Smashmouth Marketing

JULY 24, 2019

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.

Sales Qualified Leads 100

Sales Qualified Leads High Quality Lead Marketing Management Leads 100

Smashmouth Marketing

MARCH 14, 2020

The appointment setting vendors today are pricing introductory appointments from $600-$700 for an offshore provider, to $900-$1,000 for on-shore providers – per completed meeting. How does this equate to a pay-for-performance demand generation?

Marketing Qualified Leads 165

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Ideal Customer Profiles 165

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. Vendors - Odds are that if your marketing vendors are here. Learn - Study new marketing techniques.

CMO 100

CMO Lead Gen Vendors Conference 100

Smashmouth Marketing

SEPTEMBER 25, 2019

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? These are the results: Respondents: 15% C Level, 31% VP Level, 42% Director, 11% Other. 37% IT/Technical, 24% Sales/Marketing, 16% Finance/Operations, 23% Other. 42% Face-to-Face.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100

Smashmouth Marketing

SEPTEMBER 25, 2019

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? These are the results: Respondents: 15% C Level, 31% VP Level, 42% Director, 11% Other. 37% IT/Technical, 24% Sales/Marketing, 16% Finance/Operations, 23% Other. 42% Face-to-Face.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 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

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. We just don't have the time to waste managing anything but."

Marketing Management 100

Marketing Management Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

FEBRUARY 22, 2010

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. If you are paying for performance after the meeting takes place, isn't the vendor incentivized to deliver the exact number of meetings you ask for? Was I dreaming?

Lead Gen 100

Lead Gen Work Management Companies Leads 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)? Final side note: Male respondents were 30% more likely to meet with a vendor than female respondents.

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

MAY 18, 2009

My initial thoughts are that in a pay-for-performance model where the vendor is being compensated for leads delivered, appointments completed or sales closed, there might be more acceptance of an outsourced approach. Having a great vendor as a partner gives you breathing room as it pertains to capacity. Outsourced and Insourced?

Top of Funnel 100

Top of Funnel Budget Programs Lead Ranking Vendors 100

Smashmouth Marketing

MAY 5, 2009

My initial thoughts are that in a pay-for-performance model where the vendor is being compensated for leads delivered, appointments completed or sales closed, there might be more acceptance of an outsourced approach. Having a great vendor as a partner gives you breathing room as it pertains to capacity. Outsourced and Insourced?

Top of Funnel 100

Top of Funnel Budget Programs Lead Ranking Vendors 100

Smashmouth Marketing

MARCH 1, 2010

Interestingly, if Green Leads did this for our clients we would soon be one a B2B Appointment Setting Vendor that had a tainted reputation. I'm sure they are selling the appointment for far more, and the vendor is suffering from ROI-paralysis. My week is comprised of 5-8 appointments per day. How low can you go?

Ad brokers 100

Ad brokers Vendors Advertising Mediums Conference 100

Smashmouth Marketing

NOVEMBER 22, 2009

Interestingly, if Green Leads did this for our clients we would soon be one a B2B Appointment Setting Vendor that had a tainted reputation. I'm sure they are selling the appointment for far more, and the vendor is suffering from ROI-paralysis. My week is comprised of 5-8 appointments per day. How low can you go?

Ad brokers 100

Ad brokers Vendors Advertising Mediums Conference 100

Smashmouth Marketing

MARCH 29, 2010

Prospects communicate with vendors differently. With unlimited data licenses at four vendors, search tools that didn't exist just four years ago, autodialers, power dialers, Google alerts, social media and other techniques -- this business is a specialized trade now and the new skills need teaching. Times have changed here too.

Training 100

Training Demand Generation Demand B2B Sales 100

Smashmouth Marketing

DECEMBER 29, 2008

Copies of certificates, offset purchases, internal plans and procedures, vendor choices, etc. Our community of employees, contractors, clients, and vendors have recognized the practices as important to them. Business of Design Online's Jess Sand wrote about How to Find Green Vendors.

Social Marketing 100

Social Marketing B2B Marketing Social Media Planning 100

Smashmouth Marketing

DECEMBER 28, 2008

Copies of certificates, offset purchases, internal plans and procedures, vendor choices, etc. Our community of employees, contractors, clients and vendors have recognized the practices as important to them. Have a solid plan with proof of your strategies and practices. Create materials that document your green work.

Social Marketing 100

Social Marketing B2B Marketing Social Media Planning 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. I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. It's filled with useful information, starting with the basics and then working to the advanced.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 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

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. I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. It's filled with useful information, starting with the basics and then working to the advanced.

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

APRIL 22, 2010

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. Did the email sent result in a clickthrough? React - Make that adjustment -- but adjust, don't start and stop.

