Smashmouth B2B Blog: Sales & Marketing Demand Gen

C-Level Prospects - Make the First Appointment By Phone

Posted by Mike Damphousse

When I was recently at the Sales 2.0 conference, I had several conversations and debates about the value of Face-to-Face meetings versus Con-calls/Web-meetings. Being that b2b introductory meetings is Green Leads' business, we have noticed a trend over the past several years. With the advent and popularity of web conferencing and the price of travel, most executives are accepting con-call/web-meetings as a standard way of doing business - especially introductory meetings. It has become pervasive, and respected, to do business this way. As some of you know, Green Leads also has a research arm where we conduct market research for clients. We used this team to target a pool of 600 companies (200 F1000, 200 $100M-$1B in revenue, 200 $50M-$100M in revenue). We were able to gain responses from 260 executives (C/VP/Dir). We questioned them on the topic of Face-to-Face vs. Con-call/Web-meetings. These are the results:

  • Respondents:
    • 15% C Level, 31% VP Level, 42% Director, 11% Other
    • 37% IT/Technical, 24% Sales/Marketing, 16% Finance/Operations, 23% Other
  • Question 1 - What percentage of the introductory meetings you take with new vendors or partners today are done Face-to-Face vs Con-call/Web-meeting?
    • 42% Face-to-Face
    • 58% Con-call/Web-meeting
  • Question 2 - Do you see an increase in the number of meetings taking place by Con-call/Web-meeting?
    • 62% Definitely
    • 16% Somewhat
    • 22% Not really
  • Question 3 - Are these meetings satisfactory for the purposes of introductory discussions?
    • 69% Definitely
    • 26% Somewhat
    • 5% Not really
  • Question 4 - Do you get more from a face-to-face meeting vs. a Con-call/Web-meeting?
    • 32% Definitely
    • 17% Somewhat
    • 51% Not really
  • Question 5 - What does your company do when they need to initiate an introductory meeting with a prospect or partner?
    • 64% Con-call/Web-meeting
    • 32% Face-to-Face
    • 4% Video conference
    • 3% Tradeshows
    • 1% Other

The data seems to show that Con-call/Web-meetings are becoming more common, and more acceptable as a way to start a business relationship. A strong indicator is the last question where the majority of respondents indicated that their own companies are moving towards more Con-call/Web-meetings.

If during the appointment setting, it is the wish of your prospect to conduct the first meeting by phone, don't shy away from it. Take the opportunity and make the best of it. A couple things to consider:

  • Con-call/Web-meetings have a higher rate of cancellation/reschedules/no-shows. This is just the nature of the commitment. It's easier to cancel or move a meeting when a prospect knows there are no plane tickets involved.
  • For Con-call/Web-meetings there is a trend of delegating to lower-level staff prior to secondary/follow-on activity.
  • Con-call/Web-meetings must be treated as formally as a Face-to-Face meeting. A casual phone call is not appropriate. Setting up a bridge number, having an online presentation, and additional attendees (Applications Engineer, Manager, or other supporting attendees) can help improve the quality and acceptance of the meeting.
  • Some prospect executives simply won't take face-to-face meetings. If the prospect is the proper target with the proper role, it is recommended that this be respected and a Con-call/Web-meeting take place.
  • Face-to-Face meetings do still seem to have a higher level of success due to the personal commitment and interaction. When at all possible, do Face-to-Face meetings. Despite your preference for the style of meeting, be understanding when a prospect asks for one over the other. Unless there are travel/scheduling conflicts, we recommend abiding by the prospect's wishes.
  • Make the goal of any introductory meeting to get a second meeting. Don't over-sell.

In conclusion, if you want to have meetings 2.0, then take them any way your prospect wants them.

Tags: marketing, sales, appointments, lead gen, sales2.0

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

BANT is Dead -- Find the Authority

Posted by Michael Damphousse

BANT Budget Authority Need Timeframe ANUMBudget, Authority, Need, Timeframe (BANT) qualification is scrambled and outdated.  Having budget was important in the days of "Our contract is up for renewal next year, we need budget".  But with so many new products and technologies flooding us, from evangelical to emerging to faster and better, Budget not only doesn't exist, many times those with Authority don't even know they have a Need or that they need it now.

