Smashmouth Marketing

The Sales Development Playbook #PeopleMatter #MustRead

Smashmouth Marketing

My opinion of Trish as a sales development expert is beyond what I could deliver in this article. As it pertains to a sales development team - your people are your only true asset. There is a ton of sales development goodness. People DO Matter when it comes to sales development.

15 Reasons Why Every CMO Must Attend #dreamforce #DF13 #in

Smashmouth Marketing

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.

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HubSpot Signals Product Review "She just read the email" (from #Inbound13)

Smashmouth Marketing

Sales people now have actionable intelligence from the prospect. Enhancing the Inbound experience for sales people. Last week at Inbound, HubSpot announced a new product, Signals.

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Fantasy Football Builds Stronger Inside Sales Teams

Smashmouth Marketing

Tips to learn from Fantasy Football when building awesome inside sales teams: Be a coach. We read Fantasy blogs; we also read B2B sales and marketing blogs.

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Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

@HubSpot Eliminates 2 Billion Cold Calls (from #Inbound13)

Smashmouth Marketing

In the world of sales, selling doesn''t start until a conversation starts with the prospect. However, unless your inbound lead comes in the form of a calendar invite, date, time and phone number booking one of your sales reps for a appointment, there is still work to do.

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings.

SiriusDecisions Summit London Notable Quotes #sdsummit

Smashmouth Marketing

Having just kicked off, the SiriusDecisions Summit in London will be spanning two days with tons of marketing and sales goodness. Floriane_Ma_FR: Min 10/12 attempts to get a decision maker on the line in complex sales, builds case for teleprospecting to do the job instead of sales reps.

28 Questions to Ask B2B Appointment Setting and Lead Gen Vendors

Smashmouth Marketing

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. Words of wisdom from two industry leaders: Trish Bertuzzi, Inside Sales Expert , @bridgegroupinc : "Hiring a third party lead gen vendor is like dating… the chemistry is either there or it is not. A higher cost lead (if justified) will convert better with sales. What is your reps' experience in general outbound sales?

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.

The ROI of Conference Calls vs. Face to Face Meetings

Smashmouth Marketing

Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? I was recently in the UK for business and saw sales reps investing a half day or more traveling for 30-60 minute meetings.

5 Outbound Calling Best Practices

Smashmouth Marketing

I'll be presenting these 5 Outbound Calling Best Practices later today (4:00-6:30) at Papa Razzi in Burlington at the AA-ISP meeting ( American Association of Inside Sales Professionals ). Dialing the phone all day is a task. I have one guy who calls it panning for gold.

5 Things My Father Taught Me About Selling

Smashmouth Marketing

My dad was never in sales, but he understood the fundamentals of selling. Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon.

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Lead Gen Tips from Yogi Berra

Smashmouth Marketing

I would say a majority of insides sales reps may have bailed on this call after the second objection. Don't provide sales drivel in a conversation.

C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

When I was recently at the Sales 2.0 37% IT/Technical, 24% Sales/Marketing, 16% Finance/Operations, 23% Other. conference, I had several conversations and debates about the value of Face-to-Face meetings versus Con-calls/Web-meetings.

Increase Marketing ROI 10X and Prove It

See how a marketing team demonstrated 10X ROI and increased sales by 35% with marketing automation

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?

Inside Sales Managers: 4 Ways to Motivate Your Team

Smashmouth Marketing

The Sales Manager is always looking for better performance from a team, and in order to get that, you've got to give a little. Here are four things you, as a Sales Manager, need to give your team if you want to get more production out of them: 1. That's what having impossible sales goals are like. Putting goals that make our reps stretch, not snap, is one way Sales Manager can motivate their teams. This is an area that many sales managers can improve upon.

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.

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Inbound Marketing Gurus -- Where's All The Outbound Marketing Goodness?

Smashmouth Marketing

Here are some sites that share top-notch practices: The Bridge Group's Inside Sales Experts Blog - Trish Bertuzzi and the team over at The Bridge Group are the gold standard when it comes to advice on making your inside sales team greater than it already is. Add to that their annual Inside Sales Metrics and Compensation reports and Bridge's Inside Sales Experts LinkedIn group , and you've got yourself some really fine resources to improve your team.

9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale

Outbound Calling Tips from Johnny Bench

Smashmouth Marketing

What does all of this have to do with B2B sales and marketing? Prospects are always going to have objections, so if you can handle the initial objections with relative ease, it will go a long way to getting an appointment for your sales team. Your job is not to teach them about your product -- that's the sales guy's job. When I was in college, one of my roomates used to watch The Baseball Bunch. It was designed for kids, but I loved it.

Smashmouth Review - LeadLander - Who's Really Visiting Your Site?

