Smashmouth Marketing

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TOPO Sales Summit April 7-8, Join Me

Smashmouth Marketing

If you are a sales, sales development, sales operations, sales enablement, or even marketing leader, you should attend. I'll be attending the TOPO Sales Summit the first week of April and am looking forward to hearing from the sales and marketing trenches. If you think about sales, marketing, demand gen, inside sales, sales development or pipeline, this is a must-attend event!

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15 Reasons Why Every CMO Must Attend #dreamforce #DF13 #in

Smashmouth Marketing

If you are a Chief Marketing Officer, or report to one, or aspire to be one, you MUST attend dreamforce. 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. Learn - Study new marketing techniques.

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@HubSpot Eliminates 2 Billion Cold Calls (from #Inbound13)

Smashmouth Marketing

Inbound marketing techniques continue to evolve, and HubSpot is the pioneer for Inbound. Almost 6,000 attendees to this year''s Inbound conference were gathered for lots of marketing goodness, not just the orange kool aid. Getting that conversation going has been revolutionized with Inbound Marketing. The more you know, the warmer that lead. Score your inbound leads.

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

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. The topic of Quality vs. Quantity in demand gen has been a constant debate.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

5 Outbound Calling Best Practices

Smashmouth Marketing

These 5 points may get more Eureka's out of your outbound marketing efforts: List Hygene - 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. Dialing the phone all day is a task. have one guy who calls it panning for gold. Then an hour later he'll yell "Eureka!" Validate lists prior to dialing. Don't.

13 Top Books for CMOs - Recommended by The CMO Club

Smashmouth Marketing

Great list : Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Leading Change. Marketing Champions: Practical Strategies for Improving Marketing's Power, Influence, and Business Impact. Market Driven Strategy: Processes for Creating Value. Marketing Metaphoria: What Deep Metaphors Reveal About the Minds of Consumers. The End of Marketing as We Know It. The New Influencers: A Marketer's Guide to the New Social Media.

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Event Marketing Works, but ONLY if Vendors Add Value

Smashmouth Marketing

I've recently been on the conference circuit, speaking and tweeting whatever sales and marketing goodness I can find. he uses Green Leads, I might check them out One topic that came up at each conference was the quality of the content presented by the various speakers. Some sessions were brilliant; some were nothing more than veiled commercials. The key as an attendee is to be able to pull the brilliant content out of the commercials. The key as a presenter is to avoid the commercials and present brilliant content. Simple, right? Let's face it. That said, we want to hear value.

C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. As some of you know, Green Leads also has a research arm where we conduct market research for clients. 37% IT/Technical, 24% Sales/Marketing, 16% Finance/Operations, 23% Other. When I was recently at the Sales 2.0 42% Face-to-Face. 62% Definitely.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Building a Demand Gen Tribe: The Seth Godin Lead Gen Program

Smashmouth Marketing

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." He cited the Apple tribe -- all of us who rush out and buy new apple products just because. Lead with leaders. Retweet.

Inbound Marketing Gurus -- Where's All The Outbound Marketing Goodness?

Smashmouth Marketing

Inbound Marketing is all the rage these days, and why shouldn't it be? Inbound Marketing's goal is to pull potential customers in by all different methods, whether it's compelling content, savvy SEO execution or community interaction via social media. While inbound strategies are effective, augmenting them with outbound marketing strategies can add to that success. Be it appointment setting , lead qualification, or email marketing, where's all the goodness at? It advises on building pipeline, improving messaging and better ways to market to your prospects.

Smashmouth Review - LeadLander - Who's Really Visiting Your Site?

Smashmouth Marketing

Installed LeadLander on both our company website, www.green-leads.com, and on the Smashmouth Marketing blog. We checked the companies out with the LeadLander Jigsaw link, and were able to identify 2-3 marketing contacts per company. As for Oracle and SAP - they're always on Green Leads ' radar. So some benefits we found outside the obvious Lead: You can see what pages they visited during their session. The Jigsaw link is very nice, especially if you have an unlimited Jigsaw license, like Green Leads. each, the additional leads are a bonus). Day 1.

