Smashmouth Marketing

DECEMBER 4, 2020

Why should we do appointment setting or lead generation during the holiday months? Here are some points to ponder and they are relevant to all marketing pipeline generation programs. The general best practice is to maintain momentum and take advantage of the time of year, do not to shy away from it. Use it to your advantage.

Planning 149

Planning B2B Marketing Budget Programs Cold Calling 149

Smashmouth Marketing

OCTOBER 1, 2021

Only trust leads that come from Lead Generation people that you trust. Maybe that is in-house, or maybe you contract it out to a Lead Generation Agency , but don’t waste your time or money on someone who is not giving you the best leads. So, generate some content on how your product works and how it will solve their problems.

Sales Qualified Leads 187

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Ideal Customer Profiles 187

Smashmouth Marketing

MARCH 14, 2020

Amid the day to day progression of the coronavirus, companies are seeing one of their major lead generation programs dry up – event marketing. Add to that the fact that many prospects are cancelling face-to-face sales meetings as companies mandate social distancing. How does this equate to a pay-for-performance demand generation?

Marketing Qualified Leads 165

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

Smashmouth Marketing

AUGUST 27, 2009

Question : If the goal of a call is lead generation and appointment setting for my sales engineer, how should I handle a prospect when they ask a tough technical question I can't answer? A prospect challenging you with a technical question is a perfect segue to asking for the meeting. He can address all your technical issues.

Lead Generation 100

Lead Generation Tips Generation Leads 100

Smashmouth Marketing

AUGUST 27, 2009

Question : If the goal of a call is lead generation and appointment setting for my sales engineer, how should I handle a prospect when they ask a tough technical question I can't answer? A prospect challenging you with a technical question is a perfect segue to asking for the meeting. He can address all your technical issues.

Lead Generation 100

Lead Generation Tips Generation Leads 100

Smashmouth Marketing

AUGUST 26, 2009

Question : If the goal of a call is lead generation and appointment setting for my sales engineer, how should I handle a prospect when they ask a tough technical question I can't answer? A prospect challenging you with a technical question is a perfect segue to asking for the meeting. He can address all your technical issues.

Lead Generation 100

Lead Generation Tips Generation Leads 100

Smashmouth Marketing

OCTOBER 28, 2009

Brian Carroll of Intouch: B2B Lead Generation blog. We soon realized that the overlaps and gaps between us were obvious enough and that there are enough prospects and clients in the universe that we can actually benefit by the relationships. In fact, we bring value to each other. Nigel Edelshain of Sales 2.0: Collection of Sales 2.0

Lead Generation 100

Lead Generation Lead Scoring Lead Ranking Tips 100

Smashmouth Marketing

OCTOBER 28, 2009

Brian Carroll of Intouch: B2B Lead Generation blog. We soon realized that the overlaps and gaps between us were obvious enough and that there are enough prospects and clients in the universe that we can actually benefit by the relationships. In fact, we bring value to each other. Nigel Edelshain of Sales 2.0: Collection of Sales 2.0

Lead Generation 100

Lead Generation Lead Scoring Lead Ranking Tips 100

Smashmouth Marketing

JULY 12, 2010

It got me thinking that there must be some research to support a fact Green Leads is confident about: rather than slowing during the summer, lead generation activities actually heat up. The implication for those of us in the B2B lead generation business is crystal clear: DO NOT SLOW DOWN. It makes some sense, right? Not so, my friends.

Lead Generation 100

Lead Generation Generation Leads Lead 100

Smashmouth Marketing

APRIL 11, 2022

Imagine how much more targeted your outbound marketing or prospecting could be. Listen to this cutting-edge conversation as they explore intent-based data, how to leverage its predictive power and what SDRs can do today to use it to improve their prospecting results. That’s the exact topic host Mario Martinez Jr.

