Smashmouth Marketing

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. Outsourcing some or all of your appointment setting or lead generation activity to a third party vendor is a task that shouldn't be undertaken by responding to one cold call.

Lead Gen 100

Lead Gen Work Management Marketing Management Vendors 100

Smashmouth Marketing

FEBRUARY 11, 2022

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). This formal agreement documenting what makes a good lead and what constitutes qualified, or introductory, etc. will keep you all in line.

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Demand Lead Gen Sales Qualified Leads High Quality Lead 197

Smashmouth Marketing

MARCH 16, 2010

A similar situation occurred last year with the ice storms and power outages in New Hampshire where one of the other lead gen firms went down completely for three days. For our sales rep clients, lost production from their lead gen partners means lost opportunity. In our business, time is money. Parting shot.

Lead Gen 100

Lead Gen Lead Ranking Leads Lead 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

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).

Lead Gen 100

Lead Gen Work Management Companies Leads 100

Smashmouth Marketing

APRIL 29, 2010

If you have any LinkedIn tips, or Lead Gen Tips in general, please share them. Up pops Gerardo's profile, now look to the right again, and find a contact with a similar title/company to Gerardo in the "also viewed" section -- this is most likely your prospect. So Tanya, expect my call.

Lead Gen 100

Lead Gen Linkedin Tips Leads 100

Smashmouth Marketing

NOVEMBER 12, 2009

Thanks to Richardson for producing a great event and inspiring this contribution to the Smashmouth Lead Gen Tips collection. In fact, this presenter originally complained it was too much, but Jim & Lori. I take it back. This level of preparation was perfect. As always, thanks to Nigel for being a great sidekick and colleague.

Lead Gen 100

Lead Gen Webinar Metrics Tips Leads 100

Smashmouth Marketing

NOVEMBER 12, 2009

Thanks to Richardson for producing a great event and inspiring this contribution to the Smashmouth Lead Gen Tips collection. In fact, this presenter originally complained it was too much, but Jim & Lori. I take it back. This level of preparation was perfect. As always, thanks to Nigel for being a great sidekick and colleague.

Lead Gen 100

Lead Gen Webinar Metrics Tips Leads 100

Smashmouth Marketing

AUGUST 13, 2019

There is no place for BANT in a lead gen scenario, it is for later in the sales cycle. BANT is dead as it pertains to Lead Gen. And in Lead Gen, especially b2b appointment setting , the goal is to get the conversation started. Thank you Ken! Check out the Inside Sales Virtual Summit on June 20.

Allocation 105

Allocation Lead Gen Sales Cycle B2B Sales 105

Smashmouth Marketing

DECEMBER 30, 2008

Call it Lead Gen 2.0, but in my opinion it is just traditional lead generation, demand creation and marketing with some new twists. Add social media to the mix, but don't get over-hyped about it and forget some of the proven lead gen techniques that work. This is marketing budget 2.0. (ok,

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

DECEMBER 30, 2008

Call it Lead Gen 2.0, but in my opinion it is just traditional lead generation, demand creation and marketing with some new twists. Add social media to the mix, but don't get over-hyped about it and forget some of the proven lead gen techniques that work. This is marketing budget 2.0. (ok,

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

MARCH 10, 2011

They just don't work any longer and they're not helping anybody succeed at generating quality b2b leads. There are a lot of great sources for telemarketing and teleprospecting calling tips out there, and just several weeks ago we brought you some great outbound calling tips from the best BDR's our management team has ever worked with.

Lead Gen 100

Lead Gen Lead Scoring Lead Ranking Telemarketing 100

Smashmouth Marketing

DECEMBER 23, 2020

Green Leads has a complete virtual workforce, which we implemented after a flood – years before Covid – lead gen experts need disaster recovery plans. 2020 has been a crazy year for sure, but there is no need to not celebrate and bring unity to your sales development/business development team.

Lead Gen 172

Lead Gen Tips Ads Leads 172

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. MIT data shows that that might have been a good idea! It got me thinking.

Lead Generation 100

Lead Generation Tips Lead Gen Generation 100

Smashmouth Marketing

MAY 26, 2010

Since I was spouting all about LinkedIn at Chris Brogan's New Marketing Experience last month, he has recently been on a LinkedIn crusade to find all the tips and tricks burried inside. Although I love taking a little credit, his recent articles have been full of LinkedIn Goodness.

