Smashmouth Marketing

SEPTEMBER 25, 2019

We used this team to target a pool of 600 companies (200 F1000, 200 $100M-$1B in revenue, 200 $50M-$100M in revenue). If the prospect is the proper target with the proper role, it is recommended that this be respected and a Con-call/Web-meeting take place. It has become pervasive, and respected, to do business this way.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

JUNE 1, 2022

2011 Acquired Target 250 in London to enter the EMEA market. Here’s the fifteen year timeline: 2007 Formed Green Leads, providing SQLs (appointments). 2008 The two of us get married. 2009 Closed our first billion-dollar company (at higher than industry price). 2013 Moved 100% of the company to a virtual, cloud based company.

Ideal Customer Profiles 246

Ideal Customer Profiles Sales Qualified Leads Activities Lead Ranking 246

Smashmouth Marketing

MAY 26, 2011

As many of you are aware, Green Leads has announced the acquisition of Target 250. Target 250 not only has those qualities and a dominant position in the European market, but also provides services in North America. Will Target 250 stay the same? As a Target 250 client, will I be getting Green Leads invoices now?

Acquisitions 100

Acquisitions Lead Ranking FAQ Allocation 100

Smashmouth Marketing

OCTOBER 1, 2009

Due to the East coast and West coast being predominant in our targeting, we tend to call 40% ET, 40% PT, and 20% CT/MT, so to simplify the discussion, I've just shown ET and PT. Target West Coast 11 am - 1 pm. Target East Coast 4 pm - 6 pm. Target West Coast 6 pm - 8 pm. The timeline at the bottom is on Eastern time.

Lead Generation 100

Lead Generation Tips Generation Leads 100

Smashmouth Marketing

OCTOBER 1, 2009

Due to the East coast and West coast being predominant in our targeting, we tend to call 40% ET, 40% PT, and 20% CT/MT, so to simplify the discussion, I've just shown ET and PT. Target West Coast 11 am - 1 pm. Target East Coast 4 pm - 6 pm. Target West Coast 6 pm - 8 pm. The timeline at the bottom is on Eastern time.

Lead Generation 100

Lead Generation Tips Generation Leads 100

Smashmouth Marketing

OCTOBER 1, 2009

Due to the East coast and West coast being predominant in our targeting, we tend to call 40% ET, 40% PT, and 20% CT/MT, so to simplify the discussion, I've just shown ET and PT. The timeline at the bottom is on Eastern time. It also suggests a shift in activity during the day.

Lead Generation 100

Lead Generation Tips Lead Gen Generation 100

Smashmouth Marketing

JUNE 3, 2011

As part of Green Lead's recent acquisition of Target 250, a portion of our European team is based in Ireland. Stay on target with all your brand messaging. Here are but a few: Brand - Obama has a solid understanding of Branding. Every word, action and event is organized with a consistent brand of quality and authority.

Tips 100

Tips Planning Opt-out Buzz 100

Smashmouth Marketing

OCTOBER 5, 2009

I've setup a non-targeted poll, below, and I've also paid for a random C/VP targeted poll. The opinions are varied, but for those of us in the business, I thought we should put some stats behind the argument. Hence, time for a LinkedIn Poll. The results will be interesting.

Stats 100

Stats Opinions Linkedin B2B Sales 100

Smashmouth Marketing

OCTOBER 4, 2009

I've setup a non-targeted poll, below, and I've also paid for a random C/VP targeted poll. The opinions are varied, but for those of us in the business, I thought we should put some stats behind the argument. Hence, time for a LinkedIn Poll. The results will be interesting.

Cold Calling 100

Cold Calling B2B Sales Stats Linkedin 100

Smashmouth Marketing

OCTOBER 3, 2010

NetProspex has the most job title meta-data in the industry so that instead of only being able to target broad categories like 'Marketing,' you can get really granular and target specific job categories like 'Advertising' or 'Product Management.' I asked NetProspex what the future is for additional attribute data like this.

Jigsaw 100

Jigsaw Product Marketing Management Salesforce.com 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? What would be some priorities for the end result of putting your sales rep in front of a C/VP level target? Plan targeted campaigns. 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? What would be some priorities for the end result of putting your sales rep in front of a C/VP level target? Plan targeted campaigns. Call it Lead Gen 2.0,

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

NOVEMBER 17, 2010

In a race to fix the problem (especially if it's a big one) we can neglect the evaluation process: Did you target the wrong audience with the "right" message? Did you target the right audience, period? A pretty simple step, but sometimes one that gets overlooked because of the severity of a failed marketing plan.