Intent 191

Intent Leads Lead Marketing Qualified Leads 191

Smashmouth Marketing

AUGUST 4, 2009

Don't let the vendor logo fool you, this is a document that is a must read for all demand generation professionals. Excerpt: " the process of building relationships with qualified prospects regardless of their timing to buy, with the goal of arming their business when they are ready.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

AUGUST 4, 2009

Don't let the vendor logo fool you, this is a document that is a must read for all demand generation professionals. Excerpt: "the process of building relationships with qualified prospects regardless of their timing to buy, with the goal of arning their business when they are ready.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

JUNE 21, 2010

Are you on the verge of "blowing it" and driving prospects to competitors, or losing your industry leader status? Maybe it was to establish your organization as a thought leader, maybe it was to bring awareness of your services or solutions, and more than likely, it was to create interest in your prospect audience.

Lead Generation 100

Lead Generation B2B Sales B2B Marketing Generation 100

Smashmouth Marketing

OCTOBER 1, 2009

Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. More Lead Generation Tips. There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea!

Lead Generation 100

Lead Generation Tips Generation Leads 100

Smashmouth Marketing

OCTOBER 1, 2009

Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. More Lead Generation Tips. There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea!

Lead Generation 100

Lead Generation Tips Generation Leads 100

Smashmouth Marketing

OCTOBER 1, 2009

Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. More Lead Generation Tips. There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea!

Lead Generation 100

Lead Generation Tips Lead Gen Generation 100

Smashmouth Marketing

MARCH 29, 2010

Prospects communicate with vendors differently. The changes are subtle, but having our reps understand them is key to their ability to play in the executive level prospect sandbox. Have you revamped the way outbound lead generation is done? What are some of your inside sales training techniques?

Training 100

Training Demand Generation Demand B2B Sales 100

Smashmouth Marketing

DECEMBER 5, 2008

Craig is the author of the blog The Funnelholic and is an expert on b2b lead generation so I decided it would be great to do an impromptu rapid-fire interview with him on his thoughts regarding b2b lead gen and publish it here: Mike: How should marketers adjust to the downturn? Then you need to go out, generate leads, and SELL.

Lead Generation 100

Lead Generation Generation Salesforce.com Leads 100

Smashmouth Marketing

DECEMBER 1, 2008

Craig is the author of the blog The Funnelholic and is an expert on b2b lead generation so I decided it would be great to do an impromptu rapid-fire interview with him on his thoughts regarding b2b lead gen and publish it here: Mike: How should marketers adjust to the downturn? Then you need to go out, generate leads, and SELL.

Lead Generation 100

Lead Generation Generation Salesforce.com Leads 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. Know your history.

Cold Calling 100

Cold Calling Hubspot Lead Scoring Lead Ranking 100

Smashmouth Marketing

JANUARY 25, 2017

shifted B2B marketing focus to industrial-strength demand generation engines capable of delivering massive numbers of leads at scale. In the old pure outbound model, they could get credit for meetings they set from outbound prospecting. There was a change though - in the early 2000s, the digital marketing revolution (e.g.,

Account Based Marketing 0

Account Based Marketing Lead Ranking Cross-Selling Enterprise Management 0

Smashmouth Marketing

MARCH 10, 2011

They just don't work any longer and they're not helping anybody succeed at generating quality b2b leads. Top of the list: Stick to the script - There was a time when it was imperative that you stick to your prospecting script. It had everything you needed to pass a lead or book an appointment with your targeted prospecting base.

Lead Gen 100

Lead Gen Lead Scoring Lead Ranking Telemarketing 100

Smashmouth Marketing

FEBRUARY 17, 2011

We talked a lot about what isn't working in b2b demand generation, and shared some stories about things that are working. Me: "The sales process doesn't start until a conversation with a prospect does." It was a great discussion. They want people to guide them through the process.

Demand 100

Demand Top of Funnel Demand Generation Agencies Lead Gen 100

Smashmouth Marketing

SEPTEMBER 28, 2009

Operating in the world of phone prospecting and sales activity, we've seen three things in the market that support this trend: The experience of the average inside rep is far more than it was even 5 years ago. Companies are investing in the line item of inside sales/telemarketing as more of a strategy than a support activity.

