2010

Smashmouth Marketing

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5 Outbound Calling Best Practices

Smashmouth Marketing

Dialing the phone all day is a task. I have one guy who calls it panning for gold. He'll say he just swished the phone 20 times, found 4 shiny objects and none were gold. Then an hour later he'll yell "Eureka!" when he does successfully set an appointment.

Lead Gen Tips from Yogi Berra

Smashmouth Marketing

Yesterday I was using ConnectAndSell as a training tool and had one of our BDRs (Business Development Reps) live and working a list and three others listening in and critiquing. This, btw, is one of the many benefits of ConnectAndSell. You can train with 5-10 pitches in an hour versus 1 or 2.

Event Marketing Works, but ONLY if Vendors Add Value

Smashmouth Marketing

I've recently been on the conference circuit, speaking and tweeting whatever sales and marketing goodness I can find. One topic that came up at each conference was the quality of the content presented by the various speakers. Some sessions were brilliant; some were nothing more than veiled commercials. The key as an attendee is to be able to pull the brilliant content out of the commercials. The key as a presenter is to avoid the commercials and present brilliant content. Simple, right?

Building a Demand Gen Tribe: The Seth Godin Lead Gen Program

Smashmouth Marketing

I was fortunate enough to be asked by Gerhard Gschwandtner , of Selling Power to speak this week at his Sales Leadership Conference in Philadelphia. The highlight of my day was listening to Seth Godin, blogger and author on topics b2b sales and marketing folks devour.

7 Inspiring B2B Marketing Campaigns

Must-See Examples of Marketing Success That You Can Replicate.

B2B Marketing Experts Have a Chance to Give During the Holidays

Smashmouth Marketing

B2B Marketing Experts have an ideal opportunity during the Holiday Season to do some old fashioned "feel good" marketing and help some folks along the way. Green Leads ran two internal contests that resulted in charitable giving. Toy drive.

Sales & Marketing Rap: G-Ice #sm20

Smashmouth Marketing

During the opening of the Sales & Marketing 2.0 Conference this week, Gerhard "G-Ice" Gschwandtner promised that he would perform a RAP to close the event Tuesday night. He did just that with comic Jeff Applebaum during the Sales & Marketing 2.0

B2B Lead Gen Numbers Do Improve With the Nintendo Wii

Smashmouth Marketing

I got a bit carried away recently with my niece and nephews' Wii Bowling game. Even when I thought I had done my best and had enough, I would take a breather and come back and SWING! I would put up better numbers. It was addicting. I wanted to beat my best score, and.

Inbound Marketing Summit Speakers: Twitter List #IMS10

Smashmouth Marketing

Today I'm attending New Marketing Lab's Inbound Marketing Summit at Gillette Stadium in Foxboro (killer spot for a conference, btw). Highlight of the day is always Chris Brogan's down to earth, almost "stand up" quality talks. He is always insightful, practical, and spot on with his delivery.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

Be a B2B Tweeter, Not a B2B Twit

Smashmouth Marketing

Sometimes I think George Lucas just didn’t “get it” when he made the Star Wars prequels. You know, the “other” Star Wars movies? He had made the greatest trilogy in the world in Star Wars , The Empire Strikes Back , and Return of the Jedi.

The Demand Gen Capital of the World: Andover, MA

Smashmouth Marketing

Lead Generation is an "industry" in New England, going back to the early days of the Route 128 Technology Highway. At one point some entrepreneurial soul spun off from one of the big companies, such as Digital or Wang, and there you have it -- an industry was born.

3 Great B2B Demand Gen Articles from Last Week

Smashmouth Marketing

It's amazing that there's so much great content out there surrounding demand generation and B2B sales and marketing! Here are a few that stand out to the Smashmouth crowd from last week: Are Your Inside Sales Reps Good Detectives?

Sales 2.0 Tips: Discussing Outbound Marketing Stats (Video)

Smashmouth Marketing

Last month was the Sales 2.0 Conference in Boston ( my comments here ). I connected with friends and colleagues with similar desires to increase sales and marketing production with no holds barred.

Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy

Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality.

Content Marketing: Accuracy, First Impressions and Demand Gen

Smashmouth Marketing

Guest post by Paul Simon , Sharper Content, @paulcontentman. We all form instant impressions when meeting someone new. Guess what? The same thing happens when we read something from someone we don't know - and the proliferation of social media puts an awful of "new" people in front of us.

Sales 2.0 Strategies: Demand Gen Lessons From the iPhone

Smashmouth Marketing

Not sure I'm going to pick up the new iPhone just yet. I'm hearing about issues with the antenna, but I'm sure I'll have to make a decision when one of my daughters drops her phone into the pool this summer and I need to sacrifice my current iPhone as a replacement.

WOM 2

5 Thoughts About Sales 2.0 Conference Opening Remarks

Smashmouth Marketing

This morning's Sales 2.0 Conference lead off speaker was Polly Sumner of Salesforce.com. Although she spoke about Tools, her real message wasn't about tools as much as it was about use, and ways of working.

