Smashmouth B2B Blog: Sales & Marketing Demand Gen

Recruiting Inside Sales Talent and Harnessing it for Charity - NEADS

Posted by Jessica Enaire

On March 6, 2012, Green Leads is teaming up with HubSpot to host a fund raising event powered by New England's inside sales talent pool.  Volunteers from the inside sales community are invited to raise money for NEADS. National Education for Assistance Dog Services (NEADS), also known as Dogs for Deaf and Disabled Americans.  Volunteer for Inside Sales for Charity now.

Inside Sales for CharityNEADS is a non-profit organization that was established in 1976 to provide canine assistance for people who are deaf or have a disability. Since their founding, NEADS has trained over 1,300 assistance dog teams. NEADS does not receive any government funding for the spectacular work they do. They rely on the support of individuals, foundations, corporations and service organizations to keep their incredible work going.

Inside sales is an industry in New England, and we are hoping to tap that industry and harness talent to raise funds for NEADS, harnessing our skills and community raise donations for this wonderful cause.

This charity event will be held on Tuesday, March 6, 2012 at our co-sponsor HubSpot’s offices in Cambridge, Massachusetts. They are located at 25 First Street and are easily accessible by public transportation or by car. There is plenty of available parking nearby. The event will begin at 3:30 pm and run until 6:00 pm and will be followed by a casual reception with dinner and prizes.  Volunteer for Inside Sales for Charity now.

Tags: cold calling, hubspot, b2b events, Announcements, events

FAQ: What does the Green Leads acquisition of Target 250 mean to you?

Posted by Michael Damphousse

As many of you are aware, Green Leads has announced the acquisition of Target 250.  What does this mean to you?  Read on for answers:

b2b appointment setting FAQWhat was the acquisition about?  

Green Leads has grown by a factor of 2X each year for four years running.  In a bad economy, that's a feat.  We looked at 2011 and realized that one way we could grow by 2X again was to do it through acquisition -- but only with the right partner. Expanding our service in the EMEA markets as well as growing our business in North America were priorities.  To achieve this, we decided the most efficient path was to add a company to Green Leads' team that had the fundamentals needed to deliver quality demand gen services to our clients. Target 250 not only has those qualities and a dominant position in the European market, but also provides services in North America. So we got both European expansion and North American growth in one package.  On May 4th, we grew by 2X again -- in one day. 

What does a European and North American presence of Green Leads mean to me?

As demand gen professionals, you now have a one-stop shop for both sides of the Atlantic.  You can work with one program manager, and in many cases, the same Green Leads reps.  The same reporting, data management and quality standards will exist in both locations.  And in most cases you can have one contract and invoicing source, simplifying your management of two programs.

Will Target 250 stay the same?

The logo and the email addresses will change. Then, as we blend the two companies' best practices, you should see a noticeable increase in the level of service from a production, delivery and quality standpoint.  Commercially, we will novate the existing contracts over to Green Leads contracts.  This may take a few months.

Will our service level change?

In general, the only differences in service you should see are improvements.  Over time we will implement some process enhancements and share best practices; we are hoping both Green Leads clients and Target 250 clients will benefit from the marriage. In the near term you will notice that we will be launching a new Client Portal tied directly to our Salesforce back-end that will allow you to view program reporting, upload new target lists, provide meeting/lead feedback and review activity.

As a Green Leads client, what does this mean for me?

Our services will only get better and our offerings will expand, including the ability for you to work on both sides of the Atlantic with one single point of contact and 7 supported languages (English, French, German, Spanish, Russian, Swedish, Arabic).

As a Target 250 client, will I be getting Green Leads invoices now?

As the transition matures, you will definitely start getting Green Leads paperwork.  Some of this relies on our converting contracts and legal documents over to Green Leads.  This will take a bit of time but is a priority for us.  One benefit of the merger is that you will now have the option of being invoiced from the U.S. or Europe. This can be beneficial to your procurement process, budgeting and logistics.

Who is my main contact with the company?  Will my reps change?

Your current liaisons will remain the same and other than normal project resource allocation changes your reps will remain the same. Our intent is to make the transition as smooth for our clients as possible.  

Will pricing and/or pricing model change?

In the short term, no.  Over time the answer is yes.  As it pertains to appointment setting, Target 250's business model was to sell contract commitments with a volume of meetings agreed to and then invoice for meetings when they were set.  Green Leads' model eliminates the word "campaign," structures open-ended contracts and then invoices for meetings when they are attended and meet the service level agreement (SLA) criteria agreed to by both companies.  We will eventually migrate all appointment setting models to the Green Leads format.  

We currently get face-to-face meetings, yet I've heard the U.S. does a lot of conference calls, is that changing?

