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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?  Get rid of them. 

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. 

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? 

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.”

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!)

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? 

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!

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.  Thanks!

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? 

Sales Prospecting Lessons from New Jack City

The CRAP Report

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? 

Follow Friday Blog Post, Take Two

The CRAP Report

Maybe you’re asking yourself, “Self, who should I follow on Twitter?&#  Maybe you’ve asked yourself that and have made your way here, to The CRAP Report.  If so, you can check out two posts below to see who I suggested you follow two months ago. Maybe you’ve followed all of those folks and are looking for more. still think the Follow Friday blog post is a good idea.

The CRAP is Back!

The CRAP Report

Sometimes you think your life is going one way, and then just when you’ve settled back into its groove, life decides to bring you in a completely different direction. That’s what’s been going on with me anyways. Be on the look out for new blogs and articles right here on The CRAP Report very soon! Photo Credit: Jason Alley via Flickr

Selling Must Be About Buyers

The CRAP Report

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.  I read a great blog article today from Ardath Albee, B2B marketer and strategist.  For marketing, for sales and for customer retention. You should check it out, too. 

Interview with David Meerman Scott

The CRAP Report

But now, we’re in 2010, I did the second edition which I wrote throughout 2009 (it came out in January of 2010).  Just in 2010, and it’s only February, I’ve gone to Tokyo, Amsterdam, and Mumbai. 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. 

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: . Plus, he’s got GREAT taste in music.  . abneedles – Adam Needles , from SilverPop, offers fantastic data and stats on B2B marketing. 

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.  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

The CRAP Report

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. 

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?  THAT’S creative thinking.  You know what?  Don’t believe me?  What do you think?

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. Photo Credit:  ralphbijker via Flickr.

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.

Keep Your Teleprospectors from Becoming LOST

The CRAP Report

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? 

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: . You can check out The Marketing Hipster Dictionary, Part II  here. Nice work guys!

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?  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?

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.  This question came to me today after reading a blog entry in the Marketing Mélange by Mike Frichol. What do you think? 

Top-10 B2B Marketing Topics of 2010

Everything Technology Marketing

With 2010 coming to an end, it is time for a quick review of the most popular B2B marketing posts on the Everything Technology Marketing blog. Thank you all for participating in this blog - I learned a lot from our discussions this year. See you in 2011

Eloqua Experience 2010

LeadSloth

This week I attended the Eloqua Experience, Eloqua’s user conference in San Francisco. The big news of this event is the launch of Eloqua 10. It’s the result of 2 years of hard work, and it looks very good. The revamped user interface makes working with Eloqua a lot of fun. Here is a preview: Eloqua 10 Campaign Builder (click to enlarge). They are raving about Eloqua 10. Overall.

Best of 2010 – 13 Twitter Tips for Increasing Engagement

Sazbean

2010 in Review! original on increasing engagement posted October 18, 2010) A major frustration for people trying out Twitter for the first time is figuring out how to get anyone to respond. We’re posting the best articles from the year to help you get 2011 off to the right start! They set up their Twitter account, tweet a few times and wonder why no one responds.

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Best Social PR Guides and Tips of 2010 (So Far)

Webbiquity

Read on to learn how social media is changing PR, how pitching bloggers is different from traditional media outreach, how to optimize press releases for search and online distribution, which tools should be in your social PR toolbox and more here in some of the best articles and blog posts on social PR of 2010 so far. Social media has fundamentally altered the practice of public relations. And as any blogger can tell you, PR pros understand this, as witnessed by the incredible increase in blogger outreach “pitches&# from corporate PR departments and firms over the past two years.

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The State of the Blogosphere 2010

delicious b2bmarketing

Brian Solis Home Articles Business – Marketing PR 2.0 – New Communications Social Media Speaking Books Appearances About The State of the Blogosphere 2010 December 13, 2010 View Comments The question we ask ourselves when examining the state of the blogosphere is whether or not the cup is half full or half empty? If drinking from the glass, it is then half empty. startups.

50 (of the) Best Twitter Guides, Stats, Tips and Tools of 2010 (So Far)

Webbiquity

You’ll find the answers to these questions and many more here in 50 of the best Twitter tools, posts, how-to guides and rants of 2010 so far. Brian Solis provides a wealth of statistics that answer these questions and more, e.g., 87% of Americans said they were familiar with Twitter in 2010, up from just 26% in 2009. So what are the best ways to use Twitter for business? Crabs.

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Best Email Marketing Tips, Tactics and Metrics of 2010

Webbiquity

items that should be in your 2010 email budget by BtoB Magazine. While social media is the flashy show horse of online marketing, email remains the solid workhorse. According to recent research , 92% of marketers consider email to be one of their “most important marketing tools” and 54% plan increased spending on it in the coming year. Well, unlike social media, email is virtually universal.

The Best B2B Marketing Ideas of 2010

delicious b2bmarketing

MarketingProfs Member Login | About Us | Members Benefits | PRO Members MarketingProfs Daily Fix Blog Home Marketing Resources Online Seminars Conferences Videos Research Store PRO Members Forum Blog Jobs Blog Home Archives RSS/XML Veronica Maria Jarski BIO 12.20.10 The Best B2B Marketing Ideas of 2010 A guest post by Jeff Ogden , president of Find New Customers Although companies like Marketo, Eloqua and Kinaxis have produced terrific written content in blogs, e-books, etc., 19, 2010. Those are a few of the favorites we found in 2010. They all are very entertaining, too.

78 (of the) Best Social Media Marketing Tips, Guides, Tools and Strategies of 2010 (So Far)

Webbiquity

10 Free Social Media Tools Every PR Pro Should Master In 2010 by the COMMS corner. With the amount of helpful content about social media marketing growing faster than Facebook’s user base or Lindsay Lohan’s court appearances, it’s tough to keep up. Here’s a modest contribution to help with that effort; more than six dozen of the best, most bookmark-able articles and blog posts about social media tactics, tools and strategies written so far this year, by leading writers like John Jantsch , Lori Dicker , Lee Odden , Lisa Barone , Jay Baer and many more. s, 50?s,

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