Smashmouth Marketing

This was valuable as we identified that the referring site for the Oracle visit was their intranet site from their weekly sales call. This marketing/sales approach to website stats is extremely useful. He shared with me "LeadLander was designed to turn traditional web analytics statistics that benefit marketing staff into reports that benefit sales staff, by providing specific information about the companies and people visiting web sites.

We Are All Our Own CEOs - Chris Brogan On #Owner Magazine

Smashmouth Marketing

Does that sound much different than a sales or marketing professional? As a business owner, I manage my tasks, take care of clients, look at my numbers, work hard, attend to quality, work with my team.you name it. Tasks, Clients, Quotas, Energy, Perfection, Peers.

Sales & Marketing Rap: G-Ice #sm20

Smashmouth Marketing

During the opening of the Sales & Marketing 2.0 He did just that with comic Jeff Applebaum during the Sales & Marketing 2.0 Awards Ceremony, of which Green Leads was a finalist in two categories--Sales & Marketing Alignment and Social Media.

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

Today’s sales and marketing environment is a paradox. Attend this webinar with Brian Carroll, author of Lead Generation for the Complex Sale , and learn the following: How to understand customer motivation and increase conversion.

Do You Sales 2.0?

Smashmouth Marketing

I'm on the the flight back from SFO after attending Sales 2.0 Even better was to find out that my company is well on it's way to Sales 2.0. As defined by Selling Power , Sales 2.0 is “Sales 2.0 Sales 2.0 What do you do to Sales 2.0?

Sales 2.0 Conference - Nigel Edelshain, the Man Who First Said "Sales 2.0"

Smashmouth Marketing

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

Sales 2.0 Tips: Discussing Outbound Marketing Stats (Video)

Smashmouth Marketing

Last month was the Sales 2.0 I connected with friends and colleagues with similar desires to increase sales and marketing production with no holds barred. Since my attendance at the first Sales 2.0 Conference" will be known as the " Sales and Marketing 2.0

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings.

Sales 2.0 Strategies: Demand Gen Lessons From the iPhone

Smashmouth Marketing

What this means to me (and you) is its connection to Sales 2.0. Sales 2.0 It's about changing the way sales and marketing do our jobs and adapting. Sales 2.0 Is this Sales 2.0? Optimizing it and helping sales and marketing teams take advantage of it certainly is.

Sales 2.0 Conference - Interview with David Thompson of Genius.com

Smashmouth Marketing

With he upcoming Sales 2.0 David Thompson, CEO of Genius.com was one of the early leaders of the Sales 2.0 movement and recently co-authored Sales 2.0 In the Sales 2.0 Conference panel I’m moderating, “Social Networking in a Sales 2.0 sales b2b sales

5 Thoughts About Sales 2.0 Conference Opening Remarks

Smashmouth Marketing

This morning's Sales 2.0 The best Sales 2.0 From our experience with Sales 2.0 What risks have you taken related to Sales 2.0? Conference lead off speaker was Polly Sumner of Salesforce.com.

Jive Talkin for B2B Marketing & Sales Demand Gen Experts

Smashmouth Marketing

That said, you still have hundreds of Google Reader articles to scan, a few new sales enablement presentations to review before publishing them to Slideshare, and two meetings to approve in the Appointment Setting queue. My domain expertise is B2B Marketing and Sales, especially Demand Gen.

Sales & Marketing Leadership Conference

Smashmouth Marketing

I can’t be at the Sales & Marketing Leadership Conference in Scottsdale, Arizona, on April 11, but I encourage you to check it out. The event features keynotes from John Grosshans of SAP Americas and Justin Shriber of Oracle (the latter will be reprising his presentation from the recent Sales 2.0 There will be a big emphasis on how the many ways sales & marketing can (and should) work together to shorten sales cycles and optimize lead gen.

B2B Sales Leads from Data Services - Smashmouth Review

Smashmouth Marketing

When we're selling our outbound marketing demand gen solutions, we get asked all the time, where can I find inexpensive b2b sales leads ? We obviously try to sell up to our high level appointment setting service , but not all companies are ready for that.

Inbound Lead Generation: Improving Your B2B Sales and Marketing Blogs

Smashmouth Marketing

What about your B2B sales and marketing blog, though? Here are three ways, as we head into the second half of 2010, that you can improve your B2B sales and marketing blog: Revisit your blog's goals - When you first started writing your blog, you had a goal in mind.

Do You Sales 2.0?

Smashmouth Marketing

I'm on the the flight back from SFO after attending Sales 2.0 Even better was to find out that my company is well on it's way to Sales 2.0. As defined by Selling Power , Sales 2.0 is “Sales 2.0 Sales 2.0 What do you do to Sales 2.0

Sales 2.0 Panelist Trish Bertuzzi Talks about Insourced vs. Outsourced Inside Sales

Smashmouth Marketing

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.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Smashmouth Marketing

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.