Smashmouth B2B Blog: Sales & Marketing Demand Gen

HubSpot Signals Product Review "She just read the email" (from #Inbound13)

Posted by Michael Damphousse

Hubspot Signals Product Review FeaturesLast week at Inbound, HubSpot announced a new product, Signals.  In simple terms, Signals is a Chrome extension that tracks and notifies you when someone has activity on emails, LinkedIn, Salesforce and HubSpot.  You get an on-screen notification, as well as a summary list of activity that you can review.  In short, Signals is an app that lets you know when and how to engage your leads--timing, intelligence, and relevance.

Sales people now have actionable intelligence from the prospect.  Knowing that they have seen your email or they clicked through a link or they are reading your website is gold.  It also tells you one other fact...the prospect may be sitting at their desk, or at least not occupied with other activites.  It's time to call them.  If no response by phone, maybe email them again with a secondary email that you would logically have sent (ie: don't just respond saying "I know you are sitting there doing emails".

If you get them and have some intel such as a new LinkedIn update, or the knowledge that they read certain pages on your website, you can now open the discussion in a relevant way that the prospect will respect and resonate with. "Hi Brian, it's Mike from Green Leads.  I was hoping to speak with you about Appointment Setting." (knowing he just read three pages on my site relating to b2b appointment setting).

Brilliant work HubSpot!  Enhancing the Inbound experience for sales people.

Screenshot from HubSpot site:

hubspot signals product review

Notification summary (as of the date of this post):

Email

  • A contact opens your email 
  • A contact clicks a link you’ve enabled tracking for

LinkedIn (after you mark a contact as a VIP)

  • When a VIP changes their position
  • When a VIP posts an update 
  • When a VIP adds a new connection

Salesforce

  • When a contact becomes a new lead
  • When a contact opens an email sent through Salesforce

HubSpot

  • When a contact visits a page on your website

Note: The email open notification only works if the prospect has "display images" enabled.  If they do not show images in their emails, email open notification will not work.  Solve this issue, and the Gold Medal gets a Gold Ribbon with it.

Tags: sales, b2b, b2b sales, demand gen, outbound marketing, inbound marketing, b2b marketing, hubspot, product reviews, outbound calling

NetProspex Product Review: Powerhouse for Lead Lists

Posted by Michael Damphousse

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!

What features, tips and best practices can you share?

Tags: marketing, b2b sales, demand gen, b2b marketing, demand gen data, Quality vs Quantity, reviews, lead lists, netprospex, product reviews

ActiveConversion Product Review: Demand Gen Intelligence

Posted by Michael Damphousse

Active Converstion Product ReviewActiveConversion is a web based solution that allows organizations to identify visitors to their website, to automatically qualify and nurture leads, to get notified when leads become "hot," and to track ROI of marketing campaigns. They are partners with Google, Jigsaw, VerticalResponse, and Salesforce.com.

Upon opening up the solution, you can view your ActiveConversion dashboard. You're able to see your active leads, broken down by active companies, active prospects, and qualified leads. The information is easy to read and easy to understand, and a click of the mouse allows you to dive deeper into the graphically represented reports. The dashboard gives you visibility into seeing which of your leads is actually showing genuine interest. That's great, but as I'm thinking about it, how exactly does this work? How does it determine whether or not one of my prospects is showing "genuine interest?  They do this by scoring visitors to your website on three different categories:

  • How they reached your site
  • What they viewed, and
  • How long they visited.

These scores are easy to configure and allow you to determine when a prospect is ready for a call, and when they're not.

Lead Scoring Tools

ActiveConversion can help simplify lead management and lead routing process. The sales team can also reap the benefit from the following:

  • Identification of anonymous visitors to your website by mapping known IP addresses. Contacts of the prospect company can be instantly researched in Jigsaw.
  • Push leads and session visit data to the sales team through regularly scheduled emails. This can also include lead score.
  • Returning visitors can have lead scores improved and salesforce activities scheduled upon further visits.

When I visit your site, do you know if I'm a lead?

More Smashmouth Demand Gen Product Reviews.

Tags: sales, b2b, b2b sales, demand gen, b2b marketing, lead gen, sales2.0, reviews, product reviews, marketing automation, Product Information

Jive Talkin for B2B Marketing & Sales Demand Gen Experts

Posted by Michael Damphousse

Jive Software LogoToday at Enterprise 2.0 in Boston, Jive Software is rolling out a new agenda for social business that is worth a close look.

 We all wake up on Mondays to a mountain of data, feeds, and emails.  It's great to know that our best buddies "like" your latest blog article and left a comment that they miss you while they are surfing or mountain biking through your facebook fan page, or that the company we are following on LinkedIn just hired a VP of Demand Gen (nice lead for me), and that Chris Brogan just launched ManOnTheGo.com, which a colleague in sales recommends by retweeting a link from @chrisbrogan. That said, you still have hundreds of Google Reader articles to scan, a few new sales enablement presentations to review before publishing them to Slideshare, and two meetings to approve in the Appointment Setting queue...

I can go on, but you get the picture.  In the enterprise, we are flooded with internal and external data -- nuggets of information that we find valuable or our colleagues find valuable and that we need to know in order to do a stellar job.  Roll all these feeds, files, emails, tweets, micro-blogs, discussions, and public buzz into a cockpit-like environment and you have Jive What Matters, an enterprise class portal into this sea of social information that keeps us operating in real time.

