Subscribe by Email

Your email:

About

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.


Follow Us

Hubspot Certified Professional

Lead Gen ROI Calculator

Appointment Setting Quality vs Quantity

Got Demand Gen?

 

Browse by Tag

Smashmouth B2B Blog: Sales & Marketing Demand Gen

Current Articles | RSS Feed RSS Feed

Quality Leads Produce Better Pipeline: SiriusDecisions 2011 Summit

  
  
  

Sirius Decisions Summit Logo

Green Leads is pleased to announce that we will be a Gold Sponsor at the SiriusDecisions 2011 Summit--B2B Sales and Marketing: Forging a New Alliance.  The event is scheduled May 4-6 at the Fairmont Scottsdale Resort.  This event is considered the premiere B2B Sales and Marketing event of the year and if you are into Sales, Marketing, Demand Gen, and any discipline that surrounds it, this is the event to attend.

The Summit is a unique three-day conference where SiriusDecisions analysts and top sales and marketing leaders from companies of all sizes share how b2b organizations are solving critical issues that hinder predictable growth. Each year, the theme focuses on aspects of how sales and marketing can, and should, intersect.  Green Leads' interest in the event is the continued focus SiriusDecisions has placed on the topic of demand generation as it pertains to building and converting quality pipeline.

Sirius Decisions Summit Jim Ninivaggi"There will be a great deal of discussion around quality vs. quantity as it pertains to pipeline," explained analyst Jim Ninivaggi of SiriusDecisions’ Sales Optimization Strategies advisory service.  "Our recent study shows that marketing/sales organizations that focused on the quality of leads — and not just quantity — out produce their peers with reduced lead waste.”

Demand gen specialists have long debated the topic of Sales Ready Leads--Quality vs. Quantity.  I'm looking forward to hearing SiriusDecisions' findings and discuss them with my clients and peers how quality can impact the pipeline.  If you had a choice of Quality vs. Quantity as it pertains to high value sales ready leads, which way would you lean?  Come to the Summit and find out what the experts think about the topic.  I hope to see you there.

Sales & Marketing Leadership Conference

  
  
  

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 Conference, which sparked a debate a pretty good debate about the future of predictive analytics and CRM.) 

Sales and Marketing Leadership Conference

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. Conference host Gerhard Gschwandtner explains: 

gerhard gschwandtner"A recent Aberdeen survey showed that 47 percent of the sales forecasts at successful companies were generated by marketing, as compared to an average 5 percent among other companies. Yet few opportunities exist for today's sales and marketing leaders to come up with a joint definition of success. The Sales & Marketing Leadership Conference will allow both groups to collaborate under one roof and walk away with tons of ideas that will give everyone a chance to advance to best-in-class status." 

I also highly recommend you check out the session with Steve Richard of Vorsight.  He is an inside sales/appointment setting genius and shares his expertise on stage--sometimes doing live calls to demonstrate his tips.

Register for the event using discount code SPONL2 and save $75 off the current rate.

Lead Gen Scripts: They Have to Go

  
  
  

No bad outbound calling tips!There are a lot of great sources for telemarketing and teleprospecting calling tips out there, and just several weeks ago we brought you some great outbound calling tips from the best BDR's our management team has ever worked with.  That being said, there are some bad tips out there that need to be put to rest.  They just don't work any longer and they're not helping anybody succeed at generating quality b2b leads.  Top of the list:

Stick to the script - There was a time when it was imperative that you stick to your prospecting script.  It had everything you needed to pass a lead or book an appointment with your targeted prospecting base.  If you're dialing consumers selling widgets, maybe, but if you are dialing high level b2b audience, no way. They can read through a script all day long.  Create three guidelines for conversations. Then don't use them verbatim, use them in your own words.

  • Talking points - 4 or 5 high level statements you can work into your conversations.
  • Open ended questions - Questions that bring value to the prospect by getting them to talk and participate in the conversation.
  • Objection handling - As it states.  How to handle the most common "no thank you" statements.

Then keep it natural.  Have conversations.

What other outbound calling tips have you encountered that just need to go?

Photo Credit:  sindesignvia Flickr

Inside Sales Managers: 4 Ways to Motivate Your Team

  
  
  

Sales Managers MotivateYou'd think that in today's economy, a steady paycheck would be enough motivation to get the best out of people, right?  Not always the case, nor should it be.  Part of any manager's role is to make the people around them better.  Whether it's mentoring someone to take over your role when you ascend the corporate ladder, or taking a rep with just enough potential under your wing, ultimately, the job of a manager is to improve his or her team.  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.  Give them goals that aren't impossible to reach - You remember what it felt like at 12 years old, when you realized that "dunking" a basketball was an offensive point scoring option, yet you couldn't do it?  That's what having impossible sales goals are like.  CSO Insights, in their 2010 Telemarketing/Inside Sales Optimization report, cites that 47% of inside reps did not meet their quota last year, yet during a webinar with Gerhard Gschwandtner, Jim Dickie (Managing Partner at CSO Insights), shared that 86% of companies are raising their sales quotas.  If we have reps that aren't hitting their current goals, and management is continually raising them, at some point something has to give.  Putting goals that make our reps stretch, not snap, is one way Sales Manager can motivate their teams.  They'll feel supported, and a supported rep is a productive rep.

2.  Give them constructive criticism - There's a difference between criticism and constructive criticism.  If you're a sales manager and you want to motivate your team, make sure that when you're correcting behavior or when you're giving feedback, you do so out of good intentions.  All too often people, who are not skilled at giving constructive criticism, do more damage than good.  You don't want to lose sales reps that may have great potential because they aren't there now, and you've just torn them a new one because of x, y, and z.  Give feedback constructively so that reps can learn, move on, and produce more.  Start with something they're doing right, what they're lacking or where they need improvement, and something else that they do right, like a criticism sandwhich.  Believe me, it works!

3.  Give them opportunities to improve their skills - Whether it's training or seminars, or bringing speakers to them, if you give your sales reps a chance to improve their skills, they're going to be more motivated.  On top of that, if you can put them in front of someone they respect, that's even better.  Again, you're giving something to get something.  You're giving your team valuable insight and a chance to hone their craft, and from that you're going to gain more effective sales reps.  This is an area that many sales managers can improve upon.  Even if all you do is put together a lunch-and-learn series, do something for your team in terms of skills development.

4.  Give them SPIFF's they're excited about - Remember, not every one of your reps is motivated by money.  Sure, we all need it, but when it comes to a SPIFF, sometimes it's good to make the prizes different.  Whether it's time off, a trip, or a Nintendo Wii, put the effort in to figure out what it is that gets your reps excited.  If you can dial in to what your reps hold dear, and then put that in front of them on top of their commission, the team is going to have fun and perform.

What are some ways that you keep your teams motivated?

Photo Credit:  Brother O'Mara via Flickr

All Posts