Smashmouth Marketing

SEPTEMBER 8, 2009

With a healthy focus on what works and what needs improving in the sales organization, executives can identify the processes that must be improved. Lee: Marketing activities must seek to answer the questions posed by the prospect or customer: "Why are you sitting in my office now? The primary component is improved processes.

Conference 100

Conference B2B Sales Paid Search Agency Marketing Prospects 100

Smashmouth Marketing

SEPTEMBER 8, 2009

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. Lee: Marketing activities must seek to answer the questions posed by the prospect or customer: "Why are you sitting in my office now?

Conference 100

Conference B2B Sales Paid Search Agency B2B Marketing 100

Smashmouth Marketing

JUNE 28, 2010

Although she spoke about Tools, her real message wasn't about tools as much as it was about use, and ways of working. It Gerhard Gschwandtner , the conference host,captures it with a question to Polly, "so it's about a mindset?" How it will change the way they work Challenge yourself to identify where efficiencies can be gained.

Conference 100

Conference Salesforce.com Organic Leads Efficiency 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

AUGUST 30, 2009

The question is how can B2B Sales and Marketing organizations take advantage of the social media revolution to better engage with their customers and close more deals? Mike: Demand gen marketers work hard to generate sales leads, how is Sales 2.0 There are 275 million blogs and 43 million LinkedIn users. Each day there are 1.9

Conference 100

Conference Top of Funnel Barriers B2B Sales 100

Smashmouth Marketing

AUGUST 29, 2009

The question is how can B2B Sales and Marketing organizations take advantage of the social media revolution to better engage with their customers and close more deals? Mike: Demand gen marketers work hard to generate sales leads, how is Sales 2.0 There are 275 million blogs and 43 million LinkedIn users. Each day there are 1.9

Conference 100

Conference Top of Funnel B2B Sales Barriers 100

Smashmouth Marketing

NOVEMBER 17, 2010

In a perfect world, all of our marketing efforts work exactly to plan, don't they? When you think you've asked all the questions, it's time to go back and ask some more. Use these opportunities to work with good outsourced vendors. Sometimes, they're going to fail miserabley. No stone is to be left unturned.

Planning 100

Planning Paid Search Agency Buyer Personas Lead Gen 100

Smashmouth Marketing

DECEMBER 26, 2008

damphoux : @siriusdecisions not a seat holder, love your work, was glad to see public LinkedIn group invite but was bummed when found out is restricted. damphoux : @siriusdecisions "spam"begs to question what is spam to one might be a gem to another. I work hard to post valuable answers and bring some value to the users.

Social Media 100

Social Media CAN-SPAM Media Lead Gen 100

Smashmouth Marketing

DECEMBER 20, 2008

damphoux : @siriusdecisions not a seat holder, love your work, was glad to see public LinkedIn group invite but was bummed when found out is restricted siriusdecisions : @damphoux Unfortunately we were having trouble with spam when it was more public but we still plan on starting a more public group soon. It's a big question though.

Social Media 100

Social Media CAN-SPAM Media Twitter 100

Smashmouth Marketing

JANUARY 25, 2011

Below are some questions to ask the vendors you are considering -- and don't forget to ask me. Do you outsource or offshore any of your work? Do you work from scripts? Oh and by the way, here is the thing with outsourced lead gen as well: these are leads that go directly to sales guys. What quality controls do you have in place?

Lead Gen 100

Lead Gen Work Management Marketing Management Vendors 100

Smashmouth Marketing

AUGUST 31, 2009

Don't get me wrong, sales leaders have run forecast calls and pipeline calls for years, discussing deals and working on progression. Kevin: A short one hopefully.seriously, I'll be sharing a couple of best practices, and taking some questions. Kevin: The biggest shift I've seen is in the use of data and tools.

Conference 100

Conference Forecasting B2B Thought Leadership Thought Leadership 100

Smashmouth Marketing

AUGUST 31, 2009

Don't get me wrong, sales leaders have run forecast calls and pipeline calls for years, discussing deals and working on progression. Kevin: A short one hopefully.seriously, I'll be sharing a couple of best practices, and taking some questions. Kevin: The biggest shift I've seen is in the use of data and tools.

Conference 100

Conference B2B Thought Leadership Forecasting B2B Sales 100

Smashmouth Marketing

MAY 29, 2009

We were talking last week and I asked him if he would put some thought to a few questions regarding sales and marketing alignment. It’s not uncommon for sales people to ignore qualified leads simply because the first couple they called didn’t work out. Joe: There is no question that buyers' behaviors have changed.

