rates as high as 22 connects.

Work Management 100

Work Management Paid Search Agency Validation Lead Ranking 100

Smashmouth Marketing

JUNE 25, 2009

As with other product reviews on Smashmouth , this will be an ongoing experiment. There are two levels of product, Genius Pro and Genius Enterprise. The next level of the product, Genius Enterprise , gets into serious marketing automation, but with the same usability and non-IT methodology of Genius Pro. sales genius.

Leadlander 100

Leadlander Sales Genius Marketing Automation Services Salesforce.com 100

Smashmouth Marketing

AUGUST 18, 2010

Appointment Setting is a part of demand generation that is done through vendors that specialize in the task, or by inside sales teams that add it to their roster of tasks. The minute you stop thinking about driving performance is the minute production and quality drops, and a minute lost is a minute you'll never get back. Is it cash?

Jigsaw 100

Jigsaw B2B B2B Sales Class 100

Smashmouth Marketing

MARCH 16, 2010

For our sales rep clients, lost production from their lead gen partners means lost opportunity. Could your demand gen efforts survive negative press events (think of Toyota Prius). In our business, time is money. Do you have a disaster recovery plan for your Inside Sales or Lead Gen team? What about a business disaster? Parting shot.

Lead Gen 100

Lead Gen Lead Ranking Leads Lead 100

Smashmouth Marketing

NOVEMBER 2, 2010

I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. Bill Goldsmith - BP Productions Pete Gracey - AG Salesworks Bernice Grossman - DMRS Group Inc. The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management.

Leads360 100

Leads360 Lead Management Work Management Marketing Management 100

Smashmouth Marketing

SEPTEMBER 8, 2009

Technology is just one of the components of improved sales productivity. Mike: Another critical activity right now is demand gen. We all know that b2b demand gen has shifted dramatically in this 2.0 Lee: From my perspective, Sales 2.0 is not about technology. The primary component is improved processes.

Conference 100

Conference B2B Sales Paid Search Agency Marketing Prospects 100

Smashmouth Marketing

SEPTEMBER 8, 2009

Technology is just one of the components of improved sales productivity. Mike: Another critical activity right now is demand gen. We all know that b2b demand gen has shifted dramatically in this 2.0 Lee: From my perspective, Sales 2.0 is not about technology.

Conference 100

Conference B2B Sales Paid Search Agency B2B Marketing 100

Smashmouth Marketing

AUGUST 31, 2009

Mike: Has HP implemented any specific tools or strategies to improve sales effectiveness and tracking, sales enablement and in general, make your field force more productive? Where do you see demand gen programs shifting to better serve your team? Let me explain. A good sales person needs face-to-face time with a prospect.

Conference 100

Conference Forecasting B2B Thought Leadership Thought Leadership 100

Smashmouth Marketing

AUGUST 31, 2009

Mike: Has HP implemented any specific tools or strategies to improve sales effectiveness and tracking, sales enablement and in general, make your field force more productive? Where do you see demand gen programs shifting to better serve your team? Let me explain. A good sales person needs face-to-face time with a prospect.

Conference 100

Conference B2B Thought Leadership Forecasting B2B Sales 100

Smashmouth Marketing

DECEMBER 30, 2008

but in my opinion it is just traditional lead generation, demand creation and marketing with some new twists. Good Lists - There are lots of sources for lists out there, and the best solution is to pay for the better product. Tags: demand socialmedia marketing SEO linkedin twitter SEM. Call it Lead Gen 2.0,

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

AUGUST 12, 2009

The product is so rich in features that this article alone will not do it justice. Tags: reviews lead nurturing marketing automation demand marketing sales2.0 In the Smashmouth Review of Genius.com Part 1 , we focused on Genius Pro. Since then, we've had the opportunity to work with and evaluate Genius Enterprise. sales genius.

Marketing Automation Services 100

Marketing Automation Services Sales Genius Lead Scoring Lead Ranking 100

Smashmouth Marketing

MARCH 6, 2009

productivity technologies" David Thompson, Genius.com #sales20. damphoux : Tom Barrieau, IDC demand generation / lead qualification largest segment of budgets right now #sales20. annekeseley : #sales20 Tom Barrieau of IDC just stressed the importance of inside sales in boosting sales productivity. greenleads : "Sales 2.0

Conference 100

Conference Top of Funnel InsideView Web 2.0 100

Smashmouth Marketing

MARCH 19, 2009

sales20 damphoux : Tom Barrieau, IDC demand generation / lead qualification largest segment of budgets right now #sales20 annekeseley : #sales20 Tom Barrieau of IDC just stressed the importance of inside sales in boosting sales productivity. combines customer focused processes with Web 2.0

Conference 100

Conference Top of Funnel InsideView Web 2.0 100