Smashmouth Marketing

DECEMBER 1, 2010

Vendors can deliver their message themselves, or they can put customers or industry experts on stage to do it for them. I challenge all the vendors -- bring value to the audience. Tips for earning respect as a vendor: Consider using industry experts and/or customers to present your message. That said, we want to hear value.

Vendors 100

Vendors Lead Scoring Lead Ranking Event Marketing 100

Smashmouth Marketing

AUGUST 4, 2009

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. Don't let the vendor logo fool you, this is a document that is a must read for all demand generation professionals. What I found most useful were the examples of calculating the ROI of Lead Nurturing. It's a must read.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

AUGUST 3, 2009

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. Quality Vendor. Quality Vendor.

Marketing Management 100

Marketing Management Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

AUGUST 3, 2009

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 100

Marketing Management Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

APRIL 6, 2010

Someone asked me recently where the Green in Green Leads came from? Green Leads has been buying carbon offsets over the past year as a way to reduce our own carbon footprint. Green Leads will be making these carbon offset purchases through CarbonFund.org and will post a chart on our blog to track the impact we've made over time.

Vendors 100

Vendors Lead Gen Purchase B2B Sales 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. The difference, and the reason for the call, is that he wants more meetings per month, but the other vendor is " dictating the pace " at which he gets them. Was I dreaming? Did I hear that right?

Lead Gen 100

Lead Gen Work Management Companies Marketing Qualified Leads 100

Smashmouth Marketing

AUGUST 4, 2009

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. Don't let the vendor logo fool you, this is a document that is a must read for all demand generation professionals. What I found most useful were the examples of calculating the ROI of Lead Nurturing. It's a must read.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

MARCH 16, 2010

View of the Shawsheen River at Rt 133 from Green Leads' parking lot Those of you living in New England know that the past four days have been brutal, with constant rain, the White Mountains melting and all of it heading downhill towards towns like Andover. A flood of leads! Have a vendor ready to turn on at a moment's notice.

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? In general, it is becoming more the norm to begin a relationship by phone.

Lead Gen 100

Lead Gen Leads Lead Marketing Qualified Leads 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. When I was recently at the Sales 2.0 It has become pervasive, and respected, to do business this way.

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. When I was recently at the Sales 2.0 It has become pervasive, and respected, to do business this way.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

DECEMBER 30, 2008

Lead generation in the world of b2b can be enhanced by social media, especially with early adopters, techies, and the net-gen crowd. Call it Lead Gen 2.0, but in my opinion it is just traditional lead generation, demand creation and marketing with some new twists. Social media is all the rage right now, and it should be.

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

DECEMBER 30, 2008

Lead generation in the world of b2b can be enhanced by social media, especially with early adopters, techies and the net-gen crowd. Call it Lead Gen 2.0, but in my opinion it is just traditional lead generation, demand creation and marketing with some new twists. Target Them - We can't just wait for the inbound leads to show up.

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

APRIL 22, 2010

If you see something that needs a tweak, stay productive while you are tweaking or have your vendor/team work on something complementary to the project while you make that quick adjustment. Did the email sent result in a clickthrough? React - Make that adjustment -- but adjust, don't start and stop.

Lead Gen 100

Lead Gen Campaigns Clickthrough Budget Programs 100

Smashmouth Marketing

NOVEMBER 20, 2013

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. Vendors - Odds are that if your marketing vendors are here. It''s exercise!

CMO 100

CMO Lead Gen Vendors Conference 100

Smashmouth Marketing

AUGUST 17, 2009

At one time or another, I've been asked by demand gen folks, Green Leads' clients and prospects, "So you JUST get meetings with C/VP level executives?" Final side note: Male respondents were 30% more likely to meet with a vendor than female respondents. What makes a sales ready lead ? The numbers didn't surprise us.

Stats 100

Stats B2B Vendors B2B Sales 100

Smashmouth Marketing

AUGUST 12, 2009

At one time or another, I've been asked by demand gen folks, Green Leads' clients and prospects, "So you set b2b appointments only with C/VP level executives?" Executive Summary : 1/3 of C/VP level executives refer new vendors to Dir/Mgr for intro meetings. What makes sales ready leads ? So a LinkedIn Poll was in order.

Stats 100

Stats B2B Vendors Opinions 100

Smashmouth Marketing

MAY 18, 2009

As you know, Green Leads provides services in an outsourced model. My initial thoughts are that in a pay-for-performance model where the vendor is being compensated for leads delivered, appointments completed or sales closed, there might be more acceptance of an outsourced approach. Have you seen many companies mix the two?

Top of Funnel 100

Top of Funnel Budget Programs Lead Ranking Vendors 100

Smashmouth Marketing

MAY 5, 2009

As you know, Green Leads provides services in an outsourced model. My initial thoughts are that in a pay-for-performance model where the vendor is being compensated for leads delivered, appointments completed or sales closed, there might be more acceptance of an outsourced approach. Have you seen many companies mix the two?

Top of Funnel 100

Top of Funnel Budget Programs Lead Ranking Vendors 100

Smashmouth Marketing

MARCH 1, 2010

Interestingly, if Green Leads did this for our clients we would soon be one a B2B Appointment Setting Vendor that had a tainted reputation. I'm sure they are selling the appointment for far more, and the vendor is suffering from ROI-paralysis. My week is comprised of 5-8 appointments per day. How low can you go?

Ad brokers 100

Ad brokers Vendors Advertising Mediums Conference 100

Smashmouth Marketing

NOVEMBER 22, 2009

Interestingly, if Green Leads did this for our clients we would soon be one a B2B Appointment Setting Vendor that had a tainted reputation. I'm sure they are selling the appointment for far more, and the vendor is suffering from ROI-paralysis. My week is comprised of 5-8 appointments per day. How low can you go?

