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Mike DamphousseMike
Damphousse

Green Leads' Founder, CEO and CMO, Mike Damphousse, writes frequently about b2b marketing, demand generation, appointment setting, lead gen, and marketing in general.


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Smashmouth B2B Blog: Sales & Marketing Demand Gen

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B2B Appointment Setting Services and Woodchucks?

  
  
  

A few weeks ago I was digging around one of my favorite sales and marketing tools, LinkedIn (my LinkedIn Lead Gen Tips), and noticed the Company Stats area.  It shows statistics on things such as Job Function, Years Experience, Growth, etc. and compares company stats to those of their peers in the industry.

Looking at the charts for Green Leads, the issue of "Years Experience" stood out to me because Linda and I have been discussing the topic during our recent hiring efforts.  When we first started out, we hired people with 10+ years of experience, and in fact if you look at the chart below, we are way over the industry average. However, now that we've grown our philosophy may have shifted a wee bit.  Let me explain...

b2b appointment setting services stats

Trish Bertuzzi, the inside sales guru, uses a term for new hires with less experience.  She calls them "junior woodchucks."  She shared her philosophy with us, and when we compared our own experience hiring a couple of woodchucks recently we thought she was spot on. on.

Trish's woodchuck words of wisdom:

"Hire a mix of talent -- veterans to lead, set standards and coach.  Then hire some newbies that stand out from the crowd.  If done right, you'll find some diamonds in the rough. 

"Be cautious though, only hire newbies if you have a solid hiring model and onboarding process.  If not, it will be chaos."

So, how much quota could a woodchuck chuck if a woodchuck could chuck quota?

Demand Gen Cloud: Funnels and Pipelines are Old School

  
  
  

Craig Rosenberg, the demand gen expert from Focus.com recently asked me to participate in putting together the eBook, The Focus Experts Guide: Sales and Marketing Pipeline and Funnel.

Despite my whimsical title for this blog article (little link-baiting), the eBook is full of industry expert's takes on today's sales and marketing's demand gen and selling flow -- the path from universe to prospect to client.  I took a different approach to the discussion, and came up with the concept of a Demand Gen Cloud:

demand gen cloud b2b 600

With the advent of Social, Sales and Marketing 2.0 techniques and tools, optimized Inbound Marketing strategies, and a much more sophisticated buyer, the days of a funnel are gone.

Buyers put themselves in the funnel where they want to be. They jump around. The influence of content and word of mouth jumps them from side to side to back and down again.

The demand gen funnel is now in the cloud. As marketers, we must constantly measure the status of the cloud and make adjustments. Combine strategies and tactics in order to maximize our results.

Harness the chaos to our advantage. Control the Demand Gen Cloud.

Get the eBook and read what these other experts had to say about Pipelines and Funnels:

Ardath Albee, CEO and B2B Marketing Strategist at Marketing Interactions
Michael Brenner, Director of Online/Social Media at SAP North America
Michael Damphousse, CEO/CMO of Green Leads LLC
Christopher Doran, VP of Marketing at Manticore Technology
Barbra Gago, Social Media Manager of Cloud9 Analytics
Steve Gershik, CEO of 28Marketing
Sue Hay, CEO of BeWhys Marketing Inc.
Matt Heinz, Principal at Heinz Marketing LLC
Carlos Hidalgo, President of The Annuitas Group
Jon Miller, Vice President of Marketing at Marketo
Adam Needles, VP of Demand Generation Strategy at Left Brain Marketing
Tom Scearce, Principal at Scearce Market Development
Matt West, Director of Marketing at Genius.com
Steve Woods, Chief Technology Officer of Eloqua

Written by Craig Rosenberg - The Funnelholic

Get the eBook here: The Focus Experts Guide: Sales and Marketing Pipeline and Funnel.

Inbound Marketing Summit: Video Highlights

  
  
  

This past week at the Inbound Marketing Summit, all the sessions were broadcast live by The Pulse Network.  Below is the clip of our session with Chris Brogan on Lead Generation. 

For the time constrained fans...you can find my contributions at time spots: 4:50, 19:48 and 26:30   ;)

Inbound Marketing Summit Speakers: Twitter List #IMS10

  
  
  
inbound marketing summit twitter list

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.

I thought it would be useful to create a Twitter List of the #IMS10 Speakers.  