We Are All Our Own CEOs - Chris Brogan On #Owner Magazine

Smashmouth Marketing

Does that sound much different than a sales or marketing professional? Owner is the brainchild of Chris Brogan , a leading speaker, author and blogger focused on digital business. As a business owner, I manage my tasks, take care of clients, look at my numbers, work hard, attend to quality, work with my team.you name it. Tasks, Clients, Quotas, Energy, Perfection, Peers. Congrats.

Leads Don't Suck - Good Leads Are.

Smashmouth Marketing

When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". I was suprised that I heard such a jarring statement at multiple venues, but I did. What if you could get your sales team to NEVER say "Leads Suck"? There are lots of terms describing leads. Is it a common trend across the b2b industry?

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Lead Generation - Marketo's Definitive Guide To Lead Nurturing

Smashmouth Marketing

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. The document is full of examples, includes several useful tools as a take away, and also is full of soundbites from industry leaders such as Tony Jaros of SiriusDecisions , Ian Michaels of Aberdeen , Marketing Sherpa , Scott Albro from Tippit , and more. It's a must read.

Inbound Lead Generation: Improving Your B2B Sales and Marketing Blogs

Smashmouth Marketing

What about your B2B sales and marketing blog, though? Here are three ways, as we head into the second half of 2010, that you can improve your B2B sales and marketing blog: Revisit your blog's goals - When you first started writing your blog, you had a goal in mind. Not to mention SEO and Lead Generation. You want to talk about improvements? You know what needed improvement?

MarketingSherpa Marketing Summit, Emily Salus of CollabNet on Lead Scoring

Smashmouth Marketing

This week is MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco, to be repeated two weeks later in Boston. Both events are loaded with speakers and content, and I'm sure there will be tons of marketing goodness to share. As for other shows, Smashmouth Marketing enjoys delivering thought leader interviews with the speakers. Make mine a tandoori!

Leads Don't Suck - Good Leads Are.

Smashmouth Marketing

When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". I was suprised that I heard such a jarring statement at multiple venues, but I did. What if you could get your sales team to NEVER say "Leads Suck"? There are lots of terms describing leads. Is it a common trend across the b2b industry?

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Lead Generation Tip - Take 3 Hour Lunches

Smashmouth Marketing

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. More Lead Generation Tips.

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Green Leads Acquires Target 250 – Forms Fastest-Growing B2B Demand Gen Company in North America and Europe

Smashmouth Marketing

SCOTTSDALE, AZ (Marketwire – May 4, 2011) – Today, at the SiriusDecisions Summit, Green Leads announced the acquisition of Target 250 to form the fastest-growing pay-for-performance demand generation company in the industry. We are excited to see how this acquisition allows us to combine our best practices for sales targeting and marketing across the U.S and Europe.”

B2B Sales Leads from Data Services - Smashmouth Review

Smashmouth Marketing

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. By far the best value on the market for the quality you receive. We are always looking for quality lists.it is the fuel that keeps our business going.

Lead Generation - Marketo's Definitive Guide To Lead Nurturing

Smashmouth Marketing

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. The document is full of examples, includes several useful tools as a take away, and also is full of soundbites from industry leaders such as Tony Jaros of SiriusDecisions , Ian Michiels of Aberdeen , Marketing Sherpa , Scott Albro from Tippit , and more. It's a must read.

MarketingSherpa Marketing Summit: Emily Salus of CollabNet on Lead Scoring

Smashmouth Marketing

This week is MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco, to be repeated two weeks later in Boston. Both events are loaded with speakers and content, and I'm sure there will be tons of marketing goodness to share. As for other shows, Smashmouth Marketing enjoys delivering thought leader interviews with the speakers. Make mine a tandoori

Lead Gen Tips: Use Google to Search LinkedIn

Smashmouth Marketing

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. google: "network security" (dir OR vp OR vice) companyname site:linkedin.com You think you can find some quality leads through LinkedIn now If contacts aren't in your network, they will still show up!

