Smashmouth Marketing

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. It''s exercise!

CMO 100

CMO Lead Gen Vendors Conference 100

Smashmouth Marketing

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. Outsourcing some or all of your appointment setting or lead generation activity to a third party vendor is a task that shouldn't be undertaken by responding to one cold call.

Lead Gen 100

Lead Gen Work Management Marketing Management Vendors 100

Smashmouth Marketing

AUGUST 3, 2009

In this example, with b2b appointment setting and pay-for-performance vendors, it is a very straight forward study as the costs per appointment are fairly standard and as SiriusDecisions and IDC have discussed, the rates of production and conversion are uniform over time.

Marketing Management 100

Marketing Management Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

FEBRUARY 22, 2010

On a recent sales call, the prospect told me he is working with a pay-for- performance appointment setting company like Green Leads. The difference, and the reason for the call, is that he wants more meetings per month, but the other vendor is " dictating the pace " at which he gets them. Was I dreaming? Did I hear that right?

Lead Gen 100

Lead Gen Work Management Companies Leads 100

Smashmouth Marketing

AUGUST 3, 2009

In this example, with b2b appointment setting and pay-for-performance vendors, it is a very straight forward study as the costs per appointment are fairly standard and as SiriusDecisions and IDC have discussed, the rates of production and conversion are uniform over time. The percentages used for calculation were: Quantity Vendor.

Marketing Management 100

Marketing Management Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

DECEMBER 1, 2010

I've recently been on the conference circuit, speaking and tweeting whatever sales and marketing goodness I can find. Vendors can deliver their message themselves, or they can put customers or industry experts on stage to do it for them. I challenge all the vendors -- bring value to the audience.

Vendors 100

Vendors Lead Scoring Lead Ranking Event Marketing 100

Smashmouth Marketing

MAY 18, 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

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

AUGUST 17, 2009

Our poll, targeted C and VP level respondents at companies larger than 200 employees: If your company wants to understand a new vendor's offering, do you meet with them yourself or delegate down (Dir/Mgr)? I'm sure there will be plenty of sales execs out there that will have differing opinions to that stat. inside sales sales.

Stats 100

Stats B2B Vendors B2B Sales 100

Smashmouth Marketing

AUGUST 12, 2009

Our poll, targeted 500 C and VP level respondents at companies larger than 200 employees: If your company wants to understand a new vendor's offering, do you meet with them yourself or delegate down (Dir/Mgr)? Executive Summary : 1/3 of C/VP level executives refer new vendors to Dir/Mgr for intro meetings.

Stats 100

Stats B2B Vendors Opinions 100

Smashmouth Marketing

MARCH 29, 2010

Inside sales seems to be like that, growth and replenishment. How do you train your inside sales recruits? Inbound Marketing, Outbound Marketing, Marketing Automation and Social Media are all brought to the introductory level so that our reps become marketers, not just sales reps. Prospects communicate with vendors differently.

Training 100

Training Demand Generation Demand B2B Sales 100

Smashmouth Marketing

NOVEMBER 17, 2010

all of [HubSpot's] implementation and support consultants also sit among sales and marketing, so we have sales, marketing and post-sales all together, helping to build even more cross functional communication." If you have a new product launch or new sales reps being added to your team, you may need assistance.

Planning 100

Planning Paid Search Agency Buyer Personas Lead Gen 100

Smashmouth Marketing

JANUARY 31, 2009

Marketing vendors (agencies, PR firms, consultants, list brokers, you name it) have for decades, and occasionally still today, been treated by some with disdain - a necessary evil. This one paragraph gave me the courage, as a vendor, to structure a relationship that is still, almost 20 years later, benefiting both companies.

Work Management 100

Work Management Demand Generation Agencies Marketing Management List Brokers 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? Of their initial meetings with vendors, 58% were by phone and of those, 69% were "effective." The outcome of meeting number one should be to have a follow-on sales activity. But what happens next?

Lead Gen 100

Lead Gen Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

MARCH 16, 2010

For our sales rep clients, lost production from their lead gen partners means lost opportunity. Do you have a disaster recovery plan for your Inside Sales or Lead Gen team? Have a vendor ready to turn on at a moment's notice. In our business, time is money. Consider outsourcing as part of your business continuity plan.

Lead Gen 100

Lead Gen Lead Ranking Leads Lead 100

Smashmouth Marketing

JANUARY 15, 2009

Marketing vendors (agencies, PR firms, consultants, list brokers - you name it) have for decades, and occasionally still today, been treated by some with disdain - a necessary evil. This one paragraph gave me the courage, as a vendor, to structure a relationship that is still, almost 20 years later, benefiting both companies.

Work Management 100

Work Management Demand Generation Agencies Marketing Management List Brokers 100

Smashmouth Marketing

AUGUST 4, 2009

Don't let the vendor logo fool you, this is a document that is a must read for all demand generation professionals. Tags: lead nurturing demand marketing ebook whitepaper sales. I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. Specifically the section of the impact on opportunities won. It's a must read.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

APRIL 22, 2010

Results take time - In the world of B2B, sales cycles can be long. If you see something that needs a tweak, stay productive while you are tweaking or have your vendor/team work on something complementary to the project while you make that quick adjustment. Don't try to measure pipeline results in just months.

