Smashmouth Marketing

OCTOBER 1, 2021

Send them a gift: This is really an excuse to get a whitepaper or ebook in front of them, but if you have some branded swag lying around, why not send it out to a prospective customer. Things that can live on their desk and be subconscious reminders of your service or product are strong options to include in these packages.

Sales Qualified Leads 187

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Ideal Customer Profiles 187

Smashmouth Marketing

AUGUST 23, 2013

In the world of sales, selling doesn''t start until a conversation starts with the prospect. The prospect is typically educated more than an outbound generated lead, they are thinking about the topic that your product or service addresses, and the time is fresh to start the conversation. It streamlines the process.

Cold Calling 100

Cold Calling Hubspot Lead Ranking Lead Scoring 100

Smashmouth Marketing

APRIL 21, 2011

Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? B) Nurturable Activity: the meeting was with a prospect that had the right decision maker profile, and it has potential, but needs nurturing over time. Many would say yes, but the data begs to differ.

ROI 100

ROI Conference Budget Programs Ideal Customer Profiles 100

Smashmouth Marketing

SEPTEMBER 8, 2009

Lee Levitt is the Program Director for the service and is speaking with sales leaders, clients, and prospects constantly. The primary component is improved processes. With a healthy focus on what works and what needs improving in the sales organization, executives can identify the processes that must be improved. Conference.

Conference 100

Conference B2B Sales Paid Search Agency Marketing Prospects 100

Smashmouth Marketing

SEPTEMBER 8, 2009

Lee Levitt is the Program Director for the service and is speaking with sales leaders, clients and prospects constantly. The primary component is improved processes.With a healthy focus on what works and what needs improving in the sales organization, executives can identify the processes that must be improved. Conference.

Conference 100

Conference B2B Sales Paid Search Agency B2B Marketing 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. Jill is a master saleswoman, and she artfully delivers a message to improve the sales processes of her readers.

B2B Sales 100

B2B Sales B2B Marketing Emarketing B2B 100

Smashmouth Marketing

AUGUST 10, 2009

This provides a the ability to create logical processes of conditions, actions, and communications that together can walk a prospect through the nurturing and selling process. Consider this example. you get the picture). It all means greater Marketing success and more closed deals for Sales.".

Marketing Automation Services 100

Marketing Automation Services Product Lead Ranking Lead Scoring 100

Smashmouth Marketing

AUGUST 10, 2009

This provides a the ability to create logical processes of conditions, actions, and communications that together can walk a prospect through the nurturing and selling process. Consider this example. you get the picture). It all means greater Marketing success and more closed deals for Sales.".

Marketing Automation Services 100

Marketing Automation Services Lead Ranking Lead Scoring Sales Qualified Leads 100

Smashmouth Marketing

FEBRUARY 17, 2011

They want people to guide them through the process. Me: "The sales process doesn't start until a conversation with a prospect does." Balance your programs with a good dose of outbound marketing activity ( appointment setting , qualified lead gen , traditional telesales).

Demand 100

Demand Top of Funnel Demand Generation Agencies 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. means that we have to evolve.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads WOM Word of Mouth 100

Smashmouth Marketing

AUGUST 12, 2009

This provides a the ability to create logical processes of conditions, actions, and communications that together can walk a prospect through the nurturing and selling process. Consider this example. From there the rep can link to the contact's history -- what emails have they received, and what actions have they taken.

Marketing Automation Services 100

Marketing Automation Services Sales Genius Lead Ranking Lead Scoring 100

Smashmouth Marketing

JUNE 30, 2009

Blog Marketing - Writing a blog for business purposes isn't just a process of putting thoughts on the internet. Cold Calling - delivering a message to someone in a cold call is a process. Many people misunderstand the process of a cold call and lose the attention of the prospect. The same three pillars apply. Enough said.

Relevance 100

Relevance Cold Calling Demand B2B Marketing 100

Smashmouth Marketing

JUNE 26, 2009

Blog Marketing - Writing a blog for business purposes isn't just a process of putting thoughts on the internet. Cold Calling - delivering a message to someone in a cold call is a process. Many people misunderstand the process of a cold call and lose the attention of the prospect. The same three pillars apply. Enough said.

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. Enterprise adds marketing automation features such as lead scoring and automated lead conversion as well as advanced process design using the workflow design tool.

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. Enterprise adds marketing automation features such as lead scoring and automated lead conversion as well as advanced process design using the workflow design tool.

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. Enterprise adds marketing automation features such as lead scoring and automated lead conversion as well as advanced process design using the workflow design tool.

Leadlander 100

Leadlander Marketing Automation Services Salesforce.com Lead Ranking 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

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

SEPTEMBER 28, 2009

Operating in the world of phone prospecting and sales activity, we've seen three things in the market that support this trend: The experience of the average inside rep is far more than it was even 5 years ago. Companies are investing in the line item of inside sales/telemarketing as more of a strategy than a support activity.

Telemarketing 100

Telemarketing Deliverability Inbound Marketing Paid Search Agency 100

Smashmouth Marketing

SEPTEMBER 28, 2009

As buyers become savvier and inbound marketing demands increase, he said, "We see our clients' outbound demand generation initiatives augmenting the process to provide sales with intelligent leads that fully meet the criteria for direct sales involvement. What are your thoughts regarding increased investment in inside sales?