The U.S. is more accustomed to making the first introductory sales call by phone.  We actually studied it a couple years ago and found that 69% of respondents found a phone meeting satisfactory for the purposes of an introductory meeting.  Understanding that in the U.K. and other European locations many prospects are just a drive or train ride away, face-to-face still makes sense.  We're not going to push our clients one way or the other, but we definitely will recommend that you consider the option.  The results are typically: no change in the outcome of introductory appointments (they have the same effectiveness), and sales execs can spend less time travelling and more time selling.  Give it a shot, and measure the outcome. 

Should you have any further questions, please post them here.

Tags: sales, b2b, demand gen, Announcements, b2b appointment setting, target 250, FAQ

Green Leads Acquires Target 250 – Forms Fastest-Growing B2B Demand Gen Company in North America and Europe

Posted by Michael Damphousse

Merger Provides Global Enterprise Software and Technology Companies with Deeply Integrated, Quality Pipeline Generation Services

SCOTTSDALE, AZ (Marketwire – May 4, 2011) – Today, at the SiriusDecisions Summit, Green Leads announced the acquisition of Target 250 to form the fastest-growing pay-for-performance demand generation company in the industry. The companies are combining to provide global enterprise software and technology companies with deeply integrated quality pipeline generation programs in both North America and Europe.

"We've focused laser-like on developing robust, repeatable processes which we think are best practices in the industry. We've doubled in size three years in a row and Green Leads has been able to break the mold on integrating with our customers’ go-to-market and pipeline generation initiatives to deliver material top line results,” said Green Leads CEO, Michael Damphousse. “Our clients are demanding that we expand our delivery to the EMEA theater, which triggered the acquisition of Target 250.

b2b appointment setting“Target 250 has both the core expertise and an exceptional client roster to create an immediate value for our joint customers as well as new prospects looking for an integrated extension to their sales and marketing channels,” Damphousse said.

Green Leads and London based Target 250 focus exclusively on software and technology companies that sell strategic b2b enterprise products and services in North America and Europe. Green Leads now will be able to provide its sales and marketing clients with a single source of investment for appointment setting, lead nurturing, market research and other demand gen best practices.

DavePeterson (1)"Green Leads is an important extension to the Coverity marketing and sales channel and consistently delivers high-value meetings with the targets of our major pipeline and strategic campaigns,” said Dave Peterson, CMO of Coverity, a mutual client of both Green Leads and Target 250. "When we sourced our lead generation partner in Europe we selected Target 250 because they were very similar to Green Leads in the way they integrated with our sales and marketing campaigns. We are excited to see how this acquisition allows us to combine our best practices for sales targeting and marketing across the U.S and Europe.”

About Green Leads
Andover, MA based Green Leads delivers pay-for-performance demand generation services that drive greater revenue for enterprise-level b2b software and technology companies in North America and Europe. Clients receive the highest level of introductory or qualified b2b appointment setting, lead nurturing, market surveys and list builds. All programs are pay-for-performance and backed by guaranteed service-level agreements. +1 978 910 0261 Lisa Flagg

Tags: b2b, siriusdecisions, b2b marketing, Announcements, b2b appointment setting, target 250

Election Day: SLMA's 50 Most Influential People in Sales Lead Management

Posted by Michael Damphousse

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management.  I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote.  

Sales Lead Management 50 Most Influential People

The list is vast and full of some fantastic peers of mine, and you can only choose 3.  So choose wisely.  Members of SLMA and non-members are allowed to vote.

Here is the list.  If you find someone you want to vote for, click through and place your vote.

