Smashmouth Marketing

JUNE 4, 2019

Don't dial until the list can be worked top-to-bottom in one sweep without a struggle. Use them to work smarter. This is the most common time of day for prospects to be in a meeting. Remove bad contacts, or research and replace them. If you find they get in the way when you are in power-dial mode, clean the desktop (next tip).

Practices 108

Practices Best Practices Lead Gen Zoominfo 108

Smashmouth Marketing

JULY 9, 2019

Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. 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

AUGUST 26, 2013

Sales people now have actionable intelligence from the prospect. the prospect may be sitting at their desk, or at least not occupied with other activites. Brilliant work HubSpot! Note: The email open notification only works if the prospect has "display images" enabled. It also tells you one other fact.

Hubspot 100

Hubspot Product Linkedin B2B Sales 100

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. Know your history. Score your inbound leads.

Cold Calling 100

Cold Calling Hubspot Lead Scoring Lead Ranking 100

Smashmouth Marketing

NOVEMBER 20, 2013

Come see what''s working. Network - Meeting new people, prospects and network contacts. Reunions - I walked into Moscone West and five minutes after I got my badge I met someone I worked with 13 years ago. Being on your feet all day works the core. Learn - Study new marketing techniques. Networking goodness!

CMO 100

CMO Lead Gen Vendors Conference 100

Smashmouth Marketing

JANUARY 25, 2017

In the old pure outbound model, they could get credit for meetings they set from outbound prospecting. damphoux : There are Marketers and there are prospecting Sales Development Reps, how do you see each operating in an Account Based Everything model? That said, they will still spend 75% of their time on outbound. TOPO Summit ?

Account Based Marketing 0

Account Based Marketing Lead Ranking Cross-Selling Enterprise Management 0

Smashmouth Marketing

JULY 16, 2014

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

Lead Gen 100

Lead Gen Tips Leads Lead 100

Smashmouth Marketing

MARCH 10, 2011

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. They just don't work any longer and they're not helping anybody succeed at generating quality b2b leads.

Lead Gen 100

Lead Gen Lead Scoring Lead Ranking Telemarketing 100

Smashmouth Marketing

JUNE 17, 2010

You're able to see your active leads, broken down by active companies, active prospects, and qualified leads. That's great, but as I'm thinking about it, how exactly does this work? How does it determine whether or not one of my prospects is showing "genuine interest? This can also include lead score.

ActiveConversion 100

ActiveConversion Jigsaw Demand Product 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. Combined with other tools such as LeadLander, LivePerson and Salesforce, the average sales exec can be armed to the teeth with the tools to track, nurture and accelerate the close of prospects.

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. Remember, prospects want to sell themselves nowadays, but it's our job as marketers and sales people to accelerate that process or educate them along the way. Does it work?

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. Remember, prospects want to sell themselves nowadays, but it's our job as marketers and sales people to accelerate that process or educate them along the way. Does it work?

Leadlander 100

Leadlander Marketing Automation Services Salesforce.com Lead Scoring 100

Smashmouth Marketing

SEPTEMBER 10, 2010

Well, I’ve had the pleasure of working with a lot of Business Development Reps over the years, and I wanted to share with you some of their “All-Star” outbound calling tips. Simply ask the prospects. Bill - Make sure you let the prospect know that an admin referred you. Mira - Repetition has its benefits.

Tips 100

Tips Peer-to-peer Cold Calling Press 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. 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. The primary component is improved processes.

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

FEBRUARY 17, 2011

We talked a lot about what isn't working in b2b demand generation, and shared some stories about things that are working. Me: "The sales process doesn't start until a conversation with a prospect does." It was a great discussion. They want people to guide them through the process.

Demand 100

Demand Top of Funnel Demand Generation Agencies Lead Gen 100

Smashmouth Marketing

OCTOBER 12, 2009

We had a prospect ask this past month to give her 10 reasons to work with Green Leads. My favorite: social media techniques augment cold calling - warm calling converts more of your prospects into qualified opportunities. It was an interesting request, but we took it on with a twist. Thought I'd share it.

Demand 100

Demand Cold Calling Sales Qualified Leads High Quality Lead 100

Smashmouth Marketing

JANUARY 7, 2010

Yesterday I was using ConnectAndSell as a training tool and had one of our BDRs (Business Development Reps) live and working a list and three others listening in and critiquing. He was the perfect target for the client we were working on, but he was reluctant to keep the conversation going. He had o bjection after objection.

Lead Gen 100

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 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. They were still getting the same amount of meetings, but they were right, we were all working harder, and we were consuming bigger and bigger lists to achieve the same numbers.

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. Then, a third client asked what we were doing different because their penetration numbers were increasing.

