Smashmouth Marketing

MAY 5, 2009

I've known Trish Bertuzzi for years and always find her one of the most knowledgeable experts on inside sales there is. She founded The Bridge Group with a mission to help technology companies build highly successful inside sales teams. She writes for the Inside Sales Experts Blog. Trish is President of The Bridge Group.

Top of Funnel 100

Top of Funnel Budget Programs Lead Ranking Vendors 100

Smashmouth Marketing

JUNE 12, 2013

Granted, as the sales process advances, you would hope Budget is being allocated so that the decision maker with Authority can solve their Need in a Timely manner. as the sales process advances". There is no place for BANT in a lead gen scenario, it is for later in the sales cycle. But read the beginning of that sentence."as

Allocation 181

Allocation Lead Gen Sales Cycle B2B Sales 181

Smashmouth Marketing

AUGUST 31, 2009

Kevin Hooper of Hewlett Packard will be speaking next week at the Sales 2.0 Kevin's insights into Sales 2.0 Mike: You've been in the frontlines of sales at IBM for 10 years and now HP and have led sales organizations for years. A good sales person needs face-to-face time with a prospect. Conference in Chicago.

Conference 100

Conference B2B Thought Leadership Forecasting B2B Sales 100

Smashmouth Marketing

MARCH 6, 2009

The following are what I thought were the top 20 take home tweets from the Sales 2.0 annekeseley : " sales 2.0 damphoux : @IDC "companies that reduce their investment in sales in 2009 will be gone in 2010" #sales20. greenleads : "Sales 2.0 greenleads : "Sales 2.0 conference. Ok, 22 of them, but they are all worthy.

Conference 100

Conference Top of Funnel InsideView Web 2.0 100

Smashmouth Marketing

MAY 3, 2009

It was a product configurator application being marketed to the sales industry, and so obviously I got to know the head of Selling Power magazine, Gerhard Gschwandtner , for the first time. Gerhard is passionate about many things, but when it comes to selling, Gerhard is the leader of sales passion. Mike : Sales 2.0 conference?

Top of Funnel 100

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

Smashmouth Marketing

MAY 1, 2009

It was a product configurator application being marketed to the sales industry, and so obviously I got to know the head of Selling Power magazine, Gerhard Gschwandtner , for the first time. Gerhard is passionate about many things, but when it comes to selling, Gerhard is the leader of sales passion. Mike : Sales 2.0 conference?

Top of Funnel 100

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

Smashmouth Marketing

AUGUST 31, 2009

Kevin Hooper of Hewlett Packard will be speaking next week at the Sales 2.0 Kevin's insights into Sales 2.0 Mike: You've been in the front lines of sales at IBM for 10 years and now HP and have led sales organizations for years. A good sales person needs face-to-face time with a prospect. Conference in Chicago.

Conference 100

Conference Forecasting B2B Thought Leadership Thought Leadership 100

Smashmouth Marketing

MAY 29, 2009

His insight and knowledge regarding sales and marketing was deep. We were talking last week and I asked him if he would put some thought to a few questions regarding sales and marketing alignment. Mike: Joe, you just came off a whirlwind tour with the SiriusDecisions Summit two weeks ago and the Sales 2.0 Conference this week.

Trends 100

Trends Work Management Marketing Management Sales Qualified Leads 100

Smashmouth Marketing

MAY 11, 2009

His insight and knowledge regarding sales and marketing was deep. We were talking last week and I asked him if he would put some thought to a few questions regarding sales and marketing alignment. Mike : Joe, you just came off a whirlwind tour with the SiriusDecisions Summit two weeks ago and the Sales 2.0 Conference this week.

Trends 100

Trends Work Management Marketing Management Buzz 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? 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.

ROI 100

ROI Conference Budget Programs Ideal Customer Profiles 100

Smashmouth Marketing

OCTOBER 19, 2009

Which of the following is a good sales outcome for introductory appointments? The next stage in the sales cycle has started. Proposal : The prospect let you pitch him for 30 minutes, told you to send a proposal and CC his director, who handles these types of projects. You may have pitched them, but did they hear anything?

Sales Cycle 100

Sales Cycle Education Buy Relevance 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? Tags: lead nurturing thought leader interviews marketingsherpa b2b events curry b2b marketing sales b2b sales.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

APRIL 22, 2010

Results take time - In the world of B2B, sales cycles can be long. Remain committed to the effort - Most common example here is when a marketer gets gung-ho to start blogging to boost inbound marketing and then stops publishing regularly. Don't try to measure pipeline results in just months. Give it time and commitment.

Lead Gen 100

Lead Gen Campaigns Clickthrough Budget Programs 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

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

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

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. sales genius. Does it work? and then once I did a 15 page session, my phone rang and there he was.

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. Does it work? and then once I did a 15 page session, my phone rang and there he was.

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. Does it work? and then once I did a 15 page session, my phone rang and there he was.

Leadlander 100

Leadlander Marketing Automation Services Salesforce.com Lead Scoring 100

Smashmouth Marketing

MARCH 19, 2009

You know that your average deal size is $20k, and with this type of lead you've measured historically that 5% over time convert to opportunities, and your sales team closes 25% of those deals. Use Case A - This sales cycle is short. Tags: poker demand marketing sales math. Total cost per lead at this point has been $150.

Lead Scoring 100

Lead Scoring Lead Ranking Leads Lead 100

Smashmouth Marketing

MARCH 3, 2009

You know that your average deal size is $20k, and with this type of lead you've measured historically that 5% over time convert to opportunities, and your sales team closes 25% of those deals. Use Case A - This sales cycle is short. Total cost per lead at this point has been $150. Good program. Should you kill that vertical?

Lead Scoring 100

Lead Scoring Lead Ranking Leads Lead 100