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Top 100 Qualities of a Great Teleprospecting Rep – #36: Determined

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Facing the threat of having to move due to the foreclosure of their respective homes, seven teens from Astoria band together to find the buried treasure of a one-eyed pirate named Willie in hopes of saving their neighborhood.  That, in case you weren’t aware, sums up Steve Spielberg’s The Goonies.  They had a lot of different characters to the group:  Mikey was the leader.  Thanks!

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Teleprospecting Teams – 3 Ways to Get What You Need From Them

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You know, I think depending on the age of the person you talk to, they’re always going to tell you that “their&# era of NBC’s Saturday Night Live was the best.  For me, I really enjoy a lot of the different casts that SNL has put together over the last 36 seasons.  One of the cast members that always had me laughing was Mike Meyers.  What do we need inside teams for? 

Sales Prospecting Lessons from New Jack City

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Where were you in March of 1991? . Me?  I was getting ready to graduate high school in a few months.  I had been completely immersed in all things hip-hop and R&B, including going nowhere without my black LA Raiders Starter cap.  That month, New Jack City , was released to theaters nationwide, and I had to be there to see it.  The lesson here?  What do you think? 

Sales Managers, and Why Yours May Need to Move On

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One of my favorite scenes from Office Space is when the Bob’s (you know, the pair of consultants whom Lumbergh brings in to weed out the non-essential employees), meet with middle manager Tom Smykowski.  Tom’s a little nervous to meet with them, as the precedent’s been set that if you don’t really give them a reason to keep you, the Bob’s suggest you leave. 

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

Know When To Fold ‘Em

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Ah yes – you know where that line comes from, don’t you?  While country music is not necessarily my go-to choice of music genres, I really love the song The Gambler by Kenny Rogers.  I love it for a couple of reasons, really.  Growing up, I can remember listening to it in my parents’ living room, on their 8-track player no less!  How does this relate to teleprospecting, though?  Get rid of them. 

Interview with David Meerman Scott

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So, without further adieu, here’s my interview with David Meerman Scott: What was the impetus for writing “The New Rules of PR and Marketing?”. I’ve been doing a lot of the things in the book before I wrote the book.  Not to just to reach the media, but to get into the search engines.  No one was talking about that at that time.  There were actually people in tears!  Doing what you’re doing now. 

Thoughts on the Death of Cold Calling

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So I feel like there’s been a lot of blogs lately stating that cold calling is or is not dead , and today I read another one.  Matt Gethins , from B2B telemarketing firm Professional Prospecting Systems, wrote an article yesterday entitled Cold Calling Dead?  Not For B2B Appointment Setting.  What do you think?  . Photo credit: Liyin the Designer-in-Pajamas via Flickr.

Point – Counterpoint: Using Calendar Invites for Lead Gen

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So as I was perusing my TweetDeck the other day, I saw that my buddy, appointment setting guru Mike Damphousse wrote a blog entry last week that I missed (sorry about that pal!)  However, I did want to use this opportunity to spring board into another Point – Counterpoint on The CRAP Report.  Mike’s article, entitled Appointment Setting: Was I Duped? really struck a chord with me. 

Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

You Can’t Expect to Hear “No”

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Did you ever have a Magic 8-Ball ?  You remember that, right?  You ask it questions, shake it up, and then look at the bottom of the ball to see which side of the twenty-sided die inside floated to the top.  And what do you think happened?  They said “no” and hung up on me more often.  But was it because I was expecting them to?  I think so.  . Focusing on what has already happened does no good. .

Management Motivation from Jay-Z

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Where do you get inspiration from?  How do you get them to do that if you’re feeling burned out yourself?  If you’re a manager of BDR’s, you can’t afford to burn out.  You can’t afford to do anything BUT burn bright.  You’ve got to keep yourself ablaze if you expect your reps to even glow , so how do you do that? . For me, I listen to music.  Music like Jay –Z and Alicia Key’s Empire State of Mind. 

A Sale on Every Call

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As I perused my TweetDeck this morning, I noticed Garth Moulton’s ( the world’s biggest rolodex Jigsaw’s VP of Community and co-founder) blog entry from yesterday, “ Cold Calling is not even on the Endangered List.”  Great blog entry where Garth concludes with the following: “So the truly efficient organization (I’m talking B2B here) has to have at least a couple people (researching first!)

Top 100 Qualities of a Great Teleprospecting Rep – #91: Creative Thinking

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Okay, before you read ANY further, I’m going to spoil this season of LOST for you if you read the following paragraph.  I just want to make sure you understand that.  Skip the next paragraph and move on to the next one if you don’t want this season to be spoiled. You’d have to get pretty creative, right?  THAT’S creative thinking.  You know what?  Don’t believe me?  What do you think?

Greasing Marketing and Sales

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HubSpot’s blog featured a guest entry yesterday from Sales 2.0 CEO Nigel Edelshain, entitled “ What the Heck is Sales 2.0 (& Why Should I Care)? ”  Nigel, as I found out in the article, is the man who coined the term “Sales 2.0:”. Sales 2.0 is about sales people using Web 2.0 tools and social media to sell more effectively. Photo Credit:  ralphbijker via Flickr.

Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.

How Often do You Rewrite Your Story?

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Steve Richard, co-founder for sales training organization Vorsight, wrote a guest blog article yesterday for sales strategist Chad Levitt’s  New Sales Economy  Blog. The article, entitled “ 11 Sales Tips for Cold Calling and Prospecting ,&# offered some good insight into making the most out of each and every attempt to get in touch with your potential buyers.

Selling Must Be About Buyers

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I read a great blog article today from Ardath Albee, B2B marketer and strategist.  The post, entitled What’s the Cost When Sales Tries to Do it All? , was found on the Customer Collective website, and in it, Ardath shared some of her thoughts on CSO Insights’ new 2010 Sales Effectiveness Study.  For marketing, for sales and for customer retention. You should check it out, too. 

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Keep Your Teleprospectors from Becoming LOST

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If you’ve got an in-house team of B2B lead generators or maybe you’re partnering with a vendor to provide you with sales qualified leads, naturally you want to make sure that the folks representing you and your organization over the phone are as effective as possible.  Ensure they know who they’re calling. Know when to call your prospects. Help them to control the conversation. What do you think? 

Hiring for Sales and Teleprospecting

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I read a blog today from the inside sales consulting firm The Bridge Group’s Patrice Murray.  Patrice highlighted a post from Dave Kurlan ’s blog , where basically Dave shared a story of a time where he was giving a presentation on a Sales Hiring Webinar.  Dave was asked why, if his process worked so well, were more people not using it.  Photo courtesy of LisaDeeRN  via Flickr.

Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

How Do You Maintain a High Performing Teleprospector?

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Now, I’m not really much of a racing fan, car, horse or otherwise.  What I do know about the sport of racing, however, is that whatever method you choose to use to race, you’d better make sure that it’s in top shape.  It always amazes me, whenever I do catch an auto racing event on TV, is how fast the pit crews are when a car comes in.  Even for a flat tire, they’re so fast at changing them!  They have to be though, right?  I mean, there’s a ton of money riding on those races.  You can see where this analogy is going, right?  Inspire them consistently. Keep them challenged. What do you think? 

Round Two…

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On Tuesday I shared with you a link to lead generation expert The Funnelholic’s The Marketing Hipster Dictionary, Part I.  Today, he posted part two with some help of folks like The Lord of The Leads Tom Scearce (on Twitter @TLOTL ) and  Chris Jablonski (on Twitter @cjablonski ).  The Funnelholic certainly more than gets by with a little help from his friends, adding words like “Return on Contribution” and “Buyer Engagement.” . My favorite: . You can check out The Marketing Hipster Dictionary, Part II  here. Nice work guys!

No Time Today…

The CRAP Report

Hey everybody! Been real busy today, so unfortunately I have nothing original to share with you. . Do not fret, though! . Craig Rosenberg, marketing and  lead generation expert also known as the Funnelholic, has come to the rescue!  Today, Craig posted a great blog article over at his site, where he is creating The Marketing Hipster Dictionary.  What a great idea!  Basically, what he’s doing over the course of a couple of different entries (today and next Thursday), is compiling a list of terms that are used not only on his site, but throughout the sales and marketing space.  Great job, Craig!

So You’ve Got Your Own Teleprospecting Team

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Last week I blogged about things that you need to think about before you decide to build your own in-house teleprospecting team ,  where I tried to get folks thinking about some of the questions that they may not have considered, and hopefully offer some insight into the difficulty of creating their own teleprospecting team.  Today I was thinking – what if someone had all of those things covered?  What if someone decided to build their own team and had been an experienced, successful teleprospector?  So, let’s say that you’ve got yourself your own teleprospecting team – now what? 

Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

Teleprospecting Lessons from Guns N’ Roses

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Man, the summer of 1987 when I discovered Guns N’ Roses ’ first release, Appetite for Destruction , was a good one.  I think I listened to their first album (cassette tape actually) so much that I probably needed to buy a second one.  My sister hated them, and would get mad at me every time I wanted to watch their videos on MTV (when they actually played videos).  In my opinion, there wasn’t a bad song on the whole album.  Do you have any like that in your music collection?  guess for starters, let’s take a look at the title of the album.  That just sounds lame all around!  What do you think? 

How Do Your Prospects Want to be, well, Prospected?

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Think about your prospects for a minute.  You’ve probably got a list or a database chock full of folks that you really want to do business with.  Sure you want to do business with them because that means money for you and your organization, but I’m sure there are those that you want to do business because of the weight that their name carries in their respective industries.  Now take a minute and think about how you reach out to those folks, from a teleprospecting perspective.  This question came to me today after reading a blog entry in the Marketing Mélange by Mike Frichol. What do you think? 