Granted, as the sales process advances, you would hope Budget is being allocated so that the decision maker with Authority can solve their Need in a Timely manner.  But read the beginning of that sentence..."as the sales process advances".  There is no place for BANT in a lead gen scenario, it is for later in the sales cycle.  BANT is dead as it pertains to Lead Gen.  I'm singing the praise of Ken Krogue and company at Insidesales.com with ANUM -- it all starts with Authority!

I've been known to say "The sales process doesn't start until a conversation with a prospect does". And in Lead Gen, especially b2b appointment setting, the goal is to get the conversation started.  Finding the decision makers and influencers are half the battle, then getting the conversation started is the other half. Just make sure to identify the proper prospect, one with Authority, and then have a valuable conversation that brings value to that prospect and helps them see the Need you want to fill.  If they have the Need, a real Need, they will feel the Urgency to then justify the decision and get the Money for the project.  

ANUM:

<-- Lead Gen & Research
Authority
<-- Appointments & Conversations
Need

Urgency

Money

Thank you Ken!

ps. Check out the Inside Sales Virtual Summit on June 20.  Never before have I seen so much Inside Sales knowledge flowing for one day.

Tags: marketing, sales, demand gen, lead gen, appointment setting, sales2.0, b2b appointment setting

Sales Ready Leads: Quality vs. Quantity

Posted by Mike Damphousse

apples oranges

The topic of Quality vs. Quantity in demand gen has been a constant debate. Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates.

As David Greenberg, Sr. Director of Marketing at Jive Software shares with us, "With the focus we all have right now on building pipeline that will convert to revenue, quality leads are called for. We just don't have the time to waste managing anything but."

In this example, with b2b appointment setting and pay-for-performance vendors, it is a very straight forward study as the costs per appointment are fairly standard and as SiriusDecisions and IDC have discussed, the rates of production and conversion are uniform over time.

Executive Summary: Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. Whether an internal team or a third party vendor, if the reps are incentivized to produce Quality appointments, the cost per pipeline opportunity can be as high as 14% more effective. In an appointment setting program, this is due primarily to cancel rates, rejection rates, and the overall quality of the meeting. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings.

The Numbers: In order to remain somewhat statistic-neutral, we have asked our clients to provide stats based on their experience with other appointment setting vendors and ourselves (ok, so a bit self-promoting, but stick with it). The percentages used were calculated by evaluating 5 clients' stats comprised of 1100 meetings set by Green Leads and over 2000 set by 3 other appointment setting firms. The numbers showed a significant difference in cancel/reject rates as well as pipeline conversion. The percentages used for calculation were:

  Quantity
Vendor
Quality
Vendor
Cancel/Reject Rate 20% 12%
Conversion to Pipeline Rate 31% 36%

Typical Appointment Setting Program Stats:

  Quantity
Vendor
Quality
Vendor
Meetings Set 100 80
Canceled/Rejected 20 10
Completed/Billable 80 70
Convert to Pipeline

25 25
Cost ($750 per Completed Meeting) $60,000 $52,500
Cost per Opportunity $2,400 $2,100

The Quality Vendor resulted in a 13% better investment per opportunity.

Your Checklist: Your vendor choice is obviously the most important factor in determining how your program is going to play out, so below are some things you can do to screen your vendors and aid in making a good decision. It's not a litmus test, so look for trends and patterns:

  • If they keep talking about LOTS of meetings and production - beware
  • If they won't let you interview their reps - beware
  • If they pay their reps to SET meetings as opposed to COMPLETE meetings - beware
  • If they are squeamish about discussing detailed stats, or if they don't track detailed stats - beware
  • If during a reference check you ask the client about stats and they don't match what the vendor told you, or the client doesn't know - beware
  • If they over-promote their call counts, talk time, or other non-results oriented stats - beware
  • If when you ask them what their confirmation and scheduling procedures are they don't have convincing answers - beware
  • If their rejection policy is too loose or has gray area you don't like, ask for and document specific examples. If they won't do that and you're still not understanding the policy - beware
  • If they have a short period of time by which you have to notify them of a rejection, cancel or reschedule (or the meeting is automatically billed) - beware

Also look at reputation. When asked formerly for a reference, they will probably send you to their friends. So listen when they mention client names off the cuff during conversations. Then you check them out with your network. It's a small world--find out who you or your colleagues know at those companies (use LinkedIn). Then make some of your own inquiries.

