Mark (here on LinkedIn) talked at the DMSS 2019 and he is a professional outreacher. His presentation was called Building a lean, mean, lead generating machine with outbound prospecting. And he knows how to help others do it. He is the CRO at TaskDrive.
We have his whole presentation here:
Building a lean, mean, lead generating machine with outbound prospecting from Mark Colgan
Here is the transcript of the talk we had:
Mark Colgan: HubSpot is the biggest advocate of inbound marketing, yet they spent over 60% of their budget in the first few years on outbound. Really, the answer is that inbound alone doesn't work, and you need to support it with outbound prospecting or outbound marketing.
Intro: This is Time For Marketing. The marketing podcast that will tell you everything you've missed when you didn't attend the marketing conference.
Peter: Hello, and welcome to the Time For Marketing podcast. The podcast that brings you marketing conference speakers from all around the world, and takes their presentations, smoosh it up into five minutes, and you have a small package of knowledge. My name is Peter, and I'll be your podcast host.
If you would like to check out the previous episodes, timeformarketing.com, or you can also subscribe to our newsletter, and of course find all the links to the iTunes Google podcast, Stitcher, and every else places where you can listen, and review, and rate, and do all of the great things that you do with podcasts. Today with me is Mark Colgan. Mark is the chief revenue officer at TaskDrive. Mark, hello, and welcome to the podcast.
Mark: Hey, Peter. Thank you very much for having me. I'm really looking forward to sharing the presentation.
Peter: Thank you for being here. Mark, you are a chief revenue officer. What does that mean?
Mark: Yes, that's a great question to start with. A chief revenue officer has a few different definitions, but in my understanding and interpretation, it's somebody who aligns the different departments within a business in order to achieve revenue. Those departments I look after at TaskDrive are marketing, sales, customer success, and product. I make sure there's no silos, and I make sure that our customer is first in terms of our priority. We do everything we can to increase the quality that the customer has with us, which helps us reduce churn, and also helps us increase new customers through the sales and marketing activities too.
Peter: What is TaskDrive? What are you doing?
Mark: Good question. TaskDrive is a service-based business. Our mission is to help b2b sales and marketing teams focus on high-value activities. We do that by offering an outsourced lead generation and data enrichment service. We help companies build new lists of prospects. We also help them enrich existing datas, then we also help companies that sell into enterprise with their account-based insights to helping them expand their reach and increasing their sales velocity by giving them a detailed view of the stakeholders within the decision making process.
Peter: This was a complicated way to say you help companies with their prospects, with their leads, is that right?
Mark: Yes, but it's not just leads because we help them-- A lot of companies are faced with the fact that they have a lot of data that they've amassed over the last few years which has gone fairly out of date, so we also help them with data enrichment. Yes, one of the use cases is lead generation for prospecting.
Peter: Your presentation comes from the Digital Marketing Skillshare Conference that is organized every year in Bali. You were there this year. How was the conference?
Mark: Yes, it was fantastic. A really great conference. They originally started out with an SEO focus but over the last few years, have broadened that out to other tracks. There's people talking about marketing, pay-per-click advertising, as well as email marketing. I covered the outbound sales and prospecting through the pr
