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Michael Damphousse

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CEO/CMO, Green Leads

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Michael Damphousse, CEO/CMO of Green Leads

Mike is the consummate sales and marketing executive, leading the growth of Green Leads while sharing b2b demand generation knowledge with others. After serving as CMO at two software companies, Mike created Green ...

Michael Damphousse, CEO/CMO of Green Leads

Mike is the consummate sales and marketing executive, leading the growth of Green Leads while sharing b2b demand generation knowledge with others. After serving as CMO at two software companies, Mike created Green Leads to leverage technology, the human asset, and today’s ever changing trends. Mike has developed a new brand of marketing that delivers ROI in this 2.0 world. Green Leads serves companies of all sizes, from 30 person startups to billion dollar software giants. Mike’s blog, Smashmouth Marketing is widely read amongst b2b marketing professionals.

Green Leads is all about b2b pay-for-performance: demand creation, appointment setting, lead generation, lists

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WEB: Smashmouth Marketing

Michael Damphousse is speaking at this roundtable

Dec. 2, 2011

Inside Sales: The Year in Review and Predictions for 2012

Michael Damphousse and 6 other people answered this question at this roundtable

Nov. 16, 2011

Successful Strategies for Prospecting [11/10 @ 12:30 pm]

What is an example of an effective voice mail?

"Hi Sarah, this is Joe Blow from Acme... no need to call me back. I'll send you a quick email. If you could do me the courtesy of a reply I would appreciate it."
It sounds simple, but it works. No need for the prospect to ... more

Michael Damphousse and 3 other people answered this question at this roundtable

Nov. 7, 2011

Successful Strategies for Prospecting [11/10 @ 12:30 pm]

If cold calling doesn't work anymore why are appointment setting companies so successful?

Dialing blind is dead. Dialing alone is dead.
Being a pay-for-performance appointment setting company, and doubling in size 5 years in a row, I can state clearly that Outbound Marketing is certainly alive. Be it dialing, email, prospect research, networking...whatever the improvement you add to old-school ... more

Michael Damphousse and 7 other people answered this question

Sept. 19, 2011

What are the key components to an optimal inside sales training/onboarding program?

I'm all about basics first, then ramp them up. When I say basics, I mean the low end, nuts and bolts. We have some low level list cleanup activities we assign them for a week or two just so they can learn how we use ... more

Michael Damphousse and 1 other person answered this question

Sept. 7, 2011

When you are hiring for an outbound appointment setting person, how important is sales experience?

I like to mix it up. Some of Green Leads' best appointment setters are creative, artsy types with no sales experience. They just had the skill set of communications and understanding and we were able to teach them what we needed to teach them.
That said, ... more

Appointment Setting

Michael Damphousse is now following Miles Austin and 1 other person

July 29, 2011

Michael Damphousse asked a question

June 24, 2011

How do you wake up your inside sales team when they seem to be dozing on a friday afternoon?

Sales Management

Michael Damphousse and 13 other people answered this question

June 16, 2011

How do your successful salespeople leverage social media for selling?

I believe there is an aspect of Social Media for Sales People that has been untapped. I would call it Social Sales Enablement.
The typical sales person is wondering what to do. Should they tweet about something? Invite clients to their facebook page (not recommended ... more

Michael Damphousse and 38 other people answered this question

May 27, 2011

How long does it take you to write a blog post?

I use a multi-step process:
- Whenever I come up with an idea, I start the article in draft mode, select a title and write as much as my attention permits. Typically, 3-10 minutes. Then I leave it in draft mode.
- When I have time to ... more

Online Marketing

Michael Damphousse and 9 other people answered this question

May 17, 2011

What are the top warning signs that an inside sales rep is burned out?

(tongue in cheek)
4. They start their pitch with "To hear this pitch in English, press 1"
3. When told "Your price is too high", they respond with "Your mama!"
2. When an female prospect answers the phone, they open with "Hey Babe"
1. When they are overheard saying ... more

Inside Sales Reps

Sales Management

Michael Damphousse and 7 other people answered this question

March 22, 2011

What are some ways to motivate an inside sales or lead qualification team?

Everybody loves competition, fun and reward, and a SPIFF is a great way to way bring it. If your team is chugging along but you’re looking for something to push performance or direct it in a certain direction, a SPIFF is a great tool. Do ... more

General Management

Michael Damphousse and 15 other people answered this question

March 18, 2011

What is the better twitter-strategy: As many as possible followers or less but valuable followers?

