The Sales Development Playbook #PeopleMatter #MustRead
FEBRUARY 29, 2016
My opinion of Trish as a sales development expert is beyond what I could deliver in this article. Just last week I attended her launch party for her new book, The Sales Development Playbook (amazon link) and she fielded a few questions that pointed directly to the underlying theme of the book, that sales development is all about the people. sales books reviews sales managers
TOPO Sales Summit April 7-8, Join Me
MARCH 7, 2016
I'll be attending the TOPO Sales Summit on April 7-8 in San Francisco. If you are a sales, sales development, sales operations, sales enablement, or even marketing leader, you should attend. I'll be attending the TOPO Sales Summit the first week of April and am looking forward to hearing from the sales and marketing trenches. What’s TOPO? PERIOD.
15 Reasons Why Every CMO Must Attend #dreamforce #DF13 #in
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. Every bar and restaurant is overflowing with sales, marketers and geeks. Exhibit - If you target sales, marketing or developers, you have to be here!
HubSpot Signals Product Review "She just read the email" (from #Inbound13)
AUGUST 26, 2013
Sales people now have actionable intelligence from the prospect. Enhancing the Inbound experience for sales people. Last week at Inbound, HubSpot announced a new product, Signals. In simple terms, Signals is a Chrome extension that tracks and notifies you when someone has activity on emails, LinkedIn, Salesforce and HubSpot. It also tells you one other fact. It''s time to call them.
Evangelizing a Content Marketing Program
50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.
Fantasy Football Builds Stronger Inside Sales Teams
SEPTEMBER 10, 2013
Tips to learn from Fantasy Football when building awesome inside sales teams: Be a coach. We read Fantasy blogs; we also read B2B sales and marketing blogs. My good buddy and best man, Dave, has been commissioner of the same Fantasy Football league for over 12 years and a few years ago asked if I was interested in taking one of the empty slots. But I''m a coach. Understand the rules.
Five Content Marketing Mistakes to Avoid
AUGUST 12, 2013
Before you create anything – dig in deep with your current client base and your sales staff, they will give you the insight you need to create really compelling content. Honestly, it’s the only reason I enjoy content creation in modern sales/marketing, all of the sudden its cool to speak to people like people again. Everyone is jumping into content marketing. The challenge is not only how to do it, but how to do it well. One of the best things a marketer can do is learn from the mistakes of others. Content creation is too narrowly focused on a single buyer. Tony Zambito ).
@HubSpot Eliminates 2 Billion Cold Calls (from #Inbound13)
AUGUST 23, 2013
In the world of sales, selling doesn''t start until a conversation starts with the prospect. However, unless your inbound lead comes in the form of a calendar invite, date, time and phone number booking one of your sales reps for a appointment, there is still work to do. personally may have benefitted by 1 or 2 a day. The tribe they''ve created in the past few years is amazing. Intel.
In The Summertime - Mungo Jerry Lead Gen Tips (tap your feet)
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.". I just listened to Mungo Jerry''s "In The Summertime," and it made me smile, tap my feet, rock my head, especially with the banjo player huffing and puffing into the jug. Love it! then BOOM! Folks, that''s one of the biggest myths in lead gen. Let''s take a look.
20,000 Sales Pros in One Place! 80 Speakers #salessummit #in
MARCH 12, 2014
This Thursday, starting at 11ET, InsideSales.com his hosting the Sales Acceleration Summit. There will be 80 speakers with topics ranging from Inside Sales and Enterprise Sales to Marketing, Management and Motivation. Featured speakers include: Matt Dixon, Author of The Challenger Sale. Ken Krogue, President, InsideSales.com. I''ll be talking Marketing Goodness with Thomas Oldroyd of InsideSales.com. I''ll be focusing on how sales professionals need to start thinking like CMOs. Join us tomorrow for as many sessions as you can squeeze in.
Sales Ready Leads: Quality vs. Quantity
AUGUST 3, 2009
Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings. The topic of Quality vs. Quantity in demand gen has been a constant debate. As David Greenberg, Sr. Meetings Set.
Content Methodology: A Best Practices Report
Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.
SiriusDecisions Summit London Notable Quotes #sdsummit
NOVEMBER 6, 2013
Having just kicked off, the SiriusDecisions Summit in London will be spanning two days with tons of marketing and sales goodness. I''ll be adding notable thoughts, quotes, and tweets to this article during the two days, so come back! Floriane_Ma_FR: Min 10/12 attempts to get a decision maker on the line in complex sales, builds case for teleprospecting to do the job instead of sales reps.
The ROI of Conference Calls vs. Face to Face Meetings
APRIL 21, 2011
Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? I was recently in the UK for business and saw sales reps investing a half day or more traveling for 30-60 minute meetings. Green Leads measures the sales outcome of our client's b2b appointment setting programs.
28 Questions to Ask B2B Appointment Setting and Lead Gen Vendors
JANUARY 25, 2011
There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. Words of wisdom from two industry leaders: Trish Bertuzzi, Inside Sales Expert , @bridgegroupinc : "Hiring a third party lead gen vendor is like dating… the chemistry is either there or it is not. higher cost lead (if justified) will convert better with sales. 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?