Trish Bertuzzi of The Bridge Group shared, "Mike, what a great checklist for vendor selection. There are literally dozens of vendors in this space both domestically as well as off shore. People need to understand that picking a vendor is picking a PARTNER. We wrote a blog post Third Party Vendors for Lead Qualification on this very topic. Here are some questions your readers may want to add to their list:

  • How many years have you been in business?
  • What is your attrition rate?
  • Who are your 4 largest clients? What is their size? and How many employees do you have dedicated to their project?
  • Do you provide web based reporting?

This is just a sample but you get where I am going...you have to ask the vendor as many questions about their business as they should ask you about yours."

Tags: marketing, sales, b2b, b2b sales, demand gen, outbound marketing, siriusdecisions, inside sales, social media marketing, lead gen, appointment setting, Quality vs Quantity, SMM, b2b math, idc

Lead Generation Tips - Take 3 Hour Lunches

Posted by Mike Damphousse

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea!

Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. The report details such information as the right time of day to call, the best day of the week, how the response time to a lead impacts conversion, etc.

It got me thinking. For many reps, unless territory comes into play, lead gen exists in a three-time-zone map. For years we've been able to sort our lists by time zone, but what if we could tune it even further and optimize the effectiveness our day using the MIT stats?

                    

Layer the times together and stagger them for time zone. Due to the East coast and West coast being predominant in our targeting, we tend to call 40% ET, 40% PT, and 20% CT/MT, so to simplify the discussion, I've just shown ET and PT. The timeline at the bottom is on Eastern time.

The chart shows that to maximize their production, East Coach-based reps targeting both coasts during the prime times for each time zone and assuming an 8-hour day, should be working from:

  • Target East Coast 8 am - 10 am
  • Target West Coast 11 am - 1 pm
  • Target East Coast 4 pm - 6 pm
  • Target West Coast 6 pm - 8 pm

For strategic planning purposes, this justifies bi-coastal teams. It also suggests a shift in activity during the day. Make the prime times the power-dial sessions, and make the lulls the time where research and other non-dialing activity is completed.

So the next time you run late returning from lunch, show this report to your boss and keep dialing.

More Lead Generation Tips.                    

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

5 Outbound Calling Best Practices

Posted by Michael Damphousse

5 Ooutbound Calling Best Practices

Dialing the phone all day is a task.  I have one guy who calls it panning for gold. He'll say he just swished the phone 20 times, found 4 shiny objects and none were gold.  Then an hour later he'll yell "Eureka!" when he does successfully set an appointment.

I presented these 5 Outbound Calling Best Practices years ago at a Boston Chapter meeting of AA-ISP  (American Association of Inside Sales Professionals), and they are still relevant today (with an update on the tech tools).

These 5 points may get more Eureka's out of your outbound marketing efforts:

  • List Hygiene - Keep lists clean and ready at all times for prime calling.  Track things like Time Zone, Direct Dials, Admin Names, Dialing Tips (press 0 for the operator), etc.  Validate lists prior to dialing. Remove bad contacts, or research and replace them. Don't dial until the list can be worked top-to-bottom in one sweep without a struggle.
  • Functional Tools - Fill the toolbox with tools, and know how to use them: LinkedIn, Google Alerts and Google Search, LeadIQ, Zoominfo, Discoverorg, others...  Use them to work smarter. If you find they get in the way when you are in power-dial mode, clean the desktop (next tip).
  • Clean Desktop - When it's prime time to dial, cluttered desktops and browsers can bring things to a grinding halt: Slack, Email, Browser Windows, etc. (that means Facebook and ESPN too). Close everything that is not pertinent to dialing.
  • Don't Dial - Still dialing with fingers on a number pad?  Don't. Get a click-to-dial, power-dialer or predictive dialer.  Or get on steriods with ConnectAndSell. The productivity increases are phenomenal.
  • Prime Time - Don't be power dialing at 10:20 am.  This is the most common time of day for prospects to be in a meeting.  They are more likely to be at their desks and willing to talk in the early morning, at the top of the hour (from 10 minutes to the hour until 5 minutes after, they are between meetings), at lunch, in the late afternoon, in the early evening, on Monday holidays.  Check out the article I wrote, Take 3 Hour Lunches, which discusses the day in detail and backs it up with data.