Telemarketing 100

Telemarketing Deliverability Inbound Marketing Paid Search Agency 100

Smashmouth Marketing

SEPTEMBER 28, 2009

As buyers become savvier and inbound marketing demands increase, he said, "We see our clients' outbound demand generation initiatives augmenting the process to provide sales with intelligent leads that fully meet the criteria for direct sales involvement. What are your thoughts regarding increased investment in inside sales?

Cold Calling 100

Cold Calling Telemarketing Inbound Marketing B2B Sales 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. Sales reps need to work closely with their teleprospecting resources to help them optimize lead generation capabilities. Clients and prospects are overwhelmed by public domain information.

Trends 100

Trends Work Management Marketing Management Sales Qualified Leads 100

Smashmouth Marketing

AUGUST 30, 2009

Mike: Demand gen marketers work hard to generate sales leads, how is Sales 2.0 And while most want to move prospects through the funnel faster the true test is actually not velocity but surfacing sales ready leads and handing them off to sales in a timely fashion for right time engagement.

Conference 100

Conference Top of Funnel Barriers B2B Sales 100

Smashmouth Marketing

AUGUST 29, 2009

Mike: Demand gen marketers work hard to generate sales leads, how is Sales 2.0 And while most want to move prospects through the funnel faster the true test is actually not velocity but surfacing sales ready leads and handing them off to sales in a timely fashion for right time engagement.

Conference 100

Conference Top of Funnel B2B Sales Barriers 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. Sales reps need to work closely with their teleprospecting resources to help them optimize lead generation capabilities. Clients and prospects are overwhelmed by public domain information.

Trends 100

Trends Work Management Marketing Management Buzz 100

Smashmouth Marketing

DECEMBER 14, 2008

Prospects aren't available during the holidays : Prospects aren't traveling. My sales team is too busy in December : No sales team is ever too busy to take on more new prospects. Don't let up on your demand generation activities just because it is the end of the year. Should sales momentum ever be paused?

Planning 100

Planning B2B Marketing Budget Programs Cold Calling 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. Many people misunderstand the process of a cold call and lose the attention of the prospect. First, it's not that the lead is cold, it's that you are catching the prospect "cold". Enough said.

Relevance 100

Relevance Cold Calling Demand B2B Marketing 100

Smashmouth Marketing

DECEMBER 3, 2008

Prospects aren't available during the holidays : Prospects aren't traveling. My sales team is too busy in December : No sales team is ever too busy to take on more new prospects. Don't let up on your demand generation activities just because it is the end of the year. Should sales momentum ever be paused?

Planning 100

Planning B2B Marketing Budget Programs Cold Calling 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. Many people misunderstand the process of a cold call and lose the attention of the prospect. First, it's not that the lead is cold, it's that you are catching the prospect "cold". Enough said.

Relevance 100

Relevance Demand B2B Marketing Cold Calling 100

Smashmouth Marketing

OCTOBER 20, 2010

Despite my whimsical title for this blog article (little link-baiting), the eBook is full of industry expert's takes on today's sales and marketing's demand gen and selling flow -- the path from universe to prospect to client.

Top of Funnel 100

Top of Funnel Demand Manticore Word of Mouth 100

Smashmouth Marketing

DECEMBER 15, 2008

It's actually like an outbound sales control room with prospects popping up every couple of minutes for a pitch. A connect is when the CAS system delivers a prospect you have targeted for a live phone call where you can start with "Hi Joe Prospect, this is Steve the Sales Guy, how are you?"

Validation 100

Validation Lead Ranking ROI Work Management 100

Smashmouth Marketing

DECEMBER 7, 2008

It's actually like an outbound sales control room with prospects popping up every couple of minutes for a pitch. A connect is when the CAS system delivers a prospect you have targeted for a live phone call where you can start with "Hi Joe Prospect, this is Steve the Sales Guy, how are you?".

Work Management 100

Work Management Paid Search Agency Validation Lead Ranking 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. Add click-to-dial software for your CRM, Jigsaw and NetProspex subscriptions, or social media tools for prospecting purposes, and you’re all set.

Jigsaw 100

Jigsaw B2B B2B Sales Class 100