Smashmouth Marketing

SEPTEMBER 25, 2019

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. 32% Definitely. 17% Somewhat.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

SEPTEMBER 25, 2019

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. 32% Definitely. 17% Somewhat.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

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. More Lead Generation Tips. It got me thinking.

Lead Generation 100

Lead Generation Tips Lead Gen Generation 100

Smashmouth Marketing

AUGUST 28, 2019

Most sales people today have found that using LinkedIn as a research tool to identify specific prospects has been a fantastic way to find the needle in a haystack of potential leads. Just three more clicks according to Green Leads' BDR Mira. If you have any LinkedIn tips, or Lead Gen Tips in general, please share them.

Lead Gen 100

Lead Gen Linkedin Tips Leads 100

Smashmouth Marketing

DECEMBER 4, 2020

As regular as Halloween and football, this time of year Green Leads usually hears the following questions from both new and existing clients. 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.

Planning 149

Planning B2B Marketing Budget Programs Cold Calling 149

Smashmouth Marketing

DECEMBER 2, 2009

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. This is my desired curve.

Lead Gen 100

Lead Gen Leads Lead Marketing Qualified Leads 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.” They are all about helping out a certain niche of prospect. It’s perfect.

User-Generated Content 100

User-Generated Content Tagging Lead Generation Consulting 100

Smashmouth Marketing

DECEMBER 24, 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.”. They are all about helping out a certain niche of prospect.

User-Generated Content 100

User-Generated Content Lead Generation Consulting Marketing Prospects 100

Smashmouth Marketing

MARCH 25, 2009

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. It's easier to cancel or move a meeting when a prospect knows there are no plane tickets involved.

Lead Gen 100

Lead Gen Marketing Management Conference Advertising Agencies 100

Smashmouth Marketing

MARCH 27, 2009

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. 32% Definitely. 17% Somewhat.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

AUGUST 4, 2009

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. 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. What I found most useful were the examples of calculating the ROI of Lead Nurturing.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

JULY 16, 2009

When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". What if you could get your sales team to NEVER say "Leads Suck"? There are lots of terms describing leads. Marketing Qualified Lead (MQL), Sales Qualified Lead (SQL), Sales Accepted Lead (?),

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 100

Smashmouth Marketing

JUNE 21, 2010

What about your B2B sales and marketing blog, though? Are you on the verge of "blowing it" and driving prospects to competitors, or losing your industry leader status? Not to mention SEO and Lead Generation. I read 20-40 of them a day, do they need improvement?

Lead Generation 100

Lead Generation B2B Sales B2B Marketing Generation 100

Smashmouth Marketing

AUGUST 4, 2009

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. 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. What I found most useful were the examples of calculating the ROI of Lead Nurturing.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

JULY 3, 2009

When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". What if you could get your sales team to NEVER say "Leads Suck"? There are lots of terms describing leads. Marketing Qualified Lead (MQL), Sales Qualified Lead (SQL), Sales Accepted Lead (?),

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 100

Smashmouth Marketing

JULY 16, 2014

Folks, that''s one of the biggest myths in lead gen. Nuggets: The prospect''s cell number, the assistant''s name and number, and his trusted underling''s email address. The song is over and I remembered all the times I heard inside sales reps complain that "It''s summer, nobody''s working.". Let''s take a look.

Lead Gen 100

Lead Gen Tips Leads Lead 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. 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

MARCH 19, 2009

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. It lead to me reposting the original article, and then to my responding to several questions by email asking me to elaborate. What is Lead Equity?

Lead Scoring 100

Lead Scoring Lead Ranking Leads Lead 100

Smashmouth Marketing

MARCH 19, 2009

I woke up this morning to these three tweets relating to @nivenor1 's recent market2lead blog post titled: The SCOTSMAN vs. BANT for Effective Lead Management nivenor1 : New post about BANT vs. The SCOTSMAN on our blog [link] , now its off to Guatemala for 10 days! This CMO is in an emerging technology market marketing to b2b audience.

