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

The CRAP Report

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. Not Mikey.

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

The CRAP Report

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? What about you?

Sales Prospecting Lessons from New Jack City

The CRAP Report

Where were you in March of 1991? . 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. He changed CMB’s marketing strategy and made a fortune out of it.

Sales Managers, and Why Yours May Need to Move On

The CRAP Report

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.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

Follow Friday Blog Post

The CRAP Report

In response to Chris Brogan ’s tweet and subsequent blog post about turning Twitter’s Follow Friday into a more expanded blog entry, detailing why you think people should follow your recommendations, here’s my entry – The CRAP Report’s #FollowFriday list: . dmscott – C’mon, you knew that David Meerman Scott was going to be on this list, didn’t you? Plus, he’s got GREAT taste in music. .

Know When To Fold ‘Em

The CRAP Report

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? They’re change averse.

Interview with David Meerman Scott

The CRAP Report

As a new feature here on The CRAP Report, I’m going to start posting interviews every so often. I had the fantastic opportunity to interview marketing expert David Meerman Scott back in February, and although most interviews include short snippets of what the interviewee’s answers are, I thought it was really important that I present to you the full transcript of the interview. I like that. .

Thoughts on the Death of Cold Calling

The CRAP Report

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. Matt’s response, “This is, in many cases, ridiculously bad advice and completely untrue.”

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.

Point – Counterpoint: Using Calendar Invites for Lead Gen

The CRAP Report

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.

You Can’t Expect to Hear “No”

The CRAP Report

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. There were answers like, “It is certain,” “Ask again later,” and “Very doubtful.” I had one as a kid and always thought they were pretty cool. And what do you think happened? I think so. .

Management Motivation from Jay-Z

The CRAP Report

Where do you get inspiration from? Better yet, how do you inspire your teams to bigger and better things? To pass more leads of higher quality? To make more calls today than they did yesterday? To make more calls tomorrow than they’re going to make today? To talk with more people who will probably hang up on them? How do you get them to do that if you’re feeling burned out yourself?

A Sale on Every Call

The CRAP Report

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!)

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

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

The CRAP Report

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? Such is the ageless Man in Black from LOST. So what does the Man in Black do? You know what?

Greasing Marketing and Sales

The CRAP Report

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. Go and check it out, then let me know what you think! .

How Often do You Rewrite Your Story?

The CRAP Report

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. This is a great question!

Selling Must Be About Buyers

The CRAP Report

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. Go read it.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.

Keep Your Teleprospectors from Becoming LOST

The CRAP Report

If you’re like me and my friends, you were pretty hyped up for last night’s season premiere of LOST. I came to the game late on this one, having to watch three seasons on DVD (which by the way, is actually more fun because you can just keep watching episode after episode). To tell you anymore within the confines of this blog would break the space-time continuum. Know when to call your prospects.

Hiring for Sales and Teleprospecting

The CRAP Report

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.

How Do You Maintain a High Performing Teleprospector?

The CRAP Report

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…

The CRAP Report

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: . I feel like a Kentucky Fried idiot.” — Rocky Balboa (@TLOTL). You can check out The Marketing Hipster Dictionary, Part II here. Nice work guys!

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth.

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

The CRAP Report

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? Congrats!

Teleprospecting Lessons from Guns N’ Roses

The CRAP Report

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? You know, one that you can just listen to over and over without feeling like you need to fast forward past a song.

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

The CRAP Report

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. Maybe you’re not doing that right now but you want to. He’s right. I’m guessing not many. You feel this pain?

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

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

The CRAP Report

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? It worked.

Before You Build an In-House Teleprospecting Team

The CRAP Report

So you’re thinking about building an in-house teleprospecting team, huh? I 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.”

The Best Email Subject Line For Teleprospecting I've Seen Yet.

Sales Prospecting Perspectives

The best email subject line I've seen in my career came through my Inbox this week. Brad G, one of our inside sales reps shared an email he had received from a prospect praising his persistence in prospecting him. We call it "polite persistence" here at AG and I was very proud that the prospect not only responded to Brad, but took the time to compliment his approach and work ethic. Love to see that. As I was closing out the email I glanced at the subject line that Brad had sent to the prospect. It read " Attention: Jim - Final Follow up". or "do I know Pete"? Next he uses Jim's name.

Best 119

How Do You Define a Quality Sales Opportunity?

Sales Prospecting Perspectives

During my years as an Inside Sales rep, I've always appreciated working with the young hungry territory reps willing to talk to anyone "with a pulse". While I could appreciate that work ethic and the tenacity that hungrier reps displayed, I usually found that passing over anything lukewarm usually resulted in a lead that didn't go anywhere.and generally I was cold calling back into that company months later. On the other side of the coin, I struggled when passing leads to the veteran sales folks who wanted every opportunity completely teed up. Should you pass them anyone who wants to talk?

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

Ten reasons to blog – even if nobody reads it

grow - Practical Marketing Solutions

. Building an engaged community through a business blog can be extremely difficult — sometimes impossible. Look at companies like General Electric who do an amazing job with their blog and yet have almost no “community&# or comments at all. There must be some good business reason they do it, right? . There better be. Do your competitors have a blog? This is valuable real estate!

A fascinating “hardcore” B2B social media success

grow - Practical Marketing Solutions

With many companies now engaged in social media marketing strategies for nearly two years or more, success stories are starting to emerge, even in the difficult marketing world of industrial B2B. I discovered a great success story to share with you through a masters thesis being developed by Haakon Jenson of Norway. BACKGROUND. Limited marketing budget and employee resources. STRATEGY. ACTIONS. >

A Simple B2B Marketing Framework

Everything Technology Marketing

We often discuss in this blog how B2B marketing is becoming more complex, and how to manage this complexity. Marketing is getting involved in many more areas that touch the customer along the buying process, multiplied by a dizzying variety of new tactics, online communications and engagement platforms. 3) Sales Enablement – At this point your sales team is actively engaged with the prospect.

11 B2B Marketing Predictions for 2011

Buzz Marketing for Technology

Around this time last year I wrote about the 10 B2B Marketing Predictions for 2010 and while I would say 7 out of 10 have already materialized and the others are on their way. So that begs the question – what’s on the horizon specifically for B2B Marketers next year? Here are 11 concrete ways I think the environment in which B2B Marketers operate will evolve in 2011. Enjoy! Basically.2% Tweet This!

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.