Ad brokers 100

Ad brokers Vendors Advertising Mediums Conference 100

Smashmouth Marketing

MARCH 29, 2010

Over the past four months Green Leads has been starting new reps on the first Monday of each month. Green Leads Culture - People fitting in is a big part of our success strategy. Conversational Selling - Boiler rooms don't have conversations, and Green Leads is no boiler room. Prospects communicate with vendors differently.

Training 100

Training Demand Generation Demand B2B Sales 100

Smashmouth Marketing

DECEMBER 29, 2008

Several readers and fans have asked before, what is with the "Green" in Green Leads ? What does b2b lead generation have to do with being green? This post isn't about Green Leads though, it is about Green Marketing and how markets react to it. For the b2b lead gen industry, that is unheard of.

Social Marketing 100

Social Marketing B2B Marketing Social Media Planning 100

Smashmouth Marketing

DECEMBER 28, 2008

Several readers and fans have asked before, what is with the "Green" in Green Leads ? What does b2b lead generation have to do with being green? This post isn't about Green Leads though, it is about Green Marketing and how markets react to it. For the b2b lead gen industry, that is unheard of.

Social Marketing 100

Social Marketing B2B Marketing Social Media Planning 100

Smashmouth Marketing

JUNE 15, 2009

37% of prospects that were nurtured move on to further sales activity from an introductory meeting -- 12% hig her than those not nurtured As you all know, Green Leads is in the b2b appointment setting business. Inbound leads as a result of the nurturing campaign were routed to their inside sales team.

Work Management 100

Work Management Marketing Management B2B Lead Gen 100

Smashmouth Marketing

AUGUST 12, 2009

It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. It leads me to continue the debate.when I hear that noise, do I pick up the phone and POUNCE ? Tags: reviews lead nurturing marketing automation demand marketing sales2.0 sales genius.

Marketing Automation Services 100

Marketing Automation Services Sales Genius Lead Scoring Lead Ranking 100

Smashmouth Marketing

JANUARY 31, 2009

Marketing vendors (agencies, PR firms, consultants, list brokers, you name it) have for decades, and occasionally still today, been treated by some with disdain - a necessary evil. This one paragraph gave me the courage, as a vendor, to structure a relationship that is still, almost 20 years later, benefiting both companies.

Work Management 100

Work Management Demand Generation Agencies Marketing Management List Brokers 100

Smashmouth Marketing

JANUARY 15, 2009

Marketing vendors (agencies, PR firms, consultants, list brokers - you name it) have for decades, and occasionally still today, been treated by some with disdain - a necessary evil. This one paragraph gave me the courage, as a vendor, to structure a relationship that is still, almost 20 years later, benefiting both companies.

Work Management 100

Work Management Demand Generation Agencies Marketing Management List Brokers 100

Smashmouth Marketing

AUGUST 10, 2009

It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. It leads me to continue the debate.when I hear that noise, do I pick up the phone and POUNCE ? The product is so rich in features that this article alone will not do it justice. you get the picture).

Marketing Automation Services 100

Marketing Automation Services Product Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 10, 2009

It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. It leads me to continue the debate.when I hear that noise, do I pick up the phone and POUNCE ? The product is so rich in features that this article alone will not do it justice. you get the picture).

Marketing Automation Services 100

Marketing Automation Services Lead Scoring Lead Ranking Sales Qualified Leads 100

Smashmouth Marketing

AUGUST 19, 2009

relevancy -- just a little fun ;) For years the world of b2b marketing has used outbound marketing as a source of lead generation. Services such as appointment setting, lead generation and list development are pervasive and a very common tool in the demand gen arsenal. Classic inbound marketing.

Inbound Marketing 100

Inbound Marketing Marketing Automation Services Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 18, 2009

For years the world of b2b marketing has used outbound marketing as a source of lead generation. Services such as appointment setting, lead generation and list development are pervasive and a very common tool in the demand gen arsenal. In fact, those warm ones have the highest lead scores in most systems.

Inbound Marketing 100

Inbound Marketing Marketing Automation Services Lead Scoring Lead Ranking 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. Tags: lead gen marketing appointments sales2.0 When I was recently at the Sales 2.0 Don't over-sell.

Lead Gen 100

Lead Gen Marketing Management Conference Advertising Agencies 100

Smashmouth Marketing

JUNE 19, 2009

As you all know, Green Leads is in the b2b appointment setting business. Inbound leads as a result of the nurturing campaign were routed to their inside sales team. Since then, five of our clients have started feeding us nurtured leads to augment traditional raw names. We were converting them to meetings at astonishing rates.

Work Management 100

Work Management B2B Best Practices Stats 100

Smashmouth Marketing

NOVEMBER 17, 2010

Use these opportunities to work with good outsourced vendors. They aren't specialists at lead gen and appointment setting just because they stumbled upon it--they have a playbook that works and they are experts at what they do. Don't be afraid to look outside of your own organization. Take advantage of it.

Planning 100

Planning Paid Search Agency Buyer Personas Lead Gen 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. When I was recently at the Sales 2.0 It has become pervasive, and respected, to do business this way.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

SEPTEMBER 22, 2009

Emily is responsible for managing lead processing, lead scoring, nurture programs and reporting metrics. Mike: Emily, you’re speaking at MarketingSherpa on the topic of Lead Scoring. What are some simple ways to do Lead Scoring? and activity before the leads ever go to a Sales Rep.

Lead Scoring 100

Lead Scoring Lead Ranking Enterprise Management Work Management 100