Lead Scoring 100

Lead Scoring Lead Ranking Market2Lead Leads 100

Smashmouth Marketing

JANUARY 7, 2010

Then after 5 minutes or so, the prospect accepted the meeting and offered to bring two of his direct reports. Was Yogi Berra hip to outbound marketing? If you don't know, tell a prospect you don't know. Can I line up a conversation between you and Mr. Just stop selling and listen to your prospects. He kept him talking.

Lead Gen 100

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 100

Smashmouth Marketing

MARCH 3, 2009

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. It lead to me reposting the original article, and then to my responding to several questions by email asking me to elaborate. What is Lead Equity?

Lead Scoring 100

Lead Scoring Lead Ranking Leads Lead 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

OCTOBER 28, 2009

Robert Lesser of Direct Impact Marketing Acquiring Minds blog. Brian Carroll of Intouch: B2B Lead Generation blog. We each have two obvious things in common: We are bloggers and we are lead gen practitioners. You can all maintain a more professional presence in the market, and long-term you will all benefit.

Lead Generation 100

Lead Generation Lead Scoring Lead Ranking Tips 100

Smashmouth Marketing

OCTOBER 28, 2009

Robert Lesser of Direct Impact Marketing Acquiring Minds blog. Brian Carroll of Intouch: B2B Lead Generation blog. We each have two obvious things in common: We are bloggers and we are lead gen practitioners. You can all maintain a more professional presence in the market, and long-term you will all benefit.

Lead Generation 100

Lead Generation Lead Scoring Lead Ranking Tips 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 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. See the breakdown to the right just for Marketing contacts.

Jigsaw 100

Jigsaw Product Marketing Management Salesforce.com 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. I've been known to say " The sales process doesn't start until a conversation with a prospect does ". And in Lead Gen, especially b2b appointment setting , the goal is to get the conversation started.

Allocation 105

Allocation Lead Gen Sales Cycle B2B Sales 105

Smashmouth Marketing

DECEMBER 10, 2009

We hear this all the time, even from our own reps when they are having a slow week: "December is terrible for lead gen. 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

MARCH 9, 2009

I woke up this morning to these three tweets relating to @nivenor1 's recent market2lead blog post titled: The SCOTSMAN vs. BANT for Effective Lead Management. brianjcarroll : Read post by @nivenor1 : SCOTSMAN vs. BANT for Effective Lead Management asserts "BANT" isn't enough. Does all this mean throw lead scoring out the window?

Lead Scoring 100

Lead Scoring Lead Ranking Market2Lead Leads 100

Smashmouth Marketing

FEBRUARY 18, 2022

Watch them when a prospect hangs up on them. You'd be surprised at how many people out there have become reliant on warm leads, or trade show attendees in terms of putting their outbound marketing lists together. When you get the opportunity to sit in on calls, make the most of it. Watch them when they get blown off the line.

Vendors 194

Vendors Cold Calling B2B B2B Sales 194

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

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 ? 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. Although, see Jigsaw, below.

B2B Sales 100

B2B Sales Sales Leads Jigsaw Sales Qualified 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 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

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." Lead with leaders. I happen to be a member of that tribe.

Lead Gen 100

Lead Gen Elasticity Ad Building B2B Thought Leadership 100

Smashmouth Marketing

OCTOBER 1, 2009

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. More Lead Generation Tips. It got me thinking.

Lead Generation 100

Lead Generation Tips Lead Gen Generation 100

Smashmouth Marketing

JULY 12, 2010

I started penning this piece about summer last week when AG Salesworks published a great article touching on some of the tactical issues of lead gen in the summer. The implication for those of us in the B2B lead generation business is crystal clear: DO NOT SLOW DOWN. If our prospects are in the office more, so we should be.

Lead Generation 100

Lead Generation Generation Leads Lead 100