Smashmouth B2B Blog: Sales & Marketing Demand Gen

Appointment Setting Vendors Can Reduce Carbon Footprint

Posted by Michael Damphousse

Appointment Setting Clients Reduce Carbon FootprintSomeone asked me recently where the Green in Green Leads came from? 

It originally was a name that sounded great for a demand gen company, and "green" had lots of connotations: Money, greenfield opportunities and of course living green, which my wife Linda and I believe in and do our best to do our part.

Last week's blog post sparked another discussion at a client meeting.  Lead Gen Tip for Q2: Face Time and an article from last year, C Level Prospects: Make Your First Appointment by Phone, can be summarized with two bullet points:

  • Introductory sales appointments are effective if done by phone, and executive level prospects are more willing to do first meetings by phone
  • Second meetings are more effective if done face-to-face

The conversation went from business to environmental impact when someone offered, "Besides, phone meetings are better for the environment, too."

Green Leads has been buying carbon offsets over the past year as a way to reduce our own carbon footprint.  We calculate this number based on the number of employees we have as well as the square footage of our offices.  We have also kept our footprint about 50% less than companies similar to ours by implementing our Virtual Hybrid Office Space concept (reduced space, commutes and other waste).

We're in the business of B2B appointment setting, and meetings can often mean travel -- travel impacts carbon footprint, be it by car or plane. Green Leads has decided to let our clients help with our green initiatives by using a portion of our meeting revenue to purchase carbon offsets:

 Phone Meetings :
0.002 tons CO2
 Face to Face by Car :0.08 tons CO2
 Face to Face by Flight :
0.29 tons CO2

 Green Leads (Employees & Space) :  142 tons CO2

It is estimated that Green Leads and our clients will purchase estimated carbon offsets to cover between 500-600 tons of CO2 footprint in 2010.  Green Leads will be making these carbon offset purchases through and will post a chart on our blog to track the impact we've made over time.

So take those first introductory appointments by phone. If we reduce face-to-face meetings by 50%, we can reduce our impact by 175-225 tons of CO2.  Let's put the Green back in Green Leads.

Tags: sales, b2b, b2b sales, demand gen, b2b marketing, green, lead gen, appointment setting, meetings, travel, recycle

Do You Sales 2.0?

Posted by Michael Damphousse

I'm on the the flight back from SFO after attending Sales 2.0 conference. It was great to put faces to names of folks I've been colleagues with by phone and email. Even better was to find out that my company is well on it's way to Sales 2.0. As defined by Selling Power, Sales 2.0 is “Sales 2.0 brings together customer-focused methodologies and productivity-enhancing technologies that transform selling from an art to a science. Sales 2.0 relies on a repeatable, collaborative, and customer-enabled process that runs through the sales and marketing organization, resulting in improved productivity, predictable ROI, and superior performance.”

What do you do to Sales 2.0?

Tags: marketing, sales, travel, work