Top 100 Qualities of a Great Teleprospecting Rep – #80: Inventive

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Okay, if you’ve got a stick of gum, a paper clip, three pennies, a ball made of rubber bands, and an acorn who are you?  A lot of folks may say that you’re the contents of the front pocket of a seven year old boy, but they would be wrong.  Actually, the real answer is a flame thrower if you’re in the hands of one Angus MacGyver – yes, THE MacGyver.  You remember him, right?  They guy with a penchant for getting out of inescapable situations by creating some contraption out of things he’d find on the ground or in his or a partner’s pockets.  Now, the fact that the guy was inventive? 

Before You Build an In-House Teleprospecting Team

The CRAP Report

So you’re thinking about building an in-house teleprospecting team, huh? mean, someone has to follow up on all of those inbound leads you’re getting, right? Maybe you’re hosting webinars and need those attendees followed up on, right? The most logical thing to do would be to build some sort of qualification machine to follow up on all the contacts you’ve got from all of the marketing programs/events/campaigns you’ve run (and more than likely never got around to getting in touch with). You could give them to your sales guys, no doubt. It all depends on what your background is. Earn your keep.”

2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.

Invest in Your Investment

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So you’ve gone ahead and spent money outsourcing your sales opportunity generation process.  Now what?  Speaking from experience, the one thing that I would tell each and every future customer is this:  invest in your investment. . The most successful partnerships I’ve been a part of have been ones where my clients understand that they are going to get out of a campaign that which they put into it.  They understand that if I need them to fill out an implementation document because that is how we get on the phones for them faster, they do it.  What else do you need?”

Invest in Your Investment

The CRAP Report

So you’ve gone ahead and spent money outsourcing your sales opportunity generation process.  Now what?  Speaking from experience, the one thing that I would tell each and every future customer is this:  invest in your investment. . The most successful partnerships I’ve been a part of have been ones where my clients understand that they are going to get out of a campaign that which they put into it.  They understand that if I need them to fill out an implementation document because that is how we get on the phones for them faster, they do it.  What else do you need?”

The Other Half of an Admin’s Title: Assistant

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I’ve often sat in and listened to my reps making calls, and invariably, they always wind up speaking with administrative assistants.  I’m amazed at how frustrated rep’s can get because the administrative assistant on the other line is not helping them.  I’m amazed because the rep has not treated the admin like a person, but rather as an obstacle to get around. . Now my more senior reps know this, but the junior ones don’t understand:  admin’s are there, for the most part, to assist.  They have to, it’s in their title!  We just need treat them as people. .

The Other Half of an Admin’s Title: Assistant

The CRAP Report

I’ve often sat in and listened to my reps making calls, and invariably, they always wind up speaking with administrative assistants.  I’m amazed at how frustrated rep’s can get because the administrative assistant on the other line is not helping them.  I’m amazed because the rep has not treated the admin like a person, but rather as an obstacle to get around. . Now my more senior reps know this, but the junior ones don’t understand:  admin’s are there, for the most part, to assist.  They have to, it’s in their title!  We just need treat them as people. .

Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

Top 100 Qualities of a Great Teleprospecting Rep – #63: Tenacity

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In an effort to bring you what I believe are the Top 100 Qualities of a Great Teleprospecting Rep, I’ll be doing so in random order, starting today with #63. love that scene from Top Gun when Viper, (played by Tom Skerrit) asks Maverick (played by pre-couch jumping Tom Cruise) if he thinks his name will be on the plaque of the best pilots from the fighter academy.  Tenacity in teleprospecting really does mean that you don’t take “no” for an answer.  That can get pretty discouraging after a while, but it is the tenacious TPR who does not let objections keep him/her from their goal. 

Top 100 Qualities of a Great Teleprospecting Rep – #63: Tenacity

The CRAP Report

In an effort to bring you what I believe are the Top 100 Qualities of a Great Teleprospecting Rep, I’ll be doing so in random order, starting today with #63. love that scene from Top Gun when Viper, (played by Tom Skerrit) asks Maverick (played by pre-couch jumping Tom Cruise) if he thinks his name will be on the plaque of the best pilots from the fighter academy.  Tenacity in teleprospecting really does mean that you don’t take “no” for an answer.  That can get pretty discouraging after a while, but it is the tenacious TPR who does not let objections keep him/her from their goal. 

Just a Thought…

The CRAP Report

If you never leave voicemails for the prospects you’re trying to sell to, how are they going to know that you’re trying to sell to them?  And if the voicemails that you do leave offer no compelling reason to call you back, what good are they? . think about the voicemails that I get on my cell phone.  I can see who leaves me a message and who does not.  I’m going to listen to the voicemails of people who I know have something important to tell me.  You’re better than that!  Give your prospect a reason to call you back.  You’ve got to put some thought behind the voicemail game. 

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Just a Thought…

The CRAP Report

If you never leave voicemails for the prospects you’re trying to sell to, how are they going to know that you’re trying to sell to them?  And if the voicemails that you do leave offer no compelling reason to call you back, what good are they? . think about the voicemails that I get on my cell phone.  I can see who leaves me a message and who does not.  I’m going to listen to the voicemails of people who I know have something important to tell me.  You’re better than that!  Give your prospect a reason to call you back.  You’ve got to put some thought behind the voicemail game. 

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.