Just the tip of the iceberg here.  What outbound calling tips can you offer?  If they are tip-worthy, I'll add them to the growing list of lead gen tips.

 


 

 

Tags: marketing, sales, b2b, outbound marketing, inside sales, cold calling, lead gen, sales2.0, tips, outbound

TOPO Sales Summit April 7-8, Join Me

Posted by Mike Damphousse

I'll be attending the TOPO Sales Summit on April 7-8 in San Francisco.  If you are a sales, sales development, sales operations, sales enablement, or even marketing leader, you should attend. The agenda looks amazing and the attendees are basically everyone in SaaS.

Screen_Shot_2016-03-07_at_9.35.17_AM.png

 

I'll be attending the TOPO Sales Summit the first week of April and am looking forward to hearing from the sales and marketing trenches.  The information and networking that will flow at this conference, is unprecedented in our industry.  If you think about sales, marketing, demand gen, inside sales, sales development or pipeline, this is a must-attend event!

I've been friends with TOPO Co-Founder Craig Rosenberg (@funnelholic) for 10 years and thought we would have some fun leading up to the event by asking him 20 questions.  I gave him a caveat; he can only answer them in 3 sentences or less.  For the most part he complied, but in typical Craig form, he had to use sentance #4 here and there.

  1. Tell us about the Summit?

    The first annual TOPO Sales Summit will take place April 7-8 at Pier 27 in San Francisco. We will bring together over 600 sales leaders responsible for more than $50B in revenue. We've recruited an amazing lineup of speakers from companies like Google, LinkedIn, and Box.

    The website for the event is: TOPO Sales Summit

  2. Who should come to the Summit?

    Sales, sales development, sales operations, sales enablement, marketing, marketing ops leaders.

  3. Why should someone attend this event over another conference?

    I need to go a bit over the limit on this one. Four reasons:

    People - the best sales leaders in the world will be attending and speaking
    Specificity- these amazing speakers will provide real specifics of how to actually execute
    Topics that matter - Real topics on how to run your sales org. No fluff content
    Fun - I am the Funnelholic, it has to be fun

  4. There are so many conferences, why did you decide to do this?

    The modern sales machine is scalable, efficient, predictable, and innovating at hyper-speed. The time is now for a conference that focuses on these innovations and how organizations are executing them.

  5. What’s the most interesting topic?

    They are all interesting but I would say our keynote should be fun for everyone. We have Jeff Ma, who was the leader of the MIT card counting team featured in the book and movie, Bringing Down the House.

  6. The speakers are heavy on Practitioners, the people that fight in the trenches all day long, why not a bunch of industry experts?

    We believe in specificity and the best people to deliver specific details are people who are doing it every day.  Practitioners and industry experts know their stuff, but we wanted to go deep with the people on the front lines.

  7. How did you get all these amazing speakers to participate?

    We have spent two years studying high growth companies and building relationships with the leaders who run these organizations. I won’t say it was easy, but we had a pretty good idea on where to go first.

  8. What’s TOPO?

    We are a research, advisory, and consulting firm that studies the fastest growing companies on earth. We then analyze that data and help our customers grow revenue faster

  9. Why did you start TOPO?

    We were consulting to figure out what we wanted to do next. Every customer, whether they were turning to us for demand gen, sales development, or sales, wanted to know one thing: What are the best companies in the world doing? Boom. Topo was born

  10. What are you doing with the Funnelholic?

    It’s still alive. I blog on it when I want to have some fun but try to do guest posts as much as I can.

  11. What are the biggest trends in sales and marketing?

    Account Based Everything. PERIOD. 90% of our inquiries have been about moving to account based something. 

  12. What’s the biggest mistake you see marketers make?

    They buy technology ahead of defining strategy and process. This was an issue in the marketing automation craze - everyone bought software before having a clear definition of what they were trying to do. It's happening again with the Account Based Movement - people are buying applications and announcing they are now "account-based", but they aren't.