Lead Gen 100

Lead Gen Linkedin Google Tips 100

Smashmouth Marketing

SEPTEMBER 30, 2010

pictured left to right: front row: Lisa, Linda, Cheryl, Amie, Stacey (holding Louie), Kathy, Josh, John T. second row: Kerry, Sarah, Gill, Mira, Bill, Gareth, Anna Marie, Mike S., me), Lenny, Levi. third row: Sam, Dawnia, Coleman, John V., missing: Tim, Ursula, Olivier, Vanessa, Ian and Joe.

Lead Gen 100

Lead Gen Tips Leads Lead 100

Smashmouth Marketing

MAY 2, 2011

Guest Post from Gareth Morfill, Inside Sales Blackbelt at Green Leads. If you were talking to a prospect face to face, do you think that would make you pitch any differently? More confidently? We feel that it absolutely does.

Lead Gen 100

Lead Gen Linkedin Cold Calling Leads 100

Smashmouth Marketing

SEPTEMBER 29, 2009

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. Her presentation about using LinkedIn successfully to generate leads was popular with the audience. Of those, about 10,471 are fairly well-targeted into our niche of B2B marketing.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

SEPTEMBER 30, 2009

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. We published the Top 20 tweets of each day of the conference here: MarketingSherpa Marketing Summit, Top 20 Posts from Day 1 MarketingSherpa Marketing Summit, Top 20 Posts from Day 2.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

JUNE 4, 2019

These 5 points may get more Eureka's out of your outbound marketing efforts: List Hygiene - Keep lists clean and ready at all times for prime calling. If they are tip-worthy, I'll add them to the growing list of lead gen tips. Track things like Time Zone, Direct Dials, Admin Names, Dialing Tips (press 0 for the operator), etc.

Practices 108

Practices Best Practices Lead Gen Zoominfo 108

Smashmouth Marketing

APRIL 22, 2010

We agreed completely that marketers that think in the world of "campaigns" are shortchanging their results. Remain committed to the effort - Most common example here is when a marketer gets gung-ho to start blogging to boost inbound marketing and then stops publishing regularly.

Lead Gen 100

Lead Gen Campaigns Clickthrough Budget Programs 100

Smashmouth Marketing

NOVEMBER 4, 2010

I got a bit carried away recently with my niece and nephews' Wii Bowling game. Even when I thought I had done my best and had enough, I would take a breather and come back and SWING! I would put up better numbers. It was addicting. I wanted to beat my best score, and. I wanted to beat their best scores.

Lead Gen 100

Lead Gen Lead Scoring Lead Ranking Peer-to-peer 100

Smashmouth Marketing

SEPTEMBER 23, 2010

The highlight of my day was listening to Seth Godin, blogger and author on topics b2b sales and marketing folks devour. Not sure I've got the quote verbatim, but basically he was saying "marketers that build tribes of loyal prospects and customers will win." One part of Seth's talk was on building a tribe. It got me thinking, though.

Lead Gen 100

Lead Gen Elasticity Ad Building B2B Thought Leadership 100

Smashmouth Marketing

DECEMBER 21, 2009

When we started Green Leads we set out to build the perfect Virtual Call Center. We accomplished it, and other than not seeing people face-to-face, the way we work is identical to a traditional call center. We can see people's dials, what CRM records they modify, listen in for training, etc.

Lead Gen 100

Lead Gen Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

JUNE 12, 2013

There is no place for BANT in a lead gen scenario, it is for later in the sales cycle. BANT is dead as it pertains to Lead Gen. And in Lead Gen, especially b2b appointment setting , the goal is to get the conversation started. Thank you Ken! Check out the Inside Sales Virtual Summit on June 20.

Allocation 181

Allocation Lead Gen Sales Cycle B2B Sales 181

Smashmouth Marketing

JULY 24, 2019

Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. As David Greenberg, Sr.

Marketing Management 113

Marketing Management Leads Lead Marketing Qualified Leads 113

Smashmouth Marketing

JULY 24, 2019

Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. As David Greenberg, Sr.