In the follower world, I opt for both quality and quantity.
We do all the best practices to get quantity followers, and that's so that we can capitalize on the tweeps that just find us...the hidden gem followers. We also have one of my marketing intern's ... more

Information Technology

Communication Strategy

Michael Damphousse and 6 other people answered this question

Feb. 28, 2011

What do inside salespeople think of scripts? What makes a good and bad script?

Conversations, not scripts.
We build three lists, Talking Points, Open Ended Questions, and Objection Handling. If a rep is not strong enough to have a Conversation given the above arsenal of statements and techniques, we don't want them on the team.
Talking to prospects in B2B is ... more

Sales Enablement

Sales Enablement Tools

Michael Damphousse and 6 other people answered this question

Feb. 17, 2011

Inside Sales Best Practices: What are your 3 tips for aligning inside sales with field sales?

I'll let Trish take the long answer. Mine is a quick 1.2.3:
1. Make sure inside sales and sales have an SLA between them that defines leads, what happens to leads, or other functions they share process with
2. Have comp plans aligned for both performance and ... more

Michael Damphousse and 11 other people answered this question

Feb. 7, 2011

Is in person & telephone the only way to truly launch the sales process?

This discussion came up again on this past Friday's roundtable. And it's not a new one. I used to sign my posts "don't forget, selling doesn't start until you're having a conversation with a prospects". It was intended to stifle the hype of inbound marketing, ... more

Buyer Decision Journey

Michael Damphousse and 1 other person answered this question

Jan. 21, 2011

What was the most creative sales training tactic you have ever used? What were the results?

As it pertains to inside sales/outbound sales phone training, we use ConnectAndSell for training. You can get done in 1 hour what would have been a 1 day phone coaching session. 8-10 conversations. Love it. more

Sales Training Techniques

Michael Damphousse asked a question

Jan. 20, 2011

How do you overcome a sales slump in the slower periods of summer and at the end of the year?

Michael Damphousse asked a question

Jan. 20, 2011

How do you address potential clients that want to negotiate their price?

Client Acquisition

Client Development

Michael Damphousse asked a question

Jan. 20, 2011

Any suggestions on how to deal with client who has a loyalty to your competition?

Client Acquisition

Customer Loyalty

Michael Damphousse and 5 other people answered this question

Jan. 19, 2011

Inbound Leads Best Practices: What are your 3 tips for following up on inbound leads?

Inbound leads are all the rage, yes. But they are still just an uber-list of names. They may have raised their hands. They may have researched your company or the topic at hand. You still have to talk to them.
That's where Outbound techniques come into ... more

General Management

Michael Damphousse and 11 other people answered this question

Dec. 22, 2010

Sales Calls Best Practices: What are your 3 tips for successfully getting through the gate keeper?

Admins and Gate Keepers are your friends. All this, don't call gate keepers nonsense makes no sense to me. Sure, if you have direct dials and can transfer directly to a prospect, do it. Do it a lot. Do it multiple times a day if ... more

General Management

Michael Damphousse and 5 other people answered this question

Dec. 20, 2010

Is Youtube a viable channel for b2b marketing?

We're relatively new to the YouTube thing, but our channel (http://www.youtube.com/user/GreenLeads) has already been getting some traction. We look at it as an extension of our social media/content assets and strategy. When we post video on our blog, we embed from our channel. When we ... more

Video Marketing

Michael Damphousse asked a question

Dec. 10, 2010

What experience do you have with using virtual events atendees' activity to analyze lead quality?

Focus Interactive Summit

Lead Generation

Michael Damphousse asked a question

Dec. 10, 2010

How do you manage the the quality of the information that leads provide?

Focus Interactive Summit

Michael Damphousse asked a question

Dec. 9, 2010

Have you seen any circumstances where customers viewed money for referrals as a bribe?

Focus Interactive Summit

Michael Damphousse asked a question

Dec. 9, 2010

Are there any dashboards you'd recommend starting with to measure simple marketing metrics?

Focus Interactive Summit

Michael Damphousse asked a question

Dec. 9, 2010

Do you have any B2B marketing metrics suggestions for smaller organizations?

Analytics Program

Focus Interactive Summit

Michael Damphousse asked a question

Dec. 9, 2010

How often does SAP perform brand and marketing strategy audits?

Brand Awareness

Focus Interactive Summit

Michael Damphousse asked a question

Dec. 9, 2010

What is the best way for a B2B marketer to build/learn skills?

Focus Interactive Summit

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