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

DECEMBER 10, 2009

Some might be closing out the year, but many are willing to help those elves with their heads down making appointments. So I give you these thoughts to consider, and recommend you keep dialing with cheer: Prospects are thinking about next year. Prospects' calendars are not as busy as normal and can accommodate an introductory meeting.

Leads 100

Leads Lead Marketing Qualified Leads Lead Gen 100

Smashmouth Marketing

JULY 1, 2010

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. 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. The cool part is that it's only getting better!

Lead Ranking 100

Lead Ranking Marketing Qualified Leads WOM Word of Mouth 100

Smashmouth Marketing

SEPTEMBER 10, 2010

Special thanks to all of those BDR’s who helped put this together. 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. Simply ask the prospects. Simplify it into a playbook. Coleman - Be yourself.

Tips 100

Tips Peer-to-peer Cold Calling Press 100

Smashmouth Marketing

SEPTEMBER 23, 2010

Not sure I've got the quote verbatim, but basically he was saying "marketers that build tribes of loyal prospects and customers will win." And repeat that message throughout your communication with prospects and members.". Couple thoughts: Bring value to tribal prospects who aren't customers yet. It got me thinking, though.

Lead Gen 100

Lead Gen Elasticity Ad Building B2B Thought Leadership 100

Smashmouth Marketing

JUNE 11, 2010

Brian and Dharmesh talk about just what "inbound marketing" is, how you can get found by the prospects you want to do business with, and how to convert those prospects into customers. Woods' idea that marketers and sales folks can now "read" a prospect's digital body language (i.e. Pick this one up. What about you?

B2B Sales 100

B2B Sales B2B Marketing Emarketing B2B 100

Smashmouth Marketing

OCTOBER 3, 2010

As many of you would expect, Green Leads consumes prospect lists at a rate that far exceeds most outbound marketing efforts. We launched SocialStep -- the first social media prospecting and appending service earlier this year. We are also investing heavily in social media and our future plans have it front and center.

Jigsaw 100

Jigsaw Product Marketing Management Salesforce.com 100

Smashmouth Marketing

DECEMBER 24, 2008

They are all about helping out a certain niche of prospect. Sales people talk about bringing value to their prospects, becoming "consultative sales people". Prospects would rather google up a solution and issue a PO than be called on by sales people. They’re not selling. They’re equipping. It’s perfect.

User-Generated Content 100

User-Generated Content Lead Generation Consulting Marketing Prospects 100

Smashmouth Marketing

DECEMBER 17, 2008

They are all about helping out a certain niche of prospect. Sales people talk about bringing value to their prospects, becoming "consultative sales people". Prospects would rather google up a solution and issue a PO than be called on by sales people. They’re not selling. They’re equipping. It’s perfect.

User-Generated Content 100

User-Generated Content Tagging Lead Generation Consulting 100

Smashmouth Marketing

MARCH 27, 2009

Question 5 - What does your company do when they need to initiate an introductory meeting with a prospect or partner? If during the appointment setting , it is the wish of your prospect to conduct the first meeting by phone, don't shy away from it. Some prospect executives simply won't take face-to-face meetings. 32% Definitely.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

MARCH 19, 2009

Good sales people can help create BANT. It's all timely based on a call I had yesterday with a prospect/CMO I was speaking with. A good sales exec will tell you that their best selling takes place once they are face to face with a prospect. Next article: What makes a good non-scoring BANT prospect? Absolutely not.

Lead Scoring 100

Lead Scoring Lead Ranking Market2Lead Leads 100

Smashmouth Marketing

MARCH 25, 2009

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? If during the appointment setting , it is the wish of your prospect to conduct the first meeting by phone, don't shy away from it. This is just the nature of the commitment.

Lead Gen 100

Lead Gen Marketing Management Conference Advertising Agencies 100

Smashmouth Marketing

MARCH 9, 2009

Good sales people can help create BANT. It's all timely based on a call I had yesterday with a prospect/CMO I was speaking with. A good sales exec will tell you that their best selling takes place once they are face to face with a prospect. Prospects haven't budgeted for projects, we have to show them solid ROI.

