Smashmouth B2B Blog: Sales & Marketing Demand Gen

In The Summertime - Mungo Jerry Lead Gen Tips (tap your feet)

Posted by Michael Damphousse

I just listened to Mungo Jerry's "In The Summertime," and it made me smile, tap my feet, rock my head, especially with the banjo player huffing and puffing into the jug.  Love it!

...then BOOM! The song is over and I remembered all the times I heard inside sales reps complain that "It's summer, nobody's working."  

Folks, that's one of the biggest myths in lead gen.  In fact, it's so twisted that some hidden benefits of summer are shrowded.  Let's take a look.

Yes, most people take vacation time in the summer.  I do to.  That said, how many vacations can one take?  They can't be gone all summer.  In fact, some very important things happen because of vacations:

  • Desk time - Most people planning vacations plan some time in the office (ie: not travelling) prior to and immediately after so that they can get their ducks in a row and return hitting the ground running.  That is more time for them to be at their desks picking up calls, or paying attention to an email inbox that is organized.  Take advantage of it.  
  • Responders - "I'll be out of the office until Monday, July 21.  In an emergency you can call my cell ###-###-####, otherwise, you can contact June, my assistant at ###-###-####, or John, my senior team member at john@emailme.com".  Nuggets: The prospect's cell number, the assistant's name and number, and his trusted underling's email address.  Use them.
  • Scheduling - It can get dicy trying to pick a date, sure, but use it as an opportunity to book a meeting in close -- to set some urgency.  
  • Lighten the mood - It's always a challenge to find the common thread in a call to make the prospect feel comfortable listening to the business end of a conversation, what better common thread than "Oh, vacation, I just got back from the Cape, what are you planning?".  People buy from people.
  • Attitudes - Let's face it, we're all a bit happier.  Happier = Approachable.  

"We love everybody, but we do as we please
When the weather's fine
We go fishing or go swimming in the sea
We're always happy"

Enjoy the video, and take Mungo Jerry's tip to heart: "Go out and see what you can find"!

Tags: sales, b2b, b2b sales, demand gen, inside sales, cold calling, lead gen, tips, life, video, b2b appointment setting

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

Posted by Michael Damphousse

inbound marketing summary 2013 resized 600

Just prior to Seth Godin stepping on stage, for what was an entertaining and thought provoking keynote, HubSpot CMO, Mike Volpe, announced that "We saved the world from 2 Billion cold calls!"  And they did.  I personally may have benefitted by 1 or 2 a day.  

HubSpot Orange Kool Aid

Inbound marketing techniques continue to evolve, and HubSpot is the pioneer for Inbound.  The tribe they've created in the past few years is amazing.  Almost 6,000 attendees to this year's Inbound conference were gathered for lots of marketing goodness, not just the orange kool aid.

In the world of sales, selling doesn't start until a conversation starts with the prospect.  Getting that conversation going has been revolutionized with Inbound Marketing.  The prospect is typically educated more than an outbound generated lead, they are thinking about the topic that your product or service addresses, and the time is fresh to start the conversation.  In short, they may be further along in the funnel (waterfall if you're a SiriusDecisions follower).

The top outbound marketers have embraced inbound marketing, not shied away from it. Compared to a purchased list or even a list of prospects warmed up with other marketing assets, an inbound list is the cream of the crop.  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.  The outbound function assigned to these leads is typically referred to as Inbound Response.  

Things to remember:

  • Scrub the data. Have a data team do list hygiene to correct and/or append needed data fields.  Or use tools such as DemandBase to dynamically append data.
  • Know your history.  Use tools such as HubSpot, your CRM, or other tracking systems to know how your company has interracted with the prospect in the past.
  • Intel.  Research the prospect on LinkedIn, Google, Social Sites.  The more you know, the warmer that lead.
  • Score your inbound leads. Don't assume they are all orders ready to be had. Don't waste your time on mickey@mouse.com
  • Pounce!  Once you have your ducks in a row, call them.  If they don't answer, email them.  The effective value of leads deteriorates every hour after they submit a form.

I just tested the above with a lead that came in through our HubSpot system within the hour.  It took me 2 minutes to correct their missing title, see that her colleague talked to us at the SiriusDecisions conference in May, add her LinkedIn url to her profile, note that we're connected by 8 people, and she visited 5 blog articles today.  Reviewed and scored -- 2 minutes.

Create great content.  Socially surround your market.  Optimize all conversion techniques.  Gather these inbound leads, then follow the process above, and your ROI will go through the roof.

Let's get back to the 2 Billion cold calls saved.  Inbound marketing certainly does reduce the number of cold calls an outbound marketer has to make to get the conversation started.  It streamlines the process.  The blended approach of Inbound and Outbound will increase the top line faster than any other methods available.

Is that lead an Innie or an Outie?

(took restraint not to post a pic of a belly button)

Tags: marketing, sales, b2b, b2b sales, demand gen, outbound marketing, inbound marketing, cold calling, b2b marketing, social media marketing, hubspot, appointment setting, tips, inbound, linkedin, outbound, lead lists, outbound calling, b2b appointment setting, demandbase

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

Inside Sales Blogs From AA-ISP Speakers

Posted by Michael Damphousse

Inside Sales BlogsI'm at the AA-ISP conference in Boston today (American Association of Inside Sales Professionals).  There are ideas and tips flowing faster than the coffee and ice water.