Trish Bertuzzi - The Bridge Group 
Karla Blalock - PointClear 
Bob Bly - 
April Brown - Rubicon Marketing Group 
Michael Brown - Purple Pig Consulting 
Michael A. Brown - Business to Business by Phone Troy Burk - Right On Interactive 
Brian Carroll - InTouch 
Jep Castelein - LeadSloth 
Elisa Ciarametaro - Exceed Sales 
John Coe - The Sales and Marketing Institute 
Greg Coleman - LeadQual 
Lisa Cramer - LeadLife Solutions 
Richard Cunningham - Right On Interactive 
Mike Damphousse - Green Leads 
Debra DeCosta - Direct Marketing Partners 
Mary Dedrick - Performark Inc 
John Doerr - Wellesley Hills Group 
Mike Falkson - eti Sales Support 
Bob Felsenthal - BtoB Magazine 
Phil Fernandez - Marketo 
Susan Friedmann - The Trade Show Coach 
Andrew Gaffney - DemandGen Report 
Sanjay Gala - SMARTe Inc. 
Bill Goldsmith - BP Productions 
Pete Gracey - AG Salesworks 
Bernice Grossman - DMRS Group Inc. 
Gerhard Gschwandtner - Selling Power 
Ann Handley - Marketingprofs 
John Hasbrouck - NewLeads C
arlos Hidalgo - The Annuitas Group 
Jay Hidalgo - Annuitas Group 
Christopher Hosford - BtoB 
Tom Judge - Direct Marketing Partners 
Russell Kern - The Kern Organization 
Russ King - LeadMaster 
Victor Kippes - Validar 
Jill Konrath - Selling to Big Companies 
Hilarie Koplow-McAdams - 
Jim LaBelle - LeadTrack 
Cliff Langston - Leads To Sales 
Joe Lethert - Performark 
Dan McDade - PointClear 
JT McDonald - MarketNet Services Inc 
Laura McGuire - Saligent dba SmartTracks 
Mac McIntosh - Mac McIntosh Inc.  
Mark McIntosh - Interlink1 
Robert B Miller- Miller Heiman Inc. 
Dan Morefield - Leads360 
Ken Murray - VanillaSoft Inc 
Bill Nussey - Silverpop 
Kirtan Patel - LeadOrganizer 
Joe Payne - Eloqua 
Jeff Pedowitz - The Pedowitz Group 
James Pennington - Anderson Direct Marketing 
Maria Pergolino - Marketo Barbara Pfeiffer - Nurture Institute Debbie Pierce - NitroMojo 
Eric Rabinowitz - Nurture Institute 
Sam Reese - Miller Heiman Inc. 
Bill Rice - Kaleidico 
Jose Raul Rodriguez - Aon 
Dan Rogers - SmartLead by The AdTrack Corporation 
Anneke Seley - Phone Works LLC 
Tibor Shanto - Renbor Sales Solutions Inc.  
Karen Sheehey - interlinkONE 
Gary Skidmore - Harte Hanks 
Jeff Solomon - Leads360 
Paul Staelin - Birst 
Jim Steele - 
Drew Stevens – Drew Stevens 
Ruth P. Stevens - eMarketing Strategy 
Chris Tremblay - Event Technologies 
Tann Tueller - Harte Hanks 
Frank van Veenendaal - 
Jenny Vance - LeadGen 
Mari Anne Vanella - The Vanella Group 
Chris Williams - Compusystems 
Keith Wolf - Virtual Appoint 
Steve Woods - Eloqua 
Fred Yee - ActiveConversion 
Scott Zimmerman - The Cyrano Group

If you don't see the name of your favorite Lead Gen Experts, drop us a comment...

Tags: marketing, sales, b2b, b2b sales, demand gen, b2b marketing, thought leader interviews, lead gen, Announcements, poll, sales2.0, b2b polls, polls

Lead Gen Call Center In The Cloud - Virtual Hybrid

Posted by Michael Damphousse

Virtual Hybrid OfficeWhen we started Green Leads we set out to build the perfect Virtual Call Center.  We accomplished it, and other than not seeing people face-to-face every day (they still are required to come in a few days a week), the way we work is identical to a traditional call center.  We can see people's dials, what CRM records they modify, listen in for training, etc.  Of the many benefits, here are but a few:

  • Working from home
  • Distributed resources for disaster recovery (this happened with last year's ice storm)
  • Flexible hours, allowing for a better work/life balance  
  • Reduced overhead of an office
  • The use of "work at home" as an incentive for performance
  • No commute adding an hour or two to people's personal lives
  • All the environmental beneifts -- no new computers, no commute, less waste 

There were some issues, though.  We lost two employees who wanted more of a team community.  We lost another because he and his wife were unable to be home all day in the same house.  We lost some borderline employees who we may have been able to save with better coaching and training.  All that said, we grew 4X over three years.  Things are booming.  But we wanted to resolve these negatives.

The solution: a Virtual Hybrid.  We built out an office with the "hotel" concept.  We still use all the same cloud technologies, but if you want to call a desk home for a day, the office is available and it's got all the comforts of home.

Each person has a box to store personal belongings in (see photo).  A picture of the family, a coffee mug, a special mousepad ... we even have someone storing his own flavored coffee creamer. 

What has worked better than expected is the impact on new hire training.  They can stay in-office for all the coaching and training we can give them.  We can even use the work-at-home goal as an incentive to ramp up to speed.  On the other hand, we've asked our veterans to schedule regular "in-office" days a couple times a month for project meetings and mentoring.

The benefits:

  • Increased team community
  • Faster training and ramp-up
  • Continued virtual benefits
  • Reduced overhead cost (facilities, and use of virtual technologies)
  • A place to meet visitors
  • Centralized location for the management team, who require more interraction

Ultimately, just during month one -- a holiday month to boot -- December's weeks have seen the highest appointment setting rates of the year.  Linda and I drive a hybrid we work in one.

How do you work?

Tags: drivel, greenleads, Announcements, work