Lead Gen 100

Lead Gen Campaigns Clickthrough Budget Programs 100

Smashmouth Marketing

AUGUST 18, 2010

Appointment Setting is a part of demand generation that is done through vendors that specialize in the task, or by inside sales teams that add it to their roster of tasks. Provide Them With Sales 2.0 Tools - Don't just help your team, implement Sales 2.0 Old school call center tactics work, but need adjustments.

Jigsaw 100

Jigsaw B2B B2B Sales Class 100

Smashmouth Marketing

DECEMBER 30, 2008

What would be some priorities for the end result of putting your sales rep in front of a C/VP level target? Bring Value - More executives have stated that they tend to buy from vendors that bring value to them in the marketing and sales process. The best lists we've seen for the money are from Jigsaw hands down.

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

DECEMBER 30, 2008

What would be some priorities for the end result of putting your sales rep in front of a C/VP level target? Bring Value - More executives have stated that they tend to buy from vendors that bring value to them in the marketing and sales process. The best lists we've seen for the money are from Jigsaw hands down.

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 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. The ROI is easy to calculate as clients only pay when the sales rep completes the meeting. So X meetings for $Y.

Work Management 100

Work Management Marketing Management B2B Lead Gen 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. Similar to b2b inside sales teams, we book meetings with C/VP level executives on our clients' behalf and only get paid when the meetings take place. So X meetings for $Y.

Work Management 100

Work Management B2B Best Practices Stats 100

Smashmouth Marketing

AUGUST 10, 2009

The one liner summary: marketing automation and sales enablement with a 2.0 It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. It all means greater Marketing success and more closed deals for Sales.". more: Pounce, Pause, Nurture or Wait?

Marketing Automation Services 100

Marketing Automation Services Product Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 10, 2009

The one liner summary: marketing automation and sales enablement with a 2.0 It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. It all means greater Marketing success and more closed deals for Sales.". more: Pounce, Pause, Nurture or Wait?

Marketing Automation Services 100

Marketing Automation Services Lead Scoring Lead Ranking Sales Qualified Leads 100

Smashmouth Marketing

AUGUST 12, 2009

The one liner summary: marketing automation and sales enablement with a 2.0 It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. It all means greater Marketing success and more closed deals for Sales." sales genius.

Marketing Automation Services 100

Marketing Automation Services Sales Genius Lead Scoring Lead Ranking 100

Smashmouth Marketing

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. Our goal as marketers -- get the buyers to find relevant content, then find links to vendors, then capture their name as a lead (eventually). Classic inbound marketing.

Inbound Marketing 100

Inbound Marketing Marketing Automation Services Lead Scoring Lead Ranking 100

Smashmouth Marketing

MARCH 25, 2009

When I was recently at the Sales 2.0 conference, I had several conversations and debate 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. Make the goal of any introductory meeting to get a second meeting.

Lead Gen 100

Lead Gen Marketing Management Conference Advertising Agencies 100

Smashmouth Marketing

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. Our goal as marketers -- get the buyers to find relevant content, then find links to vendors, then capture their name as a lead (eventually). Classic inbound marketing.

Inbound Marketing 100

Inbound Marketing Marketing Automation Services Lead Scoring Lead Ranking 100

Smashmouth Marketing

MARCH 27, 2009

When I was recently at the Sales 2.0 37% IT/Technical, 24% Sales/Marketing, 16% Finance/Operations, 23% Other. Question 1 - What percentage of the introductory meetings you take with new vendors or partners today are done Face-to-Face vs Con-call/Web-meeting? 42% Face-to-Face. 58% Con-call/Web-meeting.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

SEPTEMBER 2, 2009

When I first met Nigel Edelshain at the Sales 2.0 Conference back in SFO a couple years ago, I was totally impressed with the fact that his company, Sales 2.0 No presumptions--just Sales 2.0 Mike: Having coined the phrase "Sales 2.0", and speaking at the Sales 2.0 Nigel: I don't think this is specifically Sales 2.0

Conference 100

Conference B2B Sales Cold Calling B2B Marketing 100

Smashmouth Marketing

SEPTEMBER 2, 2009

When I first met Nigel Edelshain at the Sales 2.0 Conference back in SFO a couple years ago, I was totally impressed with the fact that his company, Sales 2.0 No presumptions--just Sales 2.0 Mike: Having coined the phrase "Sales 2.0", and speaking at the Sales 2.0 The biggest change has come in 2009. in my view.

Conference 100

Conference Cold Calling B2B Sales Advertising Mediums 100

Smashmouth Marketing

SEPTEMBER 22, 2009

She acts as the marketing operations liaison with the CollabNet sales team worldwide and contributes to messaging and content. Although there are lots of vendors out there that do automated lead scoring, what can you share with the folks that can't afford the enterprise-level solutions? What are some simple ways to do Lead Scoring?

Lead Scoring 100

Lead Scoring Lead Ranking Enterprise Management Work Management 100

Smashmouth Marketing

SEPTEMBER 22, 2009

She acts as the marketing operations liaison with the CollabNet sales team worldwide and contributes to messaging and content. Although there are lots of vendors out there that do automated lead scoring, what can you share with the folks that can't afford the enterprise-level solutions? What are some simple ways to do Lead Scoring?

Lead Scoring 100

Lead Scoring Lead Ranking Enterprise Management Work Management 100