My domain expertise is B2B Marketing and Sales, especially Demand Gen.  Here are some use case scenarios I see for the b2b executive:

  • Competition - Aggregate feeds from multiple buzz sources. Follow keywords and specific phrases that can point you to competitive intelligence.
  • Opportunities - Work sales opportunities in a team mode. Follow everything about that opportunity.  "Like" the feeds from the key account manager, feed in key words from the opportunity such as company name or project name, follow the status and feed updates from key decision makers in the social sphere.
  • Sales Enablement - Monitor sales and marketing asset libraries.  Know when files change, are upgraded, or need collaboration.  Create/follow discussions focused on use case scenarios or sales tips.
  • Reporting - Create feeds from certain reports that trigger when large opportunites change status, or when a company KPI changes.
  • Follow Colleagues - That applications engineer from Calgary that you met last year with all the great opinions on how to demo software, follow that guy -- he's a wealth of knowledge.  
  • Data - Most data sources (Jigsaw, LinkedIn, etc.) allow you to create RSS feeds on specific searches. Set some up for your best prospect titles, when a new record is created with "demand gen" or "marketing operations", and funnel that feed to your data analyst for addition to your nurturing/lead queue.
  • Industry Leaders - Stay abreast of the emerging thoughts and trends in the industry.  Subscribe to the best in Lead Nurturing, Lead Generation, and B2B Marketing.
  • Your Team - What better way to follow the activity of your team and key contributors.  Follow their feeds and know what they are up to, or what makes them tick.  Do the same for the execs above you.
  • Buzz - Follow industry trends, keywords of interest.  Take advantage of Jives Chatter Filter [play on words?] and Jive Genius.  The two help filter and recommend only the best and relevant data for your needs.
  • Social Graph - Visually see how your prospects are connected in the social network. Stunning representations.  Make that first call a warm call by knowing who they know.
  • What Matters - The Chatter Filter and Jive Genius look like promising tools that can reduce the amount of non-relevant noise coming in.

What other B2B Marketing and Sales Demand Gen use case thoughts can you find?   I'm off to their launch event in Boston for some great Jive Talkin.

 

Tags: marketing, sales, b2b, b2b sales, demand gen, b2b marketing, socialmedia, b2b events, lead gen, product reviews, events

B2B Sales Leads from Data Services - Smashmouth Review

Posted by Mike Damphousse

When we're selling our outbound marketing demand gen solutions, we get asked all the time, where can I find inexpensive b2b sales leads? We obviously try to sell up to our high level appointment setting service, but not all companies are ready for that. So below is a collection of data sources we've used in our lead generation work.

It's not a complete list, by any means, so if you have found other sources or want to submit some, please COMMENT below. We are always looking for quality lists...it is the fuel that keeps our business going.

Online Data Suppliers: Typically an annual subscription basis. Although, see Jigsaw, below. Italics are their own company description, following that is my comment.

  • Jigsaw - is a leading provider of business information and data services that uniquely leverages user-generated content contributed by its global business-to-business community of 900,000 members. Jigsaw gives individuals and companies access to contact information for 15 million business people and profiles of 2.6 million companies.

    By far the best value on the market for the quality you receive. Contacts are fairly recent, most have direct dials and emails. Check out their great list building tools. Jigsaw is the exception in that they do offer annual unlimited subscriptions (highly recommended by Smashmouth), they also allow you to swap contacts and to purchase them individually.

  • OneSource - OneSource, an infoUSA company, delivers prospect and business intelligence information on millions of companies and executives worldwide -- optimizing clients' sales and marketing efforts and assisting with business-to-business research activities.

    Very broad coverage. If you are after Owners, C/VP level contacts, it is heavy with this data. A bit shy on the practitioner level (Dir and below). Search and sort criteria are very comprehensive. Lots of data on the research side.

  • iProfile - The pioneer in IT profiling since 1993 and now the global leader, iProfile provides high-tech company sales and marketing organizations the business intelligence they need to create demand, qualify accounts, penetrate new accounts, and accelerate sales.

    If it's Fortune 2000 type companies you want and you target technology buyers, there is no other source. Org charts, direct dials and emails. Extensive research. Fabulous service, but on the pricey side.

  • Input - INPUT is the authority on government business. Established in 1974, INPUT helps companies develop federal, state, and local government business and helps public sector organizations achieve their objectives.

    If you target federal, state and local government, there is no other source of research and data.

  • Hoovers, infoUSA and others - Just not into them. We've never found the value.

ps. Don't forget to leave a COMMENT (especially if you know European sources)

Tags: marketing, b2b, b2b sales, demand gen, inbound marketing, inside sales, cold calling, b2b marketing, lead gen, demand gen data, tips, lead lists, product reviews

Hubspot - Smashmouth Preview

Posted by Mike Damphousse

photo 739781

Karen Rubin and Mike Volpe Hosting Hubspot TV's 1 Year Anniversary

Yesterday was the start of my evaluation of Hubspot. There will be a Smashmouth Product Review coming shortly, but I just had to comment on how it got started. After a one hour detailed demo from Bonnie and Chris, and an interrogation by me, Linda and I got to join the Hubspot team and local twitterati for the 1 year anniversary of Hubspot TV. It doesn't impact the review, but it definitely impacts my impression of the company and people. They were all energetic, fun, welcoming, marketing-savants -- great to be around.

We loved every minute of it. Thanks to Dan Tyre and Mike Volpe for hosting us.

As far as the review... I've spent about 3 hours with the product (not counting the time Bonnie and Chris put in), and I've been able to use most of the basic functions without a hitch. I was trying to upload a video and couldn't quite figure out how to upload/host it. For now I had to opt for a slideshare version of our video What Does Sales Want? I'm sure I can get a few pointers from support and put a checkmark next to that issue.

My highest level of excitement though is the fact that SEO and Inbound Marketing written all over it. I can hear "you've got mail" already.

More detail in the official review.

Tags: marketing, inbound marketing, twitter, drivel, hubspot, SEO, product reviews