Everytime I visit a conference I like to check out the speakers' blogs.  I figured you may find value in a compilation of the speaker blogs from today (or the blog of their company):

Trish Bertuzzi, The Bridge Group, Inside Sales Experts 

Tom Scontras, Glance Networks, The Upside: Killer Sales Tips

Steve Richard, Vorsight, Inside Sales Tips

Gary Ambrosino, TimeTrade, The TimeTrade Blog

Koka Sexton, InsideView, B2B Sales Productivity

Cliff Pollan, VisibleGains, Visible Gains Blog

Dan Hughes, Broadlook Technology, The Official Broadlook Blog

Antarctic Mike, Selling at 90 Below Zero, Antarctic Mike's Blog

Lori Richardson, Score More Sales, Score More Sales

Patrick O'Mally, 617-PATRICK, Social Media Super Blog

Mark Ruthfield, Zoominfo, Zoominfo Blog

Ken Krogue, InsideSales.com, Ken Krogue

John Baker, The Asking Formula, The Asking Formula

Sam Richter, SBR Worldwide, Know More Blog

Todd McCormick, PGI, PGI Blog

Ken Jisser, ConnectAndSell, Sales Singularity Blog 

Mark Roberge, HubSpot, Inbound Internet Marketing Blog

 

  and then shameless self promotion (I am one of the speakers)...

Mike Damphousse, Green Leads, Smashmouth B2B Blog: Sales & Marketing Demand Gen 

 

 

 

 

 

 

Tags: sales, b2b, b2b sales, inside sales, cold calling, b2b events, outbound, outbound calling

LinkedIn Lead Gen Tip: When a Face Makes the Difference

Posted by Michael Damphousse

Guest Post from Gareth Morfill, Inside Sales Blackbelt at Green Leads.

If you were talking to a prospect face to face, do you think that would make you pitch any differently?  More confidently?  We feel that it absolutely does. The simple act of having a real person to look at while you are having the conversation makes the building of rapport much easier.  

If they have a photo in their LinkedIn profile, look at it.  You may even be able to click on it and enlarge it.

Cold Calling Faces to Names

Science backs this up. Physiological studies show interesting correlations between perceiving and responding to eye contact, a salient social signal of interest and readiness for interaction. And although the response to a picture is less than to a live face, there may be an impact.  Our reps have been practicing it and the general consensus is, Put a Face to a Name:

  • Improves the ability to quickly build rapport
  • Personalizes the conversation
  • Humanizes the typical "cold call"
  • Make dialing all day a bit less mechanical
  • Looking at the photo means you have to look at their LinkedIn profile first -- scan it

Smile!  

...ps: If you're an Inside Sales Blackbelt, we're hiring.

Tags: sales, b2b sales, inside sales, cold calling, lead gen, linkedin, outbound calling

Sales 2.0 Tips: Discussing Outbound Marketing Stats (Video)

Posted by Michael Damphousse

describe the imageLast month was the Sales 2.0 Conference in Boston (my comments here).  I connected with friends and colleagues with similar desires to increase sales and marketing production with no holds barred.  

I had the opportunity in Boston to present on the topic of Increasing Productivity Without Increasing Headcount and then participating on a panel discussion on the topic. (video below)

Since my attendance at the first Sales 2.0 Conference, I had discussed with Gerhard that the topics of sales and marketing in a 2.0 world just can't be discussed separately.   So the highlight of my day was when he closed the session by announcing that the next "Sales 2.0 Conference" will be known as the "Sales and Marketing 2.0 Conference". 

Thanks to ConnectAndSell for inviting me to speak.
Video of my presentation:

Tags: b2b sales, outbound marketing, inside sales, cold calling, b2b marketing, appointment setting, sales2.0, demand gen data

B2B Appointment Setting Experts Getting LOST?

Posted by Michael Damphousse

B2B Appointment  Setting ExpertsIf you're like me, last night you spent over four hours consumed with watching the finale to the television series LOST.  Now I'll give you that it probably wasn't the best use of four hours of my life, but I've enjoyed the show so much over its six seasons that I just wanted to take the final episode in as much as I could, and for Smashmouth, that means inspiring a blog article. 