5 Outbound Calling Best Practices
JANUARY 21, 2010
I'll be presenting these 5 Outbound Calling Best Practices later today (4:00-6:30) at Papa Razzi in Burlington at the AA-ISP meeting ( American Association of Inside Sales Professionals ). Dialing the phone all day is a task. have one guy who calls it panning for gold. He'll say he just swished the phone 20 times, found 4 shiny objects and none were gold. Validate lists prior to dialing.
Marketing Technology: 3 Solutions You Can't Live Without
it’s driving qualified leads to sales, helping sales close those. When you get down to it, there are really only three technologies you can’t live without: CRM, marketing automation and social media platforms. [ 4 ] The Low Down on CRM Platforms WHY IT MATTERS: Having a CRM solution is pertinent to sales success, as it can. sales and service automation. Whether. Its CRM.
5 Things My Father Taught Me About Selling
JUNE 22, 2009
My dad was never in sales, but he understood the fundamentals of selling. Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me. Growing up the oldest son of an executive taught me some things. Dad, here's to you.(see,
Green Leads Acquires Target 250 – Forms Fastest-Growing B2B Demand Gen Company in North America and Europe
MAY 4, 2011
“Target 250 has both the core expertise and an exceptional client roster to create an immediate value for our joint customers as well as new prospects looking for an integrated extension to their sales and marketing channels,” Damphousse said. We are excited to see how this acquisition allows us to combine our best practices for sales targeting and marketing across the U.S
Lead Gen Tips from Yogi Berra
JANUARY 7, 2010
would say a majority of insides sales reps may have bailed on this call after the second objection. Don't provide sales drivel in a conversation. Can I line up a conversation between you and Mr. Sales Guy?" " It was impossible to get a conversation going; everybody was talking too much:" How true is this? This, btw, is one of the many benefits of ConnectAndSell.
Event Marketing Works, but ONLY if Vendors Add Value
DECEMBER 1, 2010
I've recently been on the conference circuit, speaking and tweeting whatever sales and marketing goodness I can find. One topic that came up at each conference was the quality of the content presented by the various speakers. Some sessions were brilliant; some were nothing more than veiled commercials. The key as an attendee is to be able to pull the brilliant content out of the commercials. The key as a presenter is to avoid the commercials and present brilliant content. Simple, right? Let's face it. And as attendees, we kind of owe it to them to listen. Engage the audience. And hmmm.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.
B2B Marketing and Sales Books: What's On Your Summer Reading List?
JUNE 11, 2010
Since we're so close to the beginning of summer, I thought I'd share with you what should be on every good B2B marketing and sales careerist's list this summer. It's a bit more geared to the marketer, but every good sales professional is their own marketer too. If you're reading this and you've just graduated from college hoping to find yourself in sales and marketing, take heed!
C-Level Prospects - Make the First Appointment By Phone
MARCH 27, 2009
When I was recently at the Sales 2.0 37% IT/Technical, 24% Sales/Marketing, 16% Finance/Operations, 23% Other. conference, I had several conversations and debates about the value of Face-to-Face meetings versus Con-calls/Web-meetings. Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. 42% Face-to-Face. 62% Definitely.
Outbound Calling Tips from Johnny Bench
SEPTEMBER 10, 2010
What does all of this have to do with B2B sales and marketing? Prospects are always going to have objections, so if you can handle the initial objections with relative ease, it will go a long way to getting an appointment for your sales team. Your job is not to teach them about your product -- that's the sales guy's job. When I was in college, one of my roomates used to watch The Baseball Bunch. It was designed for kids, but I loved it. What I loved most about the show, though, was the advice that each guest shared with the team. Mira - Repetition has its benefits.
We Are All Our Own CEOs - Chris Brogan On #Owner Magazine
SEPTEMBER 4, 2013
Does that sound much different than a sales or marketing professional? As a business owner, I manage my tasks, take care of clients, look at my numbers, work hard, attend to quality, work with my team.you name it. Tasks, Clients, Quotas, Energy, Perfection, Peers. You all own your own businesses! Congrats. This week is the innagural issue of Owner Magazine.
Advocate Marketing Creates B2B Relationships That Lasts A Lifetime
help sales close deals, and B2B buyers prefer to. what sales and marketing claim. when marketing sees them simply as sales support. they correlate positively with satisfaction and retention.” › References help sales accelerate deal conversion. When they visit your website or engage with sales for the first time, they. deals that sales wins or closes. enjoy?”
Inbound Marketing Gurus -- Where's All The Outbound Marketing Goodness?
DECEMBER 8, 2010
Here are some sites that share top-notch practices: The Bridge Group's Inside Sales Experts Blog - Trish Bertuzzi and the team over at The Bridge Group are the gold standard when it comes to advice on making your inside sales team greater than it already is. Add to that their annual Inside Sales Metrics and Compensation reports and Bridge's Inside Sales Experts LinkedIn group , and you've got yourself some really fine resources to improve your team. Inbound Marketing is all the rage these days, and why shouldn't it be? It works, right? Where do you turn? Great stuff.