Trends 100

Trends Work Management Marketing Management Sales Qualified Leads 100

Smashmouth Marketing

MAY 11, 2009

We were talking last week and I asked him if he would put some thought to a few questions regarding sales and marketing alignment. It’s not uncommon for sales people to ignore qualified leads simply because the first couple they called didn’t work out. Joe : There is no question that buyers' behaviors have changed.

Trends 100

Trends Work Management Marketing Management Buzz 100

Smashmouth Marketing

APRIL 1, 2010

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? Questions this raises: Should that first meeting have been face-to-face? Measuring the effectiveness of lead gen programs is always at the top of a demand gen expert's list of priorities. I think not.

Lead Gen 100

Lead Gen Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

MARCH 19, 2009

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. It lead to me reposting the original article, and then to my responding to several questions by email asking me to elaborate. The reps don't like the leads.

Lead Scoring 100

Lead Scoring Lead Ranking Leads Lead 100

Smashmouth Marketing

MARCH 3, 2009

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. It lead to me reposting the original article, and then to my responding to several questions by email asking me to elaborate. The reps don't like the leads.

Lead Scoring 100

Lead Scoring Lead Ranking Leads Lead 100

Smashmouth Marketing

DECEMBER 14, 2008

As regular as Halloween and football, this time of year Green Leads usually hears the following questions from both new and existing clients. They are working and planning for next year. Why should we do appointment setting during the holiday months? Plus it's Q4, who has time for introductory appointments anyway?"

Planning 100

Planning B2B Marketing Budget Programs Cold Calling 100

Smashmouth Marketing

DECEMBER 3, 2008

As regular as Halloween and football, this time of year Green Leads usually hears the following questions from both new and existing clients. They are working and planning for next year. Why should we do appointment setting during the holiday months? Plus it's Q4, who has time for introductory appointments anyway?"

Planning 100

Planning B2B Marketing Budget Programs Cold Calling 100

Smashmouth Marketing

MARCH 19, 2009

The question we should ask ourselves is how many $84 leads does it take to get to pipeline, an active sales opportunity, and how many $220 leads does it take to get to pipeline. In simple terms, how far along is each of those generated leads in the pipeline and what is the value of that lead against the amount you have invested in it so far?

Cost per Lead 100

Cost per Lead Inbound Marketing Top of Funnel Cost 100

Smashmouth Marketing

MARCH 4, 2009

The question we should ask ourselves is how many $84 leads does it take to get to pipeline, an active sales opportunity, and how many $220 leads does it take to get to pipeline. In simple terms, how far along is each of those generated leads in the pipeline and what is the value of that lead against the amount you have invested in it so far?

Cost per Lead 100

Cost per Lead Inbound Marketing Top of Funnel Cost 100

Smashmouth Marketing

DECEMBER 30, 2008

The question is to reach that senior executive, especially in non-technology fields (where you get less of the geeks and trend setters), how do you reach a C/VP level target? Add social media to the mix, but don't get over-hyped about it and forget some of the proven lead gen techniques that work. Call it Lead Gen 2.0,

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

DECEMBER 30, 2008

The question is to reach that senior executive, especially in non-technology fields (where you get less of the geeks and trend setters), how do you reach a C/VP level target? Add social media to the mix, but don't get over-hyped about it and forget some of the proven lead gen techniques that work. Call it Lead Gen 2.0,

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

MARCH 6, 2009

It is a question." tmccleary99 : Major theme at Sales 2.0 - Marketing and Sales working TOGETHER in near realtime. Thanks to all that contributed, there were hundreds of tweets each day of the conference and it became all the buzz. Even to the point on the second day where a whole panel discussion was dominated by twitter talk.

Conference 100

Conference Top of Funnel InsideView Web 2.0 100

Smashmouth Marketing

MARCH 19, 2009

It is a question." is ensuring nobody sells alone #sales20 tmccleary99 : Major theme at Sales 2.0 - Marketing and Sales working TOGETHER in near realtime. Thanks to all that contributed, there were hundreds of tweets each day of the conference and it became all the buzz. annekeseley : " sales 2.0 is not the answer. Analyze That."

Conference 100

Conference Top of Funnel InsideView Web 2.0 100

Smashmouth Marketing

MAY 1, 2009

Below are a few questions for Gerhard on the topic: Mike : Given the economy, some people instinctively think "cut budgets", but I think it was Forrester at the last Sales 2.0 Both departments need to work in lockstep to create a better lead pipeline that's target rich. Mike : This last question I ask it with every interview.

