Smashmouth B2B Blog: Sales & Marketing Demand Gen

3 Great B2B Demand Gen Articles from Last Week

Posted by Michael Damphousse

BonfireIt's amazing that there's so much great content out there surrounding demand generation and B2B sales and marketing! Here are a few that stand out to the Smashmouth crowd from last week:

Are Your Inside Sales Reps Good Detectives? A guest post on AG Salesworks' Sales Prospecting Perspectives blog provided an interesting comparison to inside sales reps and detectives.  The author likens his approach to that of  Columbo and collects as much detail from his prospects as he can.

"I find that people are willing to share one more thing with me in order to get me off the phone.  This one thing may turn into a longer conversation that could bring out more pains and needs from the prospect and in time, turning this ‘not interested’ person into an opportunity for our clients."

Whatever You Do, Don't Do This During a Sales Meeting. Jill Konrath, sales strategist and author of SNAP Selling, has an article on ScLoHo's Collective Wisdom blog about limiting the amount of time you speak during a sales call and keeping quiet during that most critical meeting -- replacing your competitor!

"Top sellers realize that replacing an incumbent is a slow, deliberate process. They understand it takes time to demonstrate value and develop strong relationships. Knowing this, they put together a one-step-at-a-time account-entry strategy that advances the sales process much faster than if they tried to do everything in a single call."

7 Fluff-Free Reasons Your Online Content Isn't Spreading. David Siteman Garland, author and entrepreneur from The Rise to the Top website, wrote a guest post over at inbound marketing evangelist HubSpot's blog.  Garland shares some great thoughts as to why your content may not be as aflame as you'd like it to be.

"Normally there isn’t just one answer and it isn’t black-and-white. Some things directly matter and others go a little bit deeper with more abstract, yet equally important ideas like trust and authority. But, everything adds up."

Like I said, there's a lot of great information out there; what would you have added from the week?

Photo Credit:  steve.wilde via Flickr

Tags: marketing, sales, b2b, b2b sales, demand gen, inbound marketing, b2b marketing, week in review, blogs

B2B Demand Gen Week in Review July 12..16

Posted by Michael Damphousse

There were some great B2B Demand Gen articles posted this week, and here are the handful that stood out for the Smashmouth crowd:

Old Spice: The Man Your Content Could Smell Like - The big news this week was the Old Spice Man answering people's questions and Twitter updates with personalized responses. The originality of this type of content marketing is refreshing.

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"Not too long ago Old Spice was a brand that was largely forgotten or something that was worn by your father. This weekend, watching the latest commercial (embedded below), my boyfriend asked me if he should switch over to Old Spice. The momentum Old Spice is creating goes beyond just 'silly Web videos'. They’re using remarkable content to capture brand awareness, eyes, and in the end, sales."

To read more about this, check out SEO/Blogging/Twitter guru Lisa Barone of internet marketing company Outspoken Media.

Create Your Own Content Category - Joe Pulizzi, marketing strategist over at Junta42, has a great article on his site about owning your own "keywords."

"If you are talking about the same concepts and content as your competitors, what value are you adding to the conversation? Are you truly providing anything that will differentiate you from your competitors, over the thousands of other messages out there your customers are possibly engaging with?"

For Those About to Rock...Show Up First - Paul Castain, sales trainer and sales blogger at Paul Castain's Sales Playbook, wrote a great article that shares 13 tips on how effective sales people can "show up" and get found, all while weaving Slash and George Lopez into the mix.

"People like Slash understand that they need to be seen. They also understand that you can’t be seen if you don’t show up."

There were a lot of great blog articles this week surrounding B2B sales and marketing - which one got you thinking? What did we miss?

*Photo Credit: suttonhoo via Flickr

Tags: marketing, sales, b2b sales, demand gen, b2b marketing, week in review