Web Leads - Pounce, Pause, Nurture or Wait?
JUNE 23, 2009
It did raise a question though, and before I put much thought into it I decided to ask 7 of my colleagues in the b2b demand gen/sales/marketing space. can typically move your odds of a successful sale ahead positively.". It is not a one size fits all strategy…that is the beauty of Sales 2.0. The buyer designs the sales process.". Now, how aggressively do I go after them?
ActiveConversion Product Review: Demand Gen Intelligence
JUNE 17, 2010
Push leads and session visit data to the sales team through regularly scheduled emails. ActiveConversion is a web based solution that allows organizations to identify visitors to their website, to automatically qualify and nurture leads, to get notified when leads become "hot," and to track ROI of marketing campaigns. That's great, but as I'm thinking about it, how exactly does this work?
Building a Demand Gen Tribe: The Seth Godin Lead Gen Program
SEPTEMBER 23, 2010
I was fortunate enough to be asked by Gerhard Gschwandtner , of Selling Power to speak this week at his Sales Leadership Conference in Philadelphia. The highlight of my day was listening to Seth Godin, blogger and author on topics b2b sales and marketing folks devour. One part of Seth's talk was on building a tribe. happen to be a member of that tribe. It got me thinking, though.
Study: How Much of Your Content Marketing Is Effective?
for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers.
Lead Generation Tips: Business Card Data Entry For Free | Dreamforce Special
NOVEMBER 17, 2009
Green Leads has just introduced a new complementary service where the sales reps we support from our appointment setting clients can have up to 100 business cards a month entered into a spreadsheet for free. you subscribe to our B2B Blog: Smashmouth Sales & Marketing. How many business cards do you have laying around in one of the current states? 1. On your desktop in a pile 2.
Lead Generation Tip - Take 3 Hour Lunches
OCTOBER 1, 2009
appointment setting marketing tips b2b marketing outbound marketing b2b demand gen sales b2b sales demand gen data lead gen cold calling inside sales sales2.0There 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. More Lead Generation Tips.
The Demand Gen Capital of the World: Andover, MA
AUGUST 3, 2010
eCoast Sales. Mansfield Sales Partners. Lead Generation is an "industry" in New England, going back to the early days of the Route 128 Technology Highway. At one point some entrepreneurial soul spun off from one of the big companies, such as Digital or Wang, and there you have it -- an industry was born. The following competitors all call New England home. AG Salesworks. Good Leads.
Inbound Marketing and Outbound Marketing, by Tony Soprano
AUGUST 19, 2009
Many companies also operate inside sales departments, and there has been an industry built around supporting these efforts and providing superior service to clients. One thing they all had in common was a sizable outbound marketing component to their own marketing efforts -- large inside sales teams, outsourced lead gen companies, and appointment setting programs.
Staffing and Launching Your Content Marketing Program
before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.
Inbound Lead Generation: Improving Your B2B Sales and Marketing Blogs
JUNE 21, 2010
What about your B2B sales and marketing blog, though? Here are three ways, as we head into the second half of 2010, that you can improve your B2B sales and marketing blog: Revisit your blog's goals - When you first started writing your blog, you had a goal in mind. You want to talk about improvements? You know what needed improvement? The Boston Celtics, that's who.
Hubspot Product Review: Inbound Marketing Methodology, Not Just a Product
NOVEMBER 19, 2009
If the call to action was appropriate for a sales follow-up, then take it. Engage with that prospect, then get the sale. N et-Net. About 18 months ago, Green Leads embarked on an aggressive plan to increase our inbound marketing activity. We focused first on content and blogging and then decided to dig deeper into SEO best practices. Eventually, we jumped in headfirst and signed up.
Inbound Marketing and Outbound Marketing, by Tony Soprano
AUGUST 18, 2009
Many companies also operate inside sales departments, and there has been an industry built around supporting these efforts and providing superior service to clients. One thing they all had in common was a sizable outbound marketing component to their own marketing efforts -- large inside sales teams, outsourced lead gen companies, and appointment setting programs. thing.".
FAQ: What does the Green Leads acquisition of Target 250 mean to you?
MAY 26, 2011
is more accustomed to making the first introductory sales call by phone. The results are typically: no change in the outcome of introductory appointments (they have the same effectiveness), and sales execs can spend less time travelling and more time selling. As many of you are aware, Green Leads has announced the acquisition of Target 250. What does this mean to you? Read on for answers: What was the acquisition about? Green Leads has grown by a factor of 2X each year for four years running. In a bad economy, that's a feat. On May 4th, we grew by 2X again -- in one day. The U.S.
B2B Marketing Trends for 2016
through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.
Inside Sales Managers: 4 Ways to Motivate Your Team
MARCH 1, 2011
The Sales Manager is always looking for better performance from a team, and in order to get that, you've got to give a little. Here are four things you, as a Sales Manager, need to give your team if you want to get more production out of them: 1. That's what having impossible sales goals are like. Putting goals that make our reps stretch, not snap, is one way Sales Manager can motivate their teams. You don't want to lose sales reps that may have great potential because they aren't there now , and you've just torn them a new one because of x, y, and z.