  13. What’s the biggest mistake you see sales making?

    Focusing the majority of their attention on the front of the sales cycle (demand gen) and the end (forecasting and closing). True, scalable revenue growth requires attention and optimization in the middle.

  14. What’s the best content you have ever created?

    Tough one – I would say The Proven Framework for Sales Development. We decided to write an opus and put it in the blog instead of an eBook. It helped put TOPO on the map.

  15. What’s your favorite sales or marketing slogan right now?

    People don’t buy Legos; they buy the ability to build the Millennium Falcon. Stephanie Buscemi from Salesforce told me that one and it’s so spot-on, I don’t know what to do with myself.

  16. What’s your favorite sales book?

    I read them all and find something of value in all of them. If I have to choose, my old boss Stu Silverman told me to read Ogilvy on Advertising and it changed me forever.

  17. What’s your favorite marketing book?

    Same as above – I read a lot. Ardath Albee is my favorite marketing writer of all time. But I’ll give the nod to a recent one, Carlos Hidalgo’s Driving Demand.

  18. What’s your one piece of advice for marketers?

    You've preeched it with b2b appointment setting for years -- it's all about the Account Based Marketing.  Segment your target accounts and get into them.  All of them.  The account based movement is the final piece to real alignment with sales. What is it you say? "Selling doesn't start until the conversation starts."  Open the doors and start the conversations.

  19. Famous last words?

    See you at the Summit. Anyone who mentions this blog post gets a huge hug. – Click here to learn more and sign up: TOPO Sales Summit.

  20. Ok, my favorite question when inteviewing for the blog -- the Curry question.  It started years ago for reasons unknown, but it lives on forever.  What's your favorite Curry?

    Ha! I am going green but I love them all.  Thanks everyone! See you at the TOPO Sales SummitSummit, April 7-8th in San Francisco

Tags: marketing, sales, b2b, curry, events, account based marketing

20,000 Sales Pros in One Place! 80 Speakers #salessummit #in

Posted by Michael Damphousse

This Thursday, starting at 11ET, InsideSales.com his hosting the Sales Acceleration Summit.  There will be 80 speakers with topics ranging from Inside Sales and Enterprise Sales to Marketing, Management and Motivation.  

Join us tomorrow for as many sessions as you can squeeze in.  You can register for free.

sales acceleration summit

Featured speakers include:

  • Matt Dixon, Author of The Challenger Sale 
  • Steve Young, Pro Football Hall of Fame Inductee 
  • Josh James, Founder & CEO, Domo 
  • Jill Konrath, Author of Selling to Big Companies 
  • Grant Cardone, Author of Sell or be Sold 
  • Ken Krogue, President, InsideSales.com

I'll be talking Marketing Goodness with Thomas Oldroyd of InsideSales.com.  I'll be focusing on how sales professionals need to start thinking like CMOs.

Join me and lots of friends and colleagues tomorrow.  Don't forget to Register Now!

Tags: marketing, sales, webinars, events

15 Reasons Why Every CMO Must Attend #dreamforce #DF13 #in

Posted by Michael Damphousse

If you are a Chief Marketing Officer, or report to one, or aspire to be one, you MUST attend dreamforce. Period. I would not normally make such a blanket statement, but I don't want anyone to miss the point of this article.

Why CMOs should attend dreamforceThis week, I was able to speak at dreamforce for data.com, and shared in the frenzy with 130,000 other attendees. The benefits of being here are endless:

