Smashmouth B2B Blog: Sales & Marketing Demand Gen

The ROI of Conference Calls vs. Face to Face Meetings

Posted by Michael Damphousse

b2b appointment settingEver 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.  Do the results differ if they were to have taken those introductory meetings by phone?  Many would say yes, but the data begs to differ.

Green Leads measures the sales outcome of our client's b2b appointment setting programs.  We do this to gain an immediate measure of the program as opposed to waiting out long sales cycles to show true ROI.  By measuring this immediate outcome, it brings short term metrics to the program.

We measure sales outcome of the meetings in three ways:

A) Immediate Sales Activity: the meeting results in immediate sales activity (proposal, trial, second meeting, addition of other decision makers to the process, etc.)

B) Nurturable Activity: the meeting was with a prospect that had the right decision maker profile, and it has potential, but needs nurturing over time.  A portion of these will convert to sales activity over time.

C) Not a Fit: the meeting was with a prospect that had the right decision maker profile, but one or both parties decided there was not a fit, the lead is closed out.

With 5 years of data, the overall distribution of meetings is roughly a third, a third and a third:  

Phone Meetings vs Face to Face ABC

It's marginal, but the resulting outcome between phone meetings and face to face shows that phone actually has a higher percentage of immediate sales activity. 

Don't get me wrong, the value of face time is huge, but isn't the value of having an active sales process more important?  Things to consider:

  • Sales reps can conduct more meetings if using phone, and more meetings converting at an similar rate to face to face means more efficiency.
  • Reduced travel costs impacts the budget with phone meetings.  
  • With the advent of technology, web meeting capabilities, and trends in time management, more prospects are inclined to take introductory meetings by phone (poll results).  This may result in sales reps being able to have more conversations with prospects they might otherwise not have been able to.

One drawback to phone meetings, they are more likely to blow you off.  It's easy to miss a phone call, it's harder to say no to someone sitting in your lobby.  Our data shows that phone meetings reschedule/cancel 20% more than face to face. 

Me?  I would much rather have a sales rep prove to me in a 20 minute phone call why he should come visit and use my face time.  You?

Tags: marketing, sales, demand gen, b2b marketing, appointment setting, sales2.0, b2b polls, introductory meetings, b2b math

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 - Bly.com 
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 - salesforce.com 
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 - salesforce.com 
Drew Stevens – Drew Stevens 
Ruth P. Stevens - eMarketing Strategy 
Chris Tremblay - Event Technologies 
Tann Tueller - Harte Hanks 
Frank van Veenendaal - salesforce.com 
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

B2B Marketing Thought Leaders Curry Poll ;)

Posted by Mike Damphousse

Whenever I interview B2B Marketing Thought Leaders, I ask what their favorite curry is. It's become sort of an informal survey.


It started one night with Craig Rosenberg of The Funnelholic as we ate Thai food and imbibed several hoppy beers in San Francisco. As a matter of fact, it was the night before the first Sales 2.0 conference, so maybe it was meant to be.

"So last question...what is your preference, green, red or yellow curry?"

The B2B Thought Leader Interviews & Results:
Craig Rosenberg, The Funnelholic--Green
Mike Damphousse, Green Leads--Green
Trish Bertuzzi, The Bridge Group --Red
Pam O'niel, BreakingPoint--Red
Gerhard Gschwandtner, Selling Power--Yellow
David Thompson, Genius.com--Yellow
Anneke Seley, Phoneworks --other
Joe Galvin, Sirius Decisions--other

Tags: drivel, thought leader interviews, curry, sales2.0, b2b polls