Lead Scoring 100

Lead Scoring Lead Ranking Market2Lead Leads 100

Smashmouth Marketing

JUNE 30, 2009

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". So make that 30 seconds relevant to what a prospect wants to hear. If you are calling to invite the prospect to an event, keep inviting them.

Relevance 100

Relevance Cold Calling Demand B2B Marketing 100

Smashmouth Marketing

JUNE 26, 2009

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". So make that 30 seconds relevant to what a prospect wants to hear. If you are calling to invite the prospect to an event, keep inviting them.

Relevance 100

Relevance Demand B2B Marketing Cold Calling 100

Smashmouth Marketing

JUNE 25, 2009

We all know that accelerating a prospect through the educational/discovery phase onward to a selling cycle and then a buying event takes time. Genius.com helps you take back some of that control that the buyers are claiming. Especially today when the buyer defines the sales cycle, not the seller.

Leadlander 100

Leadlander Sales Genius Marketing Automation Services Salesforce.com 100

Smashmouth Marketing

JUNE 24, 2009

We all know that accelerating a prospect through the educational/discovery phase onward to a selling cycle and then a buying event takes time. Genius.com helps you take back some of that control that the buyers are claiming. Especially today when the buyer defines the sales cycle, not the seller.

Leadlander 100

Leadlander Product Marketing Automation Services Salesforce.com 100

Smashmouth Marketing

JUNE 24, 2009

We all know that accelerating a prospect through the educational/discovery phase onward to a selling cycle and then a buying event takes time. Genius.com helps you take back some of that control that the buyers are claiming. Especially today when the buyer defines the sales cycle, not the seller.

Leadlander 100

Leadlander Marketing Automation Services Salesforce.com Lead Scoring 100

Smashmouth Marketing

AUGUST 30, 2009

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. David: And, not surprisingly, everyone is looking for better ways to manage their pipeline. Which do you prefer?

Conference 100

Conference Top of Funnel Barriers B2B Sales 100

Smashmouth Marketing

AUGUST 29, 2009

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. David: And, not surprisingly, everyone is looking for better ways to manage their pipeline. Which do you prefer?

Conference 100

Conference Top of Funnel B2B Sales Barriers 100

Smashmouth Marketing

APRIL 6, 2010

Green Leads has decided to let our clients help with our green initiatives by using a portion of our meeting revenue to purchase carbon offsets: Phone Meetings : 0.002 tons CO2 Face to Face by Car : 0.08 Last week's blog post sparked another discussion at a client meeting. tons CO2 Face to Face by Flight : 0.29

Vendors 100

Vendors Lead Gen Purchase B2B Sales 100

Smashmouth Marketing

MAY 29, 2009

We learned the importance of integrating sales and marketing technology in terms of the marketing automation platform, core SFA and sales productivity applications like knowledge management, automated methodology or prospect development among many other valuable takeaways. Clients and prospects are overwhelmed by public domain information.

Trends 100

Trends Work Management Marketing Management Sales Qualified Leads 100

Smashmouth Marketing

AUGUST 18, 2010

I get asked the following question a lot when I’m on the road, be it from clients or prospects or from folks I’m chatting with during industry networking events: “How do you get the most out of your appointment setting team?” Tools - Don't just help your team, implement Sales 2.0 Provide Them With Sales 2.0

Jigsaw 100

Jigsaw B2B B2B Sales Class 100

Smashmouth Marketing

OCTOBER 28, 2009

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 all cases we: identified areas where we can help each other. In all cases we: identified areas where we can help each other.

Lead Generation 100

Lead Generation Lead Scoring Lead Ranking Tips 100

Smashmouth Marketing

OCTOBER 28, 2009

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 all cases we: identified areas where we can help each other. In all cases we: identified areas where we can help each other.

Lead Generation 100

Lead Generation Lead Scoring Lead Ranking Tips 100

Smashmouth Marketing

MAY 11, 2009

We learned the importance of integrating sales and marketing technology in terms of the marketing automation platform, core SFA and sales productivity applications like knowledge management, automated methodology or prospect development among many other valuable takeaways. Clients and prospects are overwhelmed by public domain information.