Appointment Setting, Blogging and Lead Nurturing - Interview on Marketo's Blog

Smashmouth Marketing

Just a quick post to point readers to an interview of me on Marketo 's blog, Demand Generation and Social Media: Thought Leadership with Mike Damphousse of Green Leads. And why is it important to marketers? When it comes to leads, quality or quantity ? Can you give marketers three tips to connect with these hard to reach decision makers? sales

Poker Math and Marketing - Lead Equity

Smashmouth Marketing

Most marketers do not spend enough time looking at the investment they make at each phase of the funnel. 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 Gen Experts Should Take "Campaign" Out of Their Vocabulary

Smashmouth Marketing

Last week, I was out with the team at Focus.com and enjoying "bourbon and proteins" with Craig Rosenberg ( The Funnelholic ) when the subject of campaigns came up from his point in a recent post to " forget campaigns, build a factory. " We agreed completely that marketers that think in the world of "campaigns" are shortchanging their results. Give it time and commitment.

Lead Generation Tip - Don't Be An Expert

Smashmouth Marketing

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? As Jeff Ogden, the Fearless Competitor , says about lead generation: "Stop complaining, take action now." Tags: marketing tips meetings appointments b2b inside sales sales Leave a comment.

Poker Math and Marketing - Lead Equity

Smashmouth Marketing

Most marketers do not spend enough time looking at the investment they make at each phase of the funnel. 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?).

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

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. The topic of Quality vs. Quantity in demand gen has been a constant debate.

Lead Gen Strategies: Sales People Should Be Selling, NOT Prospecting

Smashmouth Marketing

This past week a prospect commented that she wanted to explore a third-party lead gen program because their sales reps were spending too much time prospecting and not selling. She said that if they had enough leads they would be SELLING and CLOSING -- not having to do lead gen. About half the people spend somewhere between one and two days a week doing lead gen. Wrong.

Poker Equity and Marketing II - Lead Equity Explained

Smashmouth Marketing

If you are here for a two paragraph good marketing tip, you're in the wrong place. Back in November I posted an article, Poker Equity and Marketing - Lead Equity. The topic got resurrected this week with the posting of my interview on the Funnelholic site, when a question from @chadhorenfeldt from Eloqua caused me to bring up Lead Equity. What is Lead Equity?

Web Leads - Pounce, Pause, Nurture or Wait?

Smashmouth Marketing

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. Nigel Edelshain : "My instinct so far is call or email soon with some value-add (since leads go South fast) but not make direct reference to your tracking for fear of scaring them off." Since then we've had a great experience using it.

Lead Generation Tip - Make Your Social Media Presence Known

Smashmouth Marketing

Here's my Lead Generation Tip for today. Look at the other top experts in the Lead Generation section of LinkedIn. Tags: hubspot blogs fast company socialmedia SMM marketing tips facebook b2b marketing twitter b2b drivel demand gen green branding SEO inbound marketing linkedin SEM So I bookmarked the following links and turned on the bookmarks toolbar.

Lead Generation Tip - Don't Use A Voicemail Script

Smashmouth Marketing

I know my colleagues in the sales consulting industry are going to fill this page with comments telling me why their Lead Gen Tip of the day would be to craft the perfect voicemail script. Tags: cold calling linkedin b2b marketing inside sales demand gen polls b2b sales My response is -- Don't Bother. It's interesting that the geeks listen more than others: What do you think?

Poker Equity and Marketing II - Lead Equity Explained

Smashmouth Marketing

If you are here for a two paragraph good marketing tip, you're in the wrong place. Back in November I posted an article, Poker Equity and Marketing - Lead Equity. The topic got resurrected this week with the posting of my interview on the Funnelholic site, when a question from @chadhorenfeldt from Eloqua caused me to bring up Lead Equity. What is Lead Equity?

Web Leads - Pounce, Pause, Nurture or Wait?

Smashmouth Marketing

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. Nigel Edelshain : "My instinct so far is call or email soon with some value-add (since leads go South fast) but not make direct reference to your tracking for fear of scaring them off.". Since then we've had a great experience using it.