Lead Gen 100

Lead Gen Campaigns Clickthrough Budget Programs 100

Smashmouth Marketing

MARCH 16, 2010

Have a vendor ready to turn on at a moment's notice. Inside CRM talks about Call Center Disaster Recovery Plans If your building were to lose power for a week, or the floods poured into the basement, could you keep generating pipeline? Consider outsourcing as part of your business continuity plan. What about a business disaster?

Lead Gen 100

Lead Gen Lead Ranking Leads Lead 100

Smashmouth Marketing

NOVEMBER 17, 2010

Use these opportunities to work with good outsourced vendors. Don't be afraid to look outside of your own organization. If you have a new product launch or new sales reps being added to your team, you may need assistance. Take advantage of it.

Planning 100

Planning Paid Search Agency Buyer Personas Lead Gen 100

Smashmouth Marketing

APRIL 1, 2010

Of their initial meetings with vendors, 58% were by phone and of those, 69% were "effective." In a previous blog article, I shared poll results showing C Level prospects being more than willing to take their first introductory appointment by phone. In general, it is becoming more the norm to begin a relationship by phone.

Lead Gen 100

Lead Gen Leads Lead Marketing Qualified Leads 100

Smashmouth Marketing

AUGUST 30, 2008

Most of the vendors at the farmers market are true to their audience. It's about locally grown, whole food produced with wholesome methods. Farmer Dave does a great job talking about sustainable and healthy growing practices that are not organic, but are good enough for me. Now, my pet peve.

Vendors 100

Vendors Tagging Marketing Practices 100

Smashmouth Marketing

DECEMBER 30, 2008

Bring Value - More executives have stated that they tend to buy from vendors that bring value to them in the marketing and sales process. You've invested in a good list, get your inside team, your reps, or an outsourced vendor to work it. You can go the next step too, even with a good Jigsaw list, by doing list validation and cleaning.

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

DECEMBER 30, 2008

Bring Value - More executives have stated that they tend to buy from vendors that bring value to them in the marketing and sales process. You've invested in a good list, get your inside team, your reps, or an outsourced vendor to work it. You can go the next step too, even with a good Jigsaw list, by doing list validation and cleaning.

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 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. Building a performing team of appointment setters, as a business or a function of inside sales, requires best practices, tips and tricks -- and most of all -- discipline.

Jigsaw 100

Jigsaw B2B B2B Sales Class 100

Smashmouth Marketing

JUNE 19, 2009

Outsourced vendors or inside sales teams can operate more efficiently, providing higher quality as well as additional services. Quality of introductory meetings are increased, resulting in a more mature pipeline. Ongoing branding to prospects nurtured is significantly higher than those not nurtured.

Work Management 100

Work Management B2B Best Practices Stats 100

Smashmouth Marketing

JUNE 15, 2009

If tightly integrated, the results of the two are significant: Prospects are further into the buying cycle when the sales team engages Resources used to build larger lists for outbound work can be redirected to nurturing efforts Quality of introductory meetings are increased, resulting in a more mature pipeline Ongoing branding to prospects nurtured (..)

Work Management 100

Work Management Marketing Management B2B Lead Gen 100

Smashmouth Marketing

AUGUST 10, 2009

It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. The product is so rich in features that this article alone will not do it justice. Genius eliminates the need for heavy IT support.

Marketing Automation Services 100

Marketing Automation Services Product Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 10, 2009

It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. The product is so rich in features that this article alone will not do it justice. Genius eliminates the need for heavy IT support.

Marketing Automation Services 100

Marketing Automation Services Lead Scoring Lead Ranking Sales Qualified Leads 100

Smashmouth Marketing

AUGUST 19, 2009

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. Tony Soprano: "Hey, You want that, it's a phone call away."

Inbound Marketing 100

Inbound Marketing Marketing Automation Services Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 18, 2009

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. Tony Soprano: "Hey, You want that, it's a phone call away.".

Inbound Marketing 100

Inbound Marketing Marketing Automation Services Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 12, 2009

It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. The product is so rich in features that this article alone will not do it justice. Genius eliminates the need for heavy IT support.

Marketing Automation Services 100

Marketing Automation Services Sales Genius Lead Scoring Lead Ranking 100

Smashmouth Marketing

MARCH 27, 2009

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? These are the results: Respondents: 15% C Level, 31% VP Level, 42% Director, 11% Other. 37% IT/Technical, 24% Sales/Marketing, 16% Finance/Operations, 23% Other. 42% Face-to-Face.

Marketing Management 100

Marketing Management Conference Advertising Agencies Marketing Prospects 100