Trends 100

Trends Work Management Marketing Management Buzz 100

Smashmouth Marketing

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. You may not own their issue, but you can understand it and help solve it. Was I dreaming? Did I hear that right? Understand why you are not receiving your request. Is there a skill issue? A list issue?

Lead Gen 100

Lead Gen Work Management Companies Leads 100

Smashmouth Marketing

MAY 25, 2010

1 focus is to schedule an appointment with the prospects of our clients. Joy comes from within, so help your reps to be joyful by making sure they understand the importance of their job. That can get frustrating for your reps, so help them through those times by teaching them to remember their successes. My reps' No.

Television marketing 100

Television marketing B2B Software Leads 100

Smashmouth Marketing

JUNE 1, 2010

If your team is cold and they're not producing like you'd like them to, here are couple of things you can do right now to heat things up: Competitions -- I don't care if it's number of appointments set in a day or in a week, or number of conversations with prospects, but build competitions into your reps' workday. Keep what up?" you may ask.

B2B 100

B2B Paid Search Agency Positioning Personalization 100

Smashmouth Marketing

AUGUST 28, 2009

OneSource - OneSource, an infoUSA company, delivers prospect and business intelligence information on millions of companies and executives worldwide -- optimizing clients' sales and marketing efforts and assisting with business-to-business research activities. Extensive research. Fabulous service, but on the pricey side.

Jigsaw 100

Jigsaw B2B Sales Sales Leads Sales Qualified Leads 100

Smashmouth Marketing

AUGUST 28, 2009

OneSource - OneSource, an infoUSA company, delivers prospect and business intelligence information on millions of companies and executives worldwide -- optimizing clients' sales and marketing efforts and assisting with business-to-business research activities. Extensive research. Fabulous service, but on the pricey side.

B2B Sales 100

B2B Sales Sales Leads Jigsaw Sales Qualified Leads 100

Smashmouth Marketing

NOVEMBER 17, 2010

Was the content or offer valuable to the prospects?". all of [HubSpot's] implementation and support consultants also sit among sales and marketing, so we have sales, marketing and post-sales all together, helping to build even more cross functional communication." Did you take the time to put your buyer personas together?

Planning 100

Planning Paid Search Agency Buyer Personas Lead Gen 100

Smashmouth Marketing

MAY 18, 2009

She founded The Bridge Group with a mission to help technology companies build highly successful inside sales teams. I've known Trish Bertuzzi for years and always find her one of the most knowledgeable experts on inside sales there is. Trish is President of The Bridge Group. She writes for the Inside Sales Experts Blog. Conference in Boston.

Top of Funnel 100

Top of Funnel Budget Programs Lead Ranking Vendors 100

Smashmouth Marketing

MAY 5, 2009

She founded The Bridge Group with a mission to help technology companies build highly successful inside sales teams. I've known Trish Bertuzzi for years and always find her one of the most knowledgeable experts on inside sales there is. Trish is President of The Bridge Group. She writes for the Inside Sales Experts Blog. Conference in Boston.

Top of Funnel 100

Top of Funnel Budget Programs Lead Ranking Vendors 100

Smashmouth Marketing

JUNE 14, 2010

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. The two help filter and recommend only the best and relevant data for your needs. Data - Most data sources (Jigsaw, LinkedIn, etc.)

B2B Sales 100

B2B Sales Enterprise Management Demand B2B Marketing 100

Smashmouth Marketing

SEPTEMBER 30, 2009

Kim: When you've got a long sales cycle, you've got to keep building the relationship and trust with your leads by delivering them information they value - that means information that's relevant to them and explains the issues you can help them resolve. It just helps spread your reach and visibility.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

SEPTEMBER 29, 2009

Kim: When you’ve got a long sales cycle, you’ve got to keep building the relationship and trust with your leads by delivering them information they value – that means information that’s relevant to them and explains the issues you can help them resolve. It just helps spread your reach and visibility.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100