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

MARCH 29, 2010

They can still work machine gun style or sniper style, but understanding when to use each technique is important. Prospects communicate with vendors differently. Research 101 - Gone are the days of just dialing a list top to bottom. Our reps need to be educated snipers that make every dial count. Times have changed here too.

Training 100

Training Demand Generation Demand B2B Sales 100

Smashmouth Marketing

APRIL 22, 2010

Marketing programs need Consistency Momentum Staying power Adjustment It may be that campaigns seem normal because our needs change, strategies are modified or budgets are handed out piecemeal, but the most successful clients both Craig and I work with all treat marketing programs as ongoing efforts.

Lead Gen 100

Lead Gen Campaigns Clickthrough Budget Programs 100

Smashmouth Marketing

JANUARY 31, 2009

These events set the groundwork for how I work with clients today, and how I expect them to work with me, and is what I believe keeps our client relationships long lasting. 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

DECEMBER 29, 2008

Create materials that document your green work. 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. Clients want to work with companies that are doing the right thing.

Social Marketing 100

Social Marketing B2B Marketing Social Media Planning 100

Smashmouth Marketing

DECEMBER 28, 2008

Create materials that document your green work. 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. Clients want to work with companies that are doing the right thing.

Social Marketing 100

Social Marketing B2B Marketing Social Media Planning 100

Smashmouth Marketing

JANUARY 15, 2009

These events set the groundwork for how I work with clients today, and how I expect them to work with me, and are what I believe keep our client relationships long lasting. 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. It's filled with useful information, starting with the basics and then working to the advanced. I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing.

Lead Nurturing 100

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

Lead Nurturing 100

Lead Nurturing Marketo Sales Qualified Leads Lead Generation 100

Smashmouth Marketing

NOVEMBER 17, 2010

In a perfect world, all of our marketing efforts work exactly to plan, don't they? Use these opportunities to work with good outsourced vendors. They aren't specialists at lead gen and appointment setting just because they stumbled upon it--they have a playbook that works and they are experts at what they do.

Planning 100

Planning Paid Search Agency Buyer Personas Lead Gen 100

Smashmouth Marketing

MARCH 16, 2010

Have a vendor ready to turn on at a moment's notice. Is your team able to work remotely as Green Leads did? 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? What about a business disaster?

Lead Gen 100

Lead Gen Lead Ranking Leads Lead 100

Smashmouth Marketing

DECEMBER 30, 2008

Add social media to the mix, but don't get over-hyped about it and forget some of the proven lead gen techniques that work. Bring Value - More executives have stated that they tend to buy from vendors that bring value to them in the marketing and sales process. Call it Lead Gen 2.0, Don't just call and sell though.

Lead Gen 100

Lead Gen Social Media Work Management Marketing Management 100

Smashmouth Marketing

DECEMBER 30, 2008

Add social media to the mix, but don't get over-hyped about it and forget some of the proven lead gen techniques that work. Bring Value - More executives have stated that they tend to buy from vendors that bring value to them in the marketing and sales process. Call it Lead Gen 2.0, Don't just call and sell though.

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. Old school call center tactics work, but need adjustments. Give Them Freedom to Work - I've seen this job done a hundred different ways.

Jigsaw 100

Jigsaw B2B B2B Sales Class 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." 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. Farmer Dave gets the kudos of the year for all the CSA work he's done and for maintaining wholesome, healthy practices. It's about locally grown, whole food produced with wholesome methods. Now, my pet peve. Boston Hill Farm is just another supermarket.

Vendors 100

Vendors Tagging Marketing Practices 100

Smashmouth Marketing

JUNE 19, 2009

They were still getting the same amount of meetings, but they were right, we were all working harder, and we were consuming bigger and bigger lists to achieve the same numbers. Resources used to build larger lists for outbound work can be redirected to nurturing efforts.

Work Management 100

Work Management B2B Best Practices Stats 100

Smashmouth Marketing

JUNE 15, 2009

They were still getting the same amount of meetings, but they were right, we were all working harder, and we were consuming bigger and bigger lists to achieve the same numbers. During regular review meetings, two clients asked within weeks of each other why their list penetration numbers were dropping (the number of meetings booked per list).

Work Management 100

Work Management Marketing Management B2B Lead Gen 100

Smashmouth Marketing

AUGUST 10, 2009

Since then, we've had the opportunity to work with and evaluate Genius Enterprise. It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. The one liner summary: marketing automation and sales enablement with a 2.0

Marketing Automation Services 100

Marketing Automation Services Product Lead Scoring Lead Ranking 100

Smashmouth Marketing

AUGUST 10, 2009

Since then, we've had the opportunity to work with and evaluate Genius Enterprise. It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. The one liner summary: marketing automation and sales enablement with a 2.0

Marketing Automation Services 100

Marketing Automation Services Lead Scoring Lead Ranking Sales Qualified Leads 100

Smashmouth Marketing

AUGUST 12, 2009

Since then, we've had the opportunity to work with and evaluate Genius Enterprise. It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different. The one liner summary: marketing automation and sales enablement with a 2.0

Marketing Automation Services 100

Marketing Automation Services Sales Genius Lead Scoring Lead Ranking 100

Smashmouth Marketing

SEPTEMBER 2, 2009

Do you think that single nuance between vendors is "sales 2.0?" Therefore most people have realized that they need to work together to make this big change happen. Mike: You and I are in the high level lead generation and appointment setting business. We talk all the time and consider ourselves co-opetition versus competition.

Conference 100

Conference Cold Calling B2B Sales Advertising Mediums 100

Smashmouth Marketing

SEPTEMBER 2, 2009

Do you think that single nuance between vendors is "sales 2.0"? Therefore most people have realized that they need to work together to make this big change happen. Mike: You and I are in the high level lead generation and appointment setting business. We talk all the time and consider ourselves co-opetition versus competition.

Conference 100

Conference B2B Sales Cold Calling B2B Marketing 100

Smashmouth Marketing

SEPTEMBER 22, 2009

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? If everyone agrees on this definition, you'll work together a lot better because you'll all be trying to get the same thing. 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

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? If everyone agrees on this definition, you’ll work together a lot better because you’ll all be trying to get the same thing. What are some simple ways to do Lead Scoring?

Lead Scoring 100

Lead Scoring Lead Ranking Enterprise Management Work Management 100