Work Management 100

Work Management Marketing Management B2B Lead Gen 100

Smashmouth Marketing

AUGUST 30, 2009

In the current economic climate everyone is being asked to do more with less—and so there’s increased focus on getting previously silo’d departments working from the same playbook so they can be more efficient, more productive and ultimately more results focused. Mike: Demand gen marketers work hard to generate sales leads, how is Sales 2.0

Conference 100

Conference Top of Funnel Barriers B2B Sales 100

Smashmouth Marketing

AUGUST 29, 2009

In the current economic climate everyone is being asked to do more with less—and so there’s increased focus on getting previously silo’d departments working from the same playbook so they can be more efficient, more productive and ultimately more results focused. Mike: Demand gen marketers work hard to generate sales leads, how is Sales 2.0

Conference 100

Conference Top of Funnel B2B Sales Barriers 100

Smashmouth Marketing

AUGUST 10, 2009

Since then, we've had the opportunity to work with and evaluate Genius Enterprise. 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. In the Smashmouth Review of Genius.com Part 1 , we focused on Genius Pro.

Marketing Automation Services 100

Marketing Automation Services Product Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 10, 2009

Since then, we've had the opportunity to work with and evaluate Genius Enterprise. 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. In the Smashmouth Review of Genius.com Part 1 , we focused on Genius Pro.

Marketing Automation Services 100

Marketing Automation Services Lead Scoring Lead Ranking Sales Qualified Leads 100

Smashmouth Marketing

AUGUST 4, 2009

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

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?” Old school call center tactics work, but need adjustments.

Jigsaw 100

Jigsaw B2B B2B Sales Class 100

Smashmouth Marketing

AUGUST 12, 2009

Since then, we've had the opportunity to work with and evaluate Genius Enterprise. 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. In the Smashmouth Review of Genius.com Part 1 , we focused on Genius Pro.

Marketing Automation Services 100

Marketing Automation Services Sales Genius Lead Scoring 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

AUGUST 4, 2009

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

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

NOVEMBER 8, 2010

Meetings are Everywhere," he said, "All that work we do in B2B goes into getting a meeting.". world--as it pertains to meetings: Selling doesn't start until Sales is meeting with a Prospect. Stewart , Senior Vice President, Collaboration Technology Services of PGi , opened up with his overall theme of "Meetings". Deals are closed.

Conference 100

Conference B2B Sales Trust Marketing Twitter 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

JULY 12, 2010

Fewer people working, right? If our prospects are in the office more, so we should be. Use that to your advantage and get yourself time in front of your top prospects. Lead gen is about pipeline too, and working hard during the summer sets up the fall for success as well. It makes some sense, right? Sounds good?

Lead Generation 100

Lead Generation Generation Leads Lead 100

Smashmouth Marketing

OCTOBER 28, 2009

We soon realized that the overlaps and gaps between us were obvious enough and that there are enough prospects and clients in the universe that we can actually benefit by the relationships. Frankly, when I hear prospects and clients share these negative stories, I ask them why they think others have to resort to sales tactics such as those?

Lead Generation 100

Lead Generation Lead Scoring Lead Ranking Tips 100

Smashmouth Marketing

OCTOBER 28, 2009

We soon realized that the overlaps and gaps between us were obvious enough and that there are enough prospects and clients in the universe that we can actually benefit by the relationships. Frankly, when I hear prospects and clients share these negative stories, I ask them why they think others have to resort to sales tactics such as those?

Lead Generation 100

Lead Generation Lead Scoring Lead Ranking Tips 100

Smashmouth Marketing

NOVEMBER 19, 2009

I recommend that you don't peek at the work in progress until it gets a good deal of the way there. You'll want to tweak things and until the team is complete, you'll probably throw wrenches in the works. After a few weeks of tweaking and working on content, Kyle said "Go live, man!" Six hours later the first lead came in.

Inbound Marketing 100

Inbound Marketing Hubspot Product Lead Scoring 100

Smashmouth Marketing

DECEMBER 14, 2008

Prospects aren't available during the holidays : Prospects aren't traveling. They are working and planning for next year. My sales team is too busy in December : No sales team is ever too busy to take on more new prospects. Should sales momentum ever be paused? They are thinking about new ideas.

Planning 100

Planning B2B Marketing Budget Programs Cold Calling 100

Smashmouth Marketing

DECEMBER 3, 2008

Prospects aren't available during the holidays : Prospects aren't traveling. They are working and planning for next year. My sales team is too busy in December : No sales team is ever too busy to take on more new prospects. Should sales momentum ever be paused? They are thinking about new ideas.

Planning 100

Planning B2B Marketing Budget Programs Cold Calling 100