The finale offered the best of what the show had given its viewers over the last six years -- confusion, excitement, joy and sorrow.  It got me thinking, though -- is there a way that this relates to appointment setting?  Naturally it does.  Our reps feel all of those emotions while they're making dials, right?  So here is my take on how those four emotions that the series LOST gave its audience parlay themselves into appointment setting:

  1. Confusion - Our reps feel this all the time, especially when they fail to do the most important part of the job  -- and that is focus.  My reps' No. 1 focus is to schedule an appointment with the prospects of our clients.  When they lose focus of that, naturally they're going to get confused.  Teach your reps to take some time at the beginning of each call session and write down what their main goals are.  Your reps don't like to be confused, and I'm betting your clients don't want them to be, either.  They sell appointments, not software package XYZ.
  2. Excitement -  Nothing builds momentum in appointment setting and inside sales like "excitement."  What are you doing to raise the level of excitement for your team?  It's important that you get just as excited about your reps' successes as they do!  The rest of the team will glom on to that and ride that wave throughout the rest of their day, so don't lose sight on that.  We SPIFF the reps several times a week.  Fun stuff, from DVDs to lottery tickets, to cash bounties -- and always in a clear competition with others.
  3. Joy - This one's a little bit different than excitement.  Joy comes from within, so help your reps to be joyful by making sure they understand the importance of their job.  I've often found that when I understand why I do what I do, it makes what I do much more enjoyable.  When your reps enjoy what they do, you're going to have a much more productive team, and a team that produces more tends to do what?  They breed excitement, and you're right back at No. 2 from above.
  4. Sorrow - Sometimes you're going to have reps who gets bummed out because what they thought were going to be leads for their client turned out not to be so.  Sometimes they can have a bad day, which can lead to a bad week.  That can get frustrating for your reps, so help them through those times by teaching them to remember their successes.  There's very little time to get negative in this job; in fact, I'd argue that there's none.  If you go a day without setting meetings or generating leads, that's a day you'll never get back.  So help your reps get back in the saddle by remembering times of higher achievements.
Is your team LOST?

Tags: sales, b2b, b2b sales, outbound marketing, inside sales, cold calling, b2b marketing, appointments, lead gen, appointment setting, tv, meetings

Inside Sales Trends: Then and Now...What's Your Big Idea?

Posted by Michael Damphousse

This week I presented at the AA-ISP Leadership Summit in Minneapolis.  It kicked off two days of great sessions, discussion and networking.  Thanks to everyone who attended and supported the effort.  It was great to meet everyone and share our Big Ideas.

Special thanks to Bob Perkins, Larry Reeves and others at AA-ISP for having me.

The other piece I enjoyed was meeting folks from a competing company.  Being one of just a few By Appointment Only competitors is always a challenge.  Linda and I got our demand gen start at BAO, and they are a class act with good people -- competing with them on a daily basis keeps us honest.  Henry Glickel, BAO's top recruiter, presented on best practices for Inside Sales Recruiting.  Hiring and creating good talent was a common theme during the event, and Henry's take on it ensures steady and talented inside sales professionals.

There were also the guys from Vorsight. Having read their Sales Tips Blog for quite some time, it was very informative to listen to co-founder Steve Richard present his tips on how to become a power cold calling machine.

Nothing like Co-Opetition.

Below is my keynote address: Inside Sales Trends, Then and Now...What's Your Big Idea?

 


 

 

Tags: marketing, sales, b2b, b2b sales, demand gen, outbound marketing, inbound marketing, inside sales, cold calling, b2b marketing, socialmedia, b2b events, lead gen, sales2.0, advertising

AA-ISP Inside Sales Leadership Summit: Follow on Twitter #LS10

Posted by Michael Damphousse

American Association of Inside Sales ProfessionalsAmerican Association of Inside Sales Professionals has their national Leadership Summit May 11-12 in Minneapolis.  The speakers include fantastic cast of sales/marketing leaders, with me doing my part.  Topics range from inside sales strategies, increasing performance, compensation models, hiring and managing to Sales 2.0.  If it's Inside Sales related, it's a topic.

AA-ISP on  TwitterFor those of you that can't be there live, you can follow the action on twitter with hashtag #ls10.  

If you do attend, and are a follower of @damphoux, track me down and say "Hello".

Tags: sales, b2b, b2b sales, demand gen, outbound marketing, inside sales, cold calling, b2b marketing, twitter, b2b events, sales2.0, outbound, events

Lead Gen Tips: Find LinkedIn Names That Aren't In Your Network

Posted by Michael Damphousse

Most sales people today have found that using LinkedIn as a research tool to identify specific prospects has been a fantastic way to find the needle in a haystack of potential leads.  However, LinkedIn doesn't always show you all the names of the individuals your search produces:

lead gen tips linkedin

So how do you find this specific person's name?  Just three more clicks according to Green Leads' BDR Mira.

  1. Click on the Title, which brings up the full profile.
    lead   gen tips linkedin 

  2. Remember the Title, and look to the right where it says Viewers of this profile also viewed...  Once there, find a contact with a similar title/company -- In this case, Gerardo (hard to see).


  3. Now while remembering the title/company of the prospect you want "Research Engineer Intern at VW Electronics Research Lab", click on the name of the person with the most similar title/company that we found above, Gerardo.
  4. Up pops Gerardo's profile, now look to the right again, and find a contact with a similar title/company to Gerardo in the "also viewed" section -- this is most likely your prospect.  So Tanya, expect my call.
    lead     gen tips linkedin

If you have any LinkedIn tips, or Lead Gen Tips in general, please share them.

 

Tags: sales, b2b, b2b sales, demand gen, outbound marketing, cold calling, b2b marketing, sales2.0, demand gen data, tips, linkedin, lead lists