Top of Funnel 100

Top of Funnel Peer-to-peer Web 2.0 Budget Programs 100

Smashmouth Marketing

SEPTEMBER 30, 2009

They can all work together. Test" should be the mantra, so companies can figure out what works best for them. Kim: I would recommend that they start with their website and work outward from there. Mike: Last question, the B2B Thought Leaders Curry Poll - do you prefer Red, Green or Yellow Curry?

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

MAY 3, 2009

Below are a few questions for Gerhard on the topic: Mike : Given the economy, some people instinctively think "cut budgets", but I think it was Forrester at the last Sales 2.0 Both departments need to work in lockstep to create a better lead pipeline that's target rich. Mike : This last question I ask it with every interview.

Top of Funnel 100

Top of Funnel Peer-to-peer Web 2.0 Budget Programs 100

Smashmouth Marketing

DECEMBER 29, 2008

The question I raise, and I believe I've seen answered over the past few years, is "does the market react to green marketing in a social way, as a movement, in a way outside their traditional behaviors?". Create materials that document your green work. Clients want to work with companies that are doing the right thing.

Social Marketing 100

Social Marketing B2B Marketing Social Media Planning 100

Smashmouth Marketing

DECEMBER 28, 2008

The question I raise, and I believe I've seen answered over the past few years, is "does the market react to green marketing in a social way, as a movement, in a way outside their traditional behaviors?" Create materials that document your green work. Clients want to work with companies that are doing the right thing.

Social Marketing 100

Social Marketing B2B Marketing Social Media Planning 100

Smashmouth Marketing

SEPTEMBER 29, 2009

They can all work together. Test” should be the mantra, so companies can figure out what works best for them. Kim: I would recommend that they start with their website and work outward from there. Mike: Last question, the B2B Thought Leaders Curry Poll - do you prefer Red, Green or Yellow Curry?

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

DECEMBER 15, 2008

It seemed like a predictive dialer/call center offshore mashup and didn't resonate and for the price seemed like it would be questionably worth it. Read more about how it works in great detail at this blog post by Arron Ross, ConnectAndSell: 100x ROI in generating pipeline!? So we finally gave it a shot.

Validation 100

Validation Lead Ranking ROI Work Management 100

Smashmouth Marketing

DECEMBER 7, 2008

It seemed like a predictive dialer/call center offshore mashup and didn't resonate and for the price seemed like it would be questionably worth it. Read more about how it works in great detail at this blog post by Arron Ross, ConnectAndSell: 100x ROI in generating pipeline!? (ps. So we finally gave it a shot.

Work Management 100

Work Management Paid Search Agency Validation Lead Ranking 100

Smashmouth Marketing

DECEMBER 21, 2008

Most of the friends I’ve made over the years are people I’ve worked with, so I have no need to put up an all-business façade. Which leads me to my next question about quality posting or quantity posting. Mike: Last question. It becomes your resume, to a certain extent. There is a need to edit ourselves. SEM or SEO?

Budget Programs 100

Budget Programs Social Media Paid Search Agency SEM 100

Smashmouth Marketing

DECEMBER 15, 2008

Most of the friends I’ve made over the years are people I’ve worked with, so I have no need to put up an all-business façade. Which leads me to my next question about quality posting or quantity posting. Mike: Last question. It becomes your resume, to a certain extent. There is a need to edit ourselves. SEM or SEO?

Budget Programs 100

Budget Programs Social Media Paid Search Agency Social Marketing 100

Smashmouth Marketing

JANUARY 19, 2023

How Does B2B Content Syndication work? It could be about your perspective on the industry, a problem your typical customer faces, or how your solution works. Green Leads can also provide higher Qualified Leads (HQLs), by adding 3 custom questions on the landing page to provide more intelligence on the account and contact.

Top of Funnel 130

Top of Funnel Ideal Customer Profiles Cost per Lead CPL 130

Smashmouth Marketing

MAY 19, 2009

I participate heavily in the LinkedIn Answers section on Lead Gen, (a little self promotion – I’m listed as the #1 expert in the lead gen answers section ), and two years ago I found a client as a result of my answering a question and today they are still a client and have invested in the six figures for appointments. Second question.

Social Media 100

Social Media Media Ideal Customer Profiles Lead Gen 100