Planning 100

Planning Paid Search Agency Buyer Personas Lead Gen 100

Smashmouth Marketing

MAY 4, 2011

SCOTTSDALE, AZ (Marketwire – May 4, 2011) – Today, at the SiriusDecisions Summit, Green Leads announced the acquisition of Target 250 to form the fastest-growing pay-for-performance demand generation company in the industry. and Europe.”

Sales Qualified Leads 100

Sales Qualified Leads Demand Lead Scoring Lead Ranking 100

Smashmouth Marketing

SEPTEMBER 30, 2009

Of those, about 10,471 are fairly well-targeted into our niche of B2B marketing. No matter what technology you utilize -- Twitter, blogs, community participation, marketing automation tools, etc - if what you're saying is not relevant for your target audience, the technology won't make a difference.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

SEPTEMBER 29, 2009

Of those, about 10,471 are fairly well-targeted into our niche of B2B marketing. No matter what technology you utilize -- Twitter, blogs, community participation, marketing automation tools, etc – if what you’re saying is not relevant for your target audience, the technology won’t make a difference.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 25, 2009

The target audience was Sales & Marketing job functions, from the industries of Computer Hardware & Software, Internet, IT and Tech Services, Marketing & Advertising. First, it can be targeted to specific demographics. Mostly Inbound. Mostly Outbound. Both Equally. Inbound Only. Outbound Only.

Demand 100

Demand BtoB Lead Gen Inbound Marketing 100

Smashmouth Marketing

AUGUST 24, 2009

Mostly Inbound Mostly Outbound Both Equally Inbound Only Outbound Only The target audience was Sales & Marketing job functions, from the industries of Computer Hardware & Software, Internet, IT and Tech Services, Marketing & Advertising. First, it can be targeted to specific demographics.

Demand 100

Demand BtoB Lead Gen Inbound Marketing 100

Smashmouth Marketing

NOVEMBER 20, 2013

Exhibit - If you target sales, marketing or developers, you have to be here! Being on your feet all day works the core. It''s exercise! Press - They are all here. Take advantage of it. Vendors - Odds are that if your marketing vendors are here. Check in with them. Inspiration - Deepak Chopra ! Always some lifestyle speakers here.

CMO 100

CMO Lead Gen Vendors Conference 100

Smashmouth Marketing

MARCH 10, 2011

It had everything you needed to pass a lead or book an appointment with your targeted prospecting base. Top of the list: Stick to the script - There was a time when it was imperative that you stick to your prospecting script. If you're dialing consumers selling widgets, maybe, but if you are dialing high level b2b audience, no way.

Lead Gen 100

Lead Gen Lead Scoring Lead Ranking Telemarketing 100

Smashmouth Marketing

DECEMBER 5, 2008

You should have a presence online to generate “hand-raisers,” but you should leverage a target market and get your sales team face to face regardless of whether they raise their hand or not. You can point them at the target and fire. The lure of outbound appointment setting is you can move quickly -- no hiring, pay for performance.

Lead Generation 100

Lead Generation Generation Salesforce.com Leads 100

Smashmouth Marketing

DECEMBER 1, 2008

You should have a presence online to generate “hand-raisers,” but you should leverage a target market and get your sales team face to face regardless of whether they raise their hand or not. You can point them at the target and fire. The lure of outbound appointment setting is you can move quickly -- no hiring, pay for performance.

Lead Generation 100

Lead Generation Generation Salesforce.com Leads 100

Smashmouth Marketing

AUGUST 28, 2009

If it's Fortune 2000 type companies you want and you target technology buyers, there is no other source. If you target federal, state and local government, there is no other source of research and data. Lots of data on the research side. Org charts, direct dials and emails. Extensive research. Fabulous service, but on the pricey side.

Jigsaw 100

Jigsaw B2B Sales Sales Leads Sales Qualified Leads 100

Smashmouth Marketing

AUGUST 28, 2009

If it's Fortune 2000 type companies you want and you target technology buyers, there is no other source. If you target federal, state and local government, there is no other source of research and data. Lots of data on the research side. Org charts, direct dials and emails. Extensive research. Fabulous service, but on the pricey side.

B2B Sales 100

B2B Sales Sales Leads Jigsaw Sales Qualified Leads 100

Smashmouth Marketing

OCTOBER 5, 2009

we decided to conduct a LinkedIn poll asking only C/VP level respondents (our appointment setting targets) what they do when they receive a well crafted voicemail that is sales oriented: The results were as I expected, so let the debate begin: Want to know the mix by department?

