Green Leads CEO Mike Farrell joins Tessa Burg on the Leader Generation podcast to talk about intent data—buying signals that show which prospects are actively looking for potential solutions. Hear how you can use intent data to reach higher-quality leads earlier in the buyer journey. Plus, provide the most relevant content to address their pain points and guide their decision-making process.
On this episode of Profit from the Inside with Joel Block, listen to Mike Farrell, CEO of Green Leads, a company that provides their B2B Technology clients, from startup to enterprise, with meetings, lead generation, and content syndication. Mike has an incredible track record of building companies and growing pipelines and ultimately revenue. He has extensive experience selling into B2B and public sector markets, building sales development organizations as well as developing channel partnerships.
If your company needs a new kind of functionality, should you build it or outsource it? There are strong arguments for doing either. If you outsource a function – be it marketing, lead generation, or anything else – you will only need to spend money on it for as long as you retain the company you hired to handle it.
Listen as Mike Farrell, CEO of Green Leads, talks about his experience with sales development and startup companies. He touches on how to set up your growth stage strategically, things to consider with a new sales development team, and whether to insource or outsource sales development.
Pipeline generation, as measured by the metric, pipeline creation rate (PCR), is the ultimate measure of how we can bring sales and marketing teams together and minimize the dynamic of throwing leads over the fence. Sales says the leads are good enough (or there aren't enough) and marketing says the sales team need to address those leads better. If pipeline is measured by the total value of opportunities and sales is the team that is creating the opportunities, then there is implicit acceptance that a lead is good.
To own or not to own, that is the question. In this episode of The Sales Evangelist, Green Leads CEO Mike Farrell joins Donald Kelly. They discuss whether you and your company use an external SDR team, or should you invest in and develop a team yourself?
Your top SDR has spent all night brushing up on B2B sales tips. They make their way to the first prospect, who happens to be a high-ranking military official. Little do they know, those B2B tips are no good here. This is a public sector institution, and they don’t play by B2B rules.