Cold Calling 100

Cold Calling Telemarketing Inbound Marketing B2B Sales 100

Smashmouth Marketing

AUGUST 4, 2009

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. It's filled with useful information, starting with the basics and then working to the advanced.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

AUGUST 4, 2009

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. It's filled with useful information, starting with the basics and then working to the advanced.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 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?” ” That's the $64,000 question.

Jigsaw 100

Jigsaw B2B B2B Sales Class 100

Smashmouth Marketing

JUNE 19, 2009

37% of prospects that were nurtured move on to further sales activity from an introductory meeting -- 12% higher than those not nurtured. In two cases, they outsource the management of the nurturing process to us. Ongoing branding to prospects nurtured is significantly higher than those not nurtured.

Work Management 100

Work Management B2B Best Practices Stats 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. In two cases, they outsource the management of the nurturing process to us.

Work Management 100

Work Management Marketing Management B2B Lead Gen 100

Smashmouth Marketing

JUNE 23, 2009

Also unanimous was that whatever the style or timing of the followup that is made, it better be valuable for the prospect. Miles Austin : "A bit of discussion that gathers a better understanding of the urgency and motivation for their contact, their selection process and time-frame, etc. The buyer designs the sales process.".

Leadlander 100

Leadlander Lead Ranking Lead Scoring Leads 100

Smashmouth Marketing

SEPTEMBER 17, 2009

You still have to get them to engage in the sales process. You can't take the outbound work totally out of the process. The outbound marketers got the prospects to engage. And they don't all come calling for appointments with your sales reps. You still have to work them, nurture them, and call them. It's a team effort.

Inbound Marketing 100

Inbound Marketing Jigsaw Lead Ranking Lead Scoring 100

Smashmouth Marketing

JUNE 22, 2009

Also unanimous was that whatever the style or timing of the followup that is made, it better be valuable for the prospect. Miles Austin : "A bit of discussion that gathers a better understanding of the urgency and motivation for their contact, their selection process and time-frame, etc. The buyer designs the sales process."

Leadlander 100

Leadlander Lead Ranking Lead Scoring Leads 100

Smashmouth Marketing

MARCH 29, 2010

Buyers don't get sold to any more; they are sophisticated and want to control their buying decisions and process. Prospects communicate with vendors differently. The changes are subtle, but having our reps understand them is key to their ability to play in the executive level prospect sandbox.

Training 100

Training Demand Generation Demand B2B Sales 100

Smashmouth Marketing

NOVEMBER 17, 2010

In a race to fix the problem (especially if it's a big one) we can neglect the evaluation process: Did you target the wrong audience with the "right" message? Was the content or offer valuable to the prospects?". Did you target the right audience, period? Did you take the time to put your buyer personas together?

Planning 100

Planning Paid Search Agency Buyer Personas Lead Gen 100

Smashmouth Marketing

APRIL 1, 2010

In a previous blog article, I shared poll results showing C Level prospects being more than willing to take their first introductory appointment by phone. 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? What should be the goal for meeting number two ?

Lead Gen 100

Lead Gen Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

NOVEMBER 19, 2009

Here's the process we went through; I recommend you pay attention to the "homework" parts: Pre-Project Education -- We went through all sorts of webinars, videos and documents on Hubspot's site. Treat inbound leads as the ultimate prospect lists. Engage with that prospect, then get the sale. Dial the phone. Send the emails.

Inbound Marketing 100

Inbound Marketing Hubspot Product Lead Ranking 100

Smashmouth Marketing

DECEMBER 30, 2008

Bring Value - More executives have stated that they tend to buy from vendors that bring value to them in the marketing and sales process. Most are backed up by some form of lead collection/screening process and the leads are for sale. These services are available or your own inside team can do it. Engage in a conversation.

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

DECEMBER 30, 2008

Bring Value - More executives have stated that they tend to buy from vendors that bring value to them in the marketing and sales process. Most are backed up by some form of lead collection/screening process and the leads are for sale. These services are available or your own inside team can do it. Engage in a conversation.

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

AUGUST 31, 2009

Kevin: We've used a combination of training and operational process and more importantly linked the two. A good sales person needs face-to-face time with a prospect. A C/VP level appointment kick starts the process. Let me explain. We use a specific knowledge elicitation technique for conducting conversations with customers.

Conference 100

Conference Forecasting B2B Thought Leadership Thought Leadership 100

Smashmouth Marketing

AUGUST 31, 2009

Kevin: We've used a combination of training and operational process and more importantly linked the two. A good sales person needs face-to-face time with a prospect. A C/VP level appointment kick starts the process. Let me explain. We use a specific knowledge elicitation technique for conducting conversations with customers.

Conference 100

Conference B2B Thought Leadership Forecasting B2B Sales 100

Smashmouth Marketing

MAY 18, 2009

For a company that has a long sales cycle with multiple touch points with the prospect it might make more sense to build the function in house because you are building a long term relationship with the prospect and you want continuity.

Top of Funnel 100

Top of Funnel Budget Programs Lead Ranking Vendors 100