Here you go: http://twitter.com/damphoux/ims10-speakers

Alex Beauchamp, Citrix Online @alexthegirl
Alex Howard, O'Reilly Media @digiphile
Amber Naslund, Radian6 @ambercadabra
Audrey McClelland, Mom Generations @audreymcclelland
Benjamin Diggles, Webtrends @mrdiggles
Bernie Borges, Find & Convert @berniebay
Bettina Hein, Pixability @pixability
Brad Blake, Office of Governor Deval Patrick @bradmblake
Brian Halligan, Hubspot @bhalligan
Byron White, ideaLaunch @byronwhite
C.C. Chapman, Digital Dads @cc_chapman
Chris Brogan, New Marketing Labs @chrisbrogan
Claire Spina-Russell, PerkettPR @jerseygrl
David Meerman Scott, Freshspot Marketing @dmscott
Deb Orton, SAS @deb_orton
Dharmesh Shah, HubSpot @dharmesh
Erica Brookes, Vitrue @ebrookes
Erica McClenny, Expion @ericamcclenny
Gail Goodman, Constant Contact @gail_goodman
Greg Cangialosi, Blue Sky Factory @gregcangialosi
Jamus Driscoll, Demandware @jamusdriscoll
Jeanne Connon, Daily Grommet @jconnon
Jess Weiss, Office of Governor Deval Patrick @jessweiss
John Doyle, Alure Home Improvements @14str8
John Jantsch, Duct Tape Marketing @ducttape
Justin Levy, New Marketing Labs @justinlevy
Kiki Mills, MITx @kikimills
Lisa Horner, Citrix Online @lisahorner
Maria Pergolino, Marketo @inboundmarketer
Mark Chaves, SAS @markachaves
Matt Cutler, Visible Measures @mcutler
Michael Damphousse, Green Leads @damphoux
Michael Pranikoff, PR Newswire @mpranikoff
Michael Weiss, Imagistic @imagistic
Mike Schneider, Allen & Gerritsen @schneidermike
Nichole Kelly, CareOne Services @nichole_kelly
Pamela Meek, SAS @pamelameek
Patrick Attallah, 90:10 Group @bzpat
Patti Fousek, Mind Search Marketing @pattifousek
Paul Gillin, Paul Gillin Communications @pgillin
Pawan Deshpande, HiveFire @tweetsfrompawan
Rand Fishkin, SEOmoz @randfish
Ric Pratte, JitterJam @ricpratte
Robbie Vorhaus, Vorhaus & Company @vorhaus
Robert Brosnan, Seton Hall University @brosnaro
Ron West, PaperThin @notronwest
Sal Ferro, Alure Home Improvements @sal_ferro
Scott Stratten, Un-Marketing @unmarketing
Steve Garfield, SteveGarfield.com @stevegarfield
Tim Hayden, Blue Clover Studios @thetimhayden
Tim Washer, Cisco @timwasher
Tom Webster, Edison Research @webby2001
Valeria Maltoni, Powered @conversationage
Vern Imrich, Percussion Software @vimrich
Wayne Sutton, TriOut @waynesutton

If I missed someone or they made a last minute change in speakers, let me know and I'll update the list.

NetProspex Product Review: Powerhouse for Lead Lists

  
  
  

netprospex product reviewAs many of you would expect, Green Leads consumes prospect lists at a rate that far exceeds most outbound marketing efforts.  With over 30 clients running their appointment setting programs through us, having volumes of accurate contact names is essential to our business.  As a result, we've got licenses with Jigsaw, OneSource and NetProspex, and we use LinkedIn and other contact discovery services.  We love them all and use them all in parallel.

netprospex product review

NetProspex recently shined when we heard about the new addition to their service. Users can search on meta-data of specific attributes at companies such as what software system their organization is using, for instance Salesforce.com, NetSuite or Oracle.

This is such a HUGE addition to the world of data services.  I asked NetProspex what the future is for additional attribute data like this.

"We've always been a big proponent of metadata. 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.'  We are also investing heavily in social media and our future plans have it front and center. We launched SocialStep -- the first social media prospecting and appending service earlier this year. The interest level -- from customers, the media and even the general public -- has been greater than for any product we've ever launched," shared Mark Feldman, COO of NetProspex.

netprospex product review lead listsGeneral NetProspex highlights:

  • User-contributed data
  • In-house data verification ensures high accuracy
  • Customizable list-building tools where users can manage multiple projects and list variations
  • Job title search that is based on more than department and keywords -- there are 100+ functions to help you zero in on the specific function you are looking for. See the breakdown to the right just for Marketing contacts.  This is much more granular than the competition.
  • Pricing is similar to the other services.  You can trade contacts for credit, or purchase credits, and there are corporate licenses available. 

Smashmouth Rating: Thumbs Up!

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