Lead Generation 100

Lead Generation Tips Lead Gen Leads 100

Smashmouth Marketing

OCTOBER 5, 2009

we decided to conduct a LinkedIn poll asking only C/VP level respondents (our appointment setting targets) what they do when they receive a well crafted voicemail that is sales oriented: The results were as I expected, so let the debate begin: Want to know the mix by department?

Lead Generation 100

Lead Generation Cold Calling Tips Lead Gen 100

Smashmouth Marketing

AUGUST 10, 2009

There is also a TiVo-like replay of their visit available, which is a rich way for a rep to find out what the prospect was interested in and target the followup conversation. From there the rep can link to the contact's history -- what emails have they received, and what actions have they taken.

Marketing Automation Services 100

Marketing Automation Services Product Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 10, 2009

There is also a TiVo-like replay of their visit available, which is a rich way for a rep to find out what the prospect was interested in and target the followup conversation. From there the rep can link to the contact's history -- what emails have they received, and what actions have they taken.

Marketing Automation Services 100

Marketing Automation Services Lead Scoring Lead Ranking Sales Qualified Leads 100

Smashmouth Marketing

AUGUST 12, 2009

There is also a TiVo-like replay of their visit available, which is a rich way for a rep to find out what the prospect was interested in and target the followup conversation. From there the rep can link to the contact's history -- what emails have they received, and what actions have they taken.

Marketing Automation Services 100

Marketing Automation Services Sales Genius Lead Scoring Lead Ranking 100

Smashmouth Marketing

DECEMBER 15, 2008

A connect is when the CAS system delivers a prospect you have targeted for a live phone call where you can start with "Hi Joe Prospect, this is Steve the Sales Guy, how are you?" They typically connect with an average of 23 targets per day, send 6 quotes out (25% interest rate) Close 1 of the 6 over time (16% close rate).

Validation 100

Validation Lead Ranking ROI Work Management 100

Smashmouth Marketing

MARCH 27, 2009

We used this team to target a pool of 600 companies (200 F1000, 200 $100M-$1B in revenue, 200 $50M-$100M in revenue). If the prospect is the proper target with the proper role, it is recommended that this be respected and a Con-call/Web-meeting take place. It has become pervasive, and respected, to do business this way.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

MARCH 25, 2009

We used this team to target a pool of 600 companies (200 F1000, 200 $100M-$1B in revenue, 200 $50M-$100M in revenue). If the prospect is the proper target with the proper role, it is recommended that this be respected and a Con-call/Web-meeting take place. It has become pervasive, and respected, to do business this way.

Lead Gen 100

Lead Gen Marketing Management Conference Advertising Agencies 100

Smashmouth Marketing

DECEMBER 7, 2008

A connect is when the CAS system delivers a prospect you have targeted for a live phone call where you can start with "Hi Joe Prospect, this is Steve the Sales Guy, how are you?". They typically connect with an average of 23 targets per day, send 6 quotes out (25% interest rate) Close 1 of the 6 over time (16% close rate).

Work Management 100

Work Management Paid Search Agency Validation Lead Ranking 100

Smashmouth Marketing

FEBRUARY 17, 2011

At the end of the discussion, Craig asked us for our final advice; what advice can we leave the listener's with as they continue on their journey of marketing to their target audience. We talked a lot about what isn't working in b2b demand generation, and shared some stories about things that are working.

Demand 100

Demand Top of Funnel Demand Generation Agencies Lead Gen 100

Smashmouth Marketing

JUNE 7, 2009

Tie between: The 2009 Economic Impact on B2B Marketing Budgets & Practices, and a concurrent session, Create a Winning Targeted Accounts Strategy. Eight Secrets to Delivering Top B2B Demand Gen Results. Make Every Investment Count: The Measure of Marketing. Putting Measurement into Action to Improve Leads, Conversions & ROI.

B2B 100

B2B Marketing Budget Conference CMO 100

Smashmouth Marketing

JUNE 7, 2009

Eight Secrets to Delivering Top B2B Demand Gen Results Tie between: The 2009 Economic Impact on B2B Marketing Budgets & Practices, and a concurrent session, Create a Winning Targeted Accounts Strategy Make Every Investment Count: The Measure of Marketing Putting Measurement into Action to Improve Leads, Conversions & ROI Tappas Tweetup - (find (..)

B2B 100

B2B Marketing Budget Conference B2B Sales 100

Smashmouth Marketing

JUNE 5, 2009

Realized that the fact that Oracle and SAP visited is cool, but we can't really take targeted action on it since they have hundreds of individuals we could target. Companies that visited were listed ( Oracle , SAP , and a sizable list of other companies I haven't heard of).

Leadlander 100

Leadlander Jigsaw Marketing Analytics Tools Stats 100