  1. Technology - Aisles and aisles of vendors selling everything from big data (impressed by Tableau), to sales productivity tools such as InsideSales.com, which Green Leads just implemented.
  2. Learn - Study new marketing techniques. Face it, event marketing is one of the largest challenges of a marketer. Come see what's working.
  3. Team - Nothing more rewarding than a CMO seeing their team enjoying the conference and learning new ideas and techniques.
  4. Network - Meeting new people, prospects and network contacts. Walking around I had a bunch of followers introduce themselves. Networking goodness!
  5. POV - Explore all the branding and point of view. My POV guru buddy, Dave Peterson of PlayBigger told me yesterday, was to just experience the show and absorb. Learned a ton.
  6. Listen - Some incredible marketers on stage. The list is too long to name, but Marissa Mayer of Yahoo was killer.
  7. Customers - Setting up client/partner visits. I could have filled my week with nothing but client visits. Great lunch with Steve Lilly of Ziff Davis! B2B Goodness.
  8. Reunions - I walked into Moscone West and five minutes after I got my badge I met someone I worked with 13 years ago. 
  9. Demand Gen - Find new business. In my particular case, there is nothing better than meeting the VP of Marketing at a booth and them saying "The show is good, lots of tire kickers though." and then when she asks what I do, go into how "Green Leads weeds through all the tire kickers to find you active decision makers."
  10. Party - Green Day, Blondie, Huey Lewis and the News. Every bar and restaurant is overflowing with sales, marketers and geeks.
  11. Exercise - Yes, exercise, if you consider walking a few miles a day exercise. Being on your feet all day works the core. It's exercise!
  12. Press - They are all here. Take advantage of it.
  13. Vendors - Odds are that if your marketing vendors are here. Check in with them.
  14. Exhibit - If you target sales, marketing or developers, you have to be here!
  15. Inspiration - Deepak Chopra!  Always some lifestyle speakers here.

Having experienced the largest cloud computing conference on earth, I have one regret. I didn't bring an umbrella. Nobody said anything about the "cloud" being a rain cloud!

Lead Gen Tip of the Day: Not sure how to find new prospects to meet with at dreamforce, Green Leads has been hired to do appointment setting for dreamforce attendees to keep their calendars full.

photo credit: @damphoux

Tags: marketing, sales, b2b, demand gen, branding, b2b events, events

SiriusDecisions Summit London Notable Quotes #sdsummit

Posted by Michael Damphousse

Having just kicked off, the SiriusDecisions Summit in London will be spanning two days with tons of marketing and sales goodness.  I'll be adding notable thoughts, quotes, and tweets to this article during the two days, so come back!  

SiriusDecisions Summit London resized 600

@RichardEldh: The relationship with our clients and our prospects is as much digital as it is face to face, if not more.

@maxsangiovanni: The rule of 1: 1 user 1 campaign, 1 campaign many languages, 1 touch once a month, 1 guardian of the send, 1 message all platforms

@jblock: One consistent message across all delivery channels. Do this first then pick the tech to do it. @maxsangiovanni

@izjay: Data buys time and time buys understanding via @maxsangiovanni

@maxsangiovanni: click to chat is very successful channel to capture inbound activity

@Marisa_Kopec: My content is on content, so I have a lot of content to share today ;) 60-70% of content goes unused

@Marisa_Kopec The evolved marketing factory must be engineered to produce content to fuel inbound & outbound marketing

@damphoux: Cocktail party is at 4:30, so see you there. via @Marisa_Kopec #MeaningfulQuotes

@Floriane_Ma_FR: Min 10/12 attempts to get a decision maker on the line in complex sales, builds case for teleprospecting to do the job instead of sales reps

@damphoux: Again @tjaros hits it w/ Demand Types. Read up. It will change the way u present your message md.gl/1b95FpW

@akslipper: Germany leads in budget spent on tradeshows. UK leads in email campaigns

@izjay: Most #SDSummit delegates say their next technology purchase will be in the category of business intelligence/analytics. Nice!

@jblock: When it comes to live events, you're judged by the quality of the coffee. via @akslipper 

@siriusdecisions: @Marisa_Kopec "Understanding buyer personas is where b-to-b meets b-to-c" http://t.co/9LyNGOZx0W

@GBalarin: "There is no rest for the technology-weary in marketing. IT is changing dramatically" and alignment is key. @jneeson

@JarmilaHYu: John Neeson at #SDSummit "the sales rep is changing: by leveraging marketing data, tools & tech cold sales calls should no longer exist".

RT @BabcockJenkins: Portrait of the modern marketer and sales person. via @jneeson #SDSummit http://t.co/gSC5ztKDJo

More to come...

photo credit: me

Tags: marketing, sales, b2b, b2b sales, demand gen, siriusdecisions, b2b marketing