Smashmouth Marketing

OCTOBER 19, 2009

The next stage in the sales cycle has started. What he really said was, "Here's enough hope to keep you busy for a week or two and then you can go away." You may have pitched them, but did they hear anything? Was any of it relevant or bring value to them? The second scenario is far more successful. She shared her real issues with you.

Sales Cycle 100

Sales Cycle Education Buy Relevance 100

Smashmouth Marketing

APRIL 21, 2011

Green Leads measures the sales outcome of our client's b2b appointment setting programs. We do this to gain an immediate measure of the program as opposed to waiting out long sales cycles to show true ROI. By measuring this immediate outcome, it brings short term metrics to the program.

ROI 100

ROI Conference Budget Programs Ideal Customer Profiles 100

Smashmouth Marketing

SEPTEMBER 30, 2009

As it pertains to a b2b company with big-ticket items and long sales cycles, what areas are you seeing some immediate value with from both an online community and a social media perspective?

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

SEPTEMBER 29, 2009

As it pertains to a b2b company with big-ticket items and long sales cycles, what areas are you seeing some immediate value with from both an online community and a social media perspective?

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

MARCH 6, 2009

damphoux : @IDC "companies that reduce their investment in sales in 2009 will be gone in 2010" #sales20. greenleads : "Sales 2.0 damphoux : Rich Blakeman, Miller Heiman "If the sales cycle is long and the funnel is narrow, the funnel will turn into a straw" #sales20. combines customer focused processes with Web 2.0

Conference 100

Conference Top of Funnel InsideView Web 2.0 100

Smashmouth Marketing

MARCH 19, 2009

#sales20 jepc : Gerhard Geschwandtner: " Trend 6: customers create companies instead of companies creating customers " #sales20 damphoux : @IDC "companies that reduce their investment in sales in 2009 will be gone in 2010" #sales20 greenleads : "Sales 2.0 combines customer focused processes with Web 2.0

Conference 100

Conference Top of Funnel InsideView Web 2.0 100

Smashmouth Marketing

MARCH 19, 2009

link] mark3803 : @brianjcarroll BANT is so sales 1.0 - Sales 2.0 is all about the Buy Cycle not the Sales Cycle. (I I responded) damphoux : @mark3803 : @brianjcarroll a sales guy waiting for high BANT score is losing opportunity. Good sales people can help create BANT. Do you agree?

Lead Scoring 100

Lead Scoring Lead Ranking Market2Lead Leads 100

Smashmouth Marketing

MARCH 9, 2009

mark3803 : @brianjcarroll BANT is so sales 1.0 - Sales 2.0 is all about the Buy Cycle not the Sales Cycle. (I damphoux : @mark3803 : @brianjcarroll a sales guy waiting for high BANT score is losing opportunity. Good sales people can help create BANT. Do you agree? I responded).

Lead Scoring 100

Lead Scoring Lead Ranking Market2Lead Leads 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. The difference is now we have a lexicon, a way of describing opportunities and where they are in the progression of the sales cycle in a consistent manner.

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. The difference is now we have a lexicon, a way of describing opportunities and where they are in the progression of the sales cycle in a consistent manner.

Conference 100

Conference B2B Thought Leadership Forecasting B2B Sales 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. Especially today when the buyer defines the sales cycle, not the seller.

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. Especially today when the buyer defines the sales cycle, not the seller.

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. Especially today when the buyer defines the sales cycle, not the seller.

Leadlander 100

Leadlander Marketing Automation Services Salesforce.com Lead Scoring 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

Smashmouth Marketing

MAY 5, 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

Smashmouth Marketing

MAY 1, 2009

Gerhard : Sales 2.0 is all about moving the company into the land of greater possibility where best practice methodology merges with better technology to create more customer value, to drive up productivity and to accelerate the sales cycle. Sales can't do this without marketing.

Top of Funnel 100

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

Smashmouth Marketing

MARCH 19, 2009

Use Case A - This sales cycle is short. The Technical Buyer from a the non-financial industry can be classified as Use Case A, and the Committe Buyer from the financial Industry can be classified as Use Case B (in poker, hand A and hand B). This type of lead converts to an opportunity 20% of the time.

Lead Scoring 100

Lead Scoring Lead Ranking Leads Lead 100

Smashmouth Marketing

MARCH 3, 2009

Use Case A - This sales cycle is short. The Technical Buyer from a the non-financial industry can be classified as Use Case A, and the Committe Buyer from the financial Industry can be classified as Use Case B (in poker, hand A and hand B). This type of lead converts to an opportunity 20% of the time.

Lead Scoring 100

Lead Scoring Lead Ranking Leads Lead 100

Smashmouth Marketing

MAY 29, 2009

This reality is challenging traditional sales cycle thinking. movement in the way companies purchase and if so, should sales reps start taking that into account? There are three b2b realities that can’t be ignored, one of which is that business-to-business buyers can’t be sold. Could there be a 2.0

Trends 100

Trends Work Management Marketing Management Sales Qualified Leads 100

Smashmouth Marketing

MAY 11, 2009

This reality is challenging traditional sales cycle thinking. movement in the way companies purchase and if so, should sales reps start taking that into account? There are three b2b realities that can’t be ignored, one of which is that business-to-business buyers can’t be sold. Could there be a 2.0

Trends 100

Trends Work Management Marketing Management Buzz 100

Smashmouth Marketing

MAY 3, 2009

Gerhard : Sales 2.0 is all about moving the company into the land of greater possibility where best practice methodology merges with better technology to create more customer value, to drive up productivity and to accelerate the sales cycle. Sales can't do this without marketing.

Top of Funnel 100

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