Sales Qualified Leads 100

Sales Qualified Leads High Quality Lead Marketing Management Leads 100

Smashmouth Marketing

APRIL 25, 2009

Why, you ask, is Smashmouth Marketing interested in Sales 2.0? With the crossover of sales and marketing, the Sales 2.0 event is relevant to marketers too. Let's look at the agenda : Sales Lead Management (ok, has the word "Sales", but who owns Lead Gen ?) conference. Also a summary of the Top 20 Tweets.

Lead Gen 100

Lead Gen B2B Sales CMO Network Marketing 100

Smashmouth Marketing

MARCH 28, 2011

I can’t be at the Sales & Marketing Leadership Conference in Scottsdale, Arizona, on April 11, but I encourage you to check it out. There will be a big emphasis on how the many ways sales & marketing can (and should) work together to shorten sales cycles and optimize lead gen.

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Conference Lead Gen Forecasting Sales Cycle 100

Smashmouth Marketing

JULY 28, 2009

Last week we conducted a poll on LinkedIn where we asked: Inbound Marketing & Outbound Marketing - what is your mix for lead gen? The short version excerpted from the article: The experts balance Inbound Marketing with Outbound Marketing. Some key points to consider. Some key points to consider.

Marketing Mix 100

Marketing Mix Cold Calling SEM Lead Gen 100

Smashmouth Marketing

SEPTEMBER 23, 2009

There is no such thing as the average web surfer #sherpab2b09 Thought provoking: MarketingSherpa : Audience poll #sherpab2b09 : Majority of marketers using lead scoring can’t quantify the value they’re getting from it. SO leverage content, and find inexpensive ways to produce. sherpab2b09 [link].

Lead Scoring 100

Lead Scoring Lead Ranking Webcast Lead Gen 100

Smashmouth Marketing

JULY 10, 2009

Last week we conducted a poll on LinkedIn where we asked: Inbound Marketing & Outbound Marketing - what is your mix for lead gen? The short version excerpted from the article: The experts balance Inbound Marketing with Outbound Marketing. Mostly Inbound. Mostly Outbound. Both Equally Inbound Only.

Marketing Mix 100

Marketing Mix Lead Gen Inbound Marketing Linkedin 100

Smashmouth Marketing

JANUARY 28, 2010

Last night I heard a few sound bites in Obama's State of the Union Address that brought to mind what I hear from sales and marketing folks daily. So here are a few interpretations had the president been talking about Demand Gen. "We This is about Sales and Marketing Alignment. As demand gen experts, we have to change.

Demand 100

Demand Jigsaw Budget Programs Lead Gen 100

Smashmouth Marketing

MARCH 19, 2009

This past week I was reading HubSpot's study on the state of inbound marketing , and understandably, with HubSpot being in the inbound marketing business, the study showed that the marketing spend on inbound marketing is rising. What is the equity value of those leads - the lead equity ?

Cost per Lead 100

Cost per Lead Inbound Marketing Top of Funnel Cost 100

Smashmouth Marketing

APRIL 2, 2009

Why, you ask, is Smashmouth Marketing interested in Sales 2.0? With the crossover of sales and marketing, the Sales 2.0 event is relevant to marketers too. Let's look at the agenda : Sales Lead Management (ok, has the word "Sales", but who owns Lead Gen ?). Open Bar (networking extroadinaire).

Lead Gen 100

Lead Gen CMO Network Marketing Opinions 100

Smashmouth Marketing

FEBRUARY 29, 2016

If you've just started in the profession, or if you are a long time practitioner, it's a must read for anyone in the inside sales/sales development/lead gen industry. And the contributing industry experts tie each topic to reality. Well done Trish! People DO Matter when it comes to sales development.

Lead Gen 100

Lead Gen Amazon Opinions B2B Sales 100

Smashmouth Marketing

NOVEMBER 17, 2010

In a perfect world, all of our marketing efforts work exactly to plan, don't they? What do you do when your outbound marketing efforts fall flat? A pretty simple step, but sometimes one that gets overlooked because of the severity of a failed marketing plan. Mike Volpe , VP of Inbound Marketing at HubSpot, shares that, ".all

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Planning Paid Search Agency Buyer Personas Lead Gen 100