Inbound Lead Generation: Improving Your B2B Sales and Marketing Blogs

Smashmouth Marketing

You want to talk about improvements? You know what needed improvement? The Boston Celtics, that's who. If you're a fan of basketball, or maybe even a fan of rivalries, maybe you, like me, watched the Boston Celtics crumble last Thursday night (June 17th).

7 B2B Marketing Strategies You Need to Know About

As B2B marketers, we know that our buyers' needs are ever-evolving, but it's not just our buyers that are changing.

ActiveConversion Product Review: Demand Gen Intelligence

Smashmouth Marketing

ActiveConversion is a web based solution that allows organizations to identify visitors to their website, to automatically qualify and nurture leads, to get notified when leads become "hot," and to track ROI of marketing campaigns.

Jive Talkin for B2B Marketing & Sales Demand Gen Experts

Smashmouth Marketing

Today at Enterprise 2.0 in Boston, Jive Software is rolling out a new agenda for social business that is worth a close look. We all wake up on Mondays to a mountain of data, feeds, and emails.

B2B Marketing and Sales Books: What's On Your Summer Reading List?

Smashmouth Marketing

The Catcher in the Rye. Moby Dick. Pride and Prejudice. The Grapes of Wrath. A Tale of Two Cities. If there's one thing those books have in common for me, it's that they were part of my high school summer reading lists. Remember those?

Can Your B2B Appointment Setting Team Stand the Heat?

Smashmouth Marketing

So, for a few days last week in Boston and her surrounding suburbs, it was extremely hot. I'm not talking "spring time" hot, like in the upper 70's. I'm talking about temps in the 90's! I'm a big guy, and I can tell you this -- I can't stand the heat. I hate it.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Lead Gen Tips: Use Google to Search LinkedIn

Smashmouth Marketing

Since I was spouting all about LinkedIn at Chris Brogan's New Marketing Experience last month, he has recently been on a LinkedIn crusade to find all the tips and tricks burried inside. Although I love taking a little credit, his recent articles have been full of LinkedIn Goodness.

B2B Appointment Setting Experts Getting LOST?

Smashmouth Marketing

If you're like me, last night you spent over four hours consumed with watching the finale to the television series LOST.

Lead Gen Tips: Find LinkedIn Names That Aren't In Your Network

Smashmouth Marketing

Most sales people today have found that using LinkedIn as a research tool to identify specific prospects has been a fantastic way to find the needle in a haystack of potential leads.

Lead Gen Experts Should Take "Campaign" Out of Their Vocabulary

Smashmouth Marketing

Last week, I was out with the team at Focus.com and enjoying "bourbon and proteins" with Craig Rosenberg ( The Funnelholic ) when the subject of campaigns came up from his point in a recent post to " forget campaigns, build a factory. "

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.

@chrisbrogan's New Marketing Experience, aka Inbound Marketing Summit: 5 Tips

Smashmouth Marketing

Next week I'll be speaking at Chris Brogan's New Marketing Experience in San Francisco. In a recent post, @chrisbrogan talks about the event: " One thing that’s different with my events than with other events: Every sponsor and exhibitor and speaker is someone we think has something to offer you.

5 Tips For @chrisbrogan's New Marketing Experience, aka: Inbound Marketing Summit

Smashmouth Marketing

Next week I'll be speaking at Chris Brogan's New Marketing Experience in San Francisco. In a recent post, @chrisbrogan talks about the event: " One thing that’s different with my events than with other events: Every sponsor and exhibitor and speaker is someone we think has something to offer you.

Appointment Setting Vendors Can Reduce Carbon Footprint

Smashmouth Marketing

Someone asked me recently where the Green in Green Leads came from?

Lead Gen Tip for Q2: Face Time

Smashmouth Marketing

Measuring the effectiveness of lead gen programs is always at the top of a demand gen expert's list of priorities. 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?

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Smashmouth Marketing

Over the past four months Green Leads has been starting new reps on the first Monday of each month. Inside sales seems to be like that, growth and replenishment. In our case, we have pretty stringent criteria for success since we are a performance-based appointment setting company.

Lead Gen Experts Need Disaster Recovery Plans - A Flood of Leads!

Smashmouth Marketing

View of the Shawsheen River at Rt 133 from Green Leads' parking lot Those of you living in New England know that the past four days have been brutal, with constant rain, the White Mountains melting and all of it heading downhill towards towns like Andover.

Demand Gen Experts Should Ask "How's Your Steak?""

Smashmouth Marketing

Last night we were at my favorite local restaurant for my oversized salad (mandated by my wife and doctor), when I observed each of the servers checking in with their customers within 5 minutes of serving their entrées, "How's your steak cooked?", "Is the salmon to your liking?"

Appointment Setting: Was I Duped?

Smashmouth Marketing

In the collection of appointment setting techniques I've seen before, I've never seen the one that I fell victim to this week. Interestingly, if Green Leads did this for our clients we would soon be one a B2B Appointment Setting Vendor that had a tainted reputation.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.