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

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Coaching Sales Prospecting Tele-prospecting B2B Prospecting cold calling teleprospecting teleprospecting qualitiesFacing 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.  Determined to find leads. 2.  The data is old. 

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

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Tags: B2B Marketing Lead Generation Sales Prospecting Marketing teleprospecting

Sales Prospecting Lessons from New Jack City

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Tags: Lead Generation Sales Prospecting B2B Prospecting Sales teleprospecting

Follow Friday Blog Post, Take Two

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Here’s my list of B2B all-stars that I think you’ll find yourself glad to follow: @mvolpe – Mike Volpe, HubSpot’s VP of Inbound Marketing. Holger tweets really relevant articles regarding B2B Sales and Marketing, and you should read his blog, Everything Technology Marketing. Anthony Iannarino is a B2B Sales coach, and his tweets reflect that.

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

Point – Counterpoint: Using Calendar Invites for Lead Gen

The CRAP Report

What do you think about using calendar invites for B2B lead generation purposes? Tags: Lead Generation Point - Counterpoint Sales Prospecting Tele-prospecting B2B Prospecting teleprospecting 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!) 

A Sale on Every Call

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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!) Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting cold calling Sales teleprospecting liked the article a lot, and loved the comments from Sales 2.0 Either way, a sale is made. 

You Can’t Expect to Hear “No”

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Tags: Coaching Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting teleprospecting Training

How Often do You Rewrite Your Story?

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Tags: Lead Generation Messaging Sales Prospecting Tele-prospecting B2B Prospecting cold calling Sales Prospecting Script teleprospecting

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

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

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Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting teleprospecting teleprospecting qualities

Hiring for Sales and Teleprospecting

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Tags: B2B Marketing Lead Generation Sales Prospecting Tele-prospecting Sales Telemarketing teleprospecting teleprospecting qualities

Follow Friday Blog Post

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abneedles – Adam Needles , from SilverPop, offers fantastic data and stats on B2B marketing.  The guy is all over the US running SilverPop’s B2B Marketing University.  He’s like the hardest working guy in marketing.  . StephanieTilton – B2B content marketing wiz.  Plus, he’s got GREAT taste in music.  . discussions.  . Nuff said.  . You can learn TONS from Ardath. .

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.

Interview with David Meerman Scott

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Maybe it’s a B2B vs. B2C kind of thing, although I don’t really think there is.  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.  People were talking about search engine marketing, but that sort of started in the late ‘90s. 

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

No Time Today…

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Tags: B2B Marketing Lead Generation B2B Prospecting Marketing Sales

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

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MacGyver , played by Richard Dean Anderson , had a great number of skills that really do not pertain to sales prospecting and B2B lead generation; most notably, the guy was a physicist and chemist.  Tags: B2B Marketing Lead Generation Tele-prospecting B2B Prospecting cold calling Sales Prospecting Telemarketing teleprospecting teleprospecting qualities 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?  Like I said, the guy could make a tank out of a broken baby-stroller and a coat rack. 

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

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Tags: B2B Marketing Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting strategy Telemarketing teleprospecting

Before You Build an In-House Teleprospecting Team

The CRAP Report

Running a B2B lead generation team may or may not be as easy/difficult as you may think it to be. Tags: B2B Marketing Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting Managers Marketing Sales strategy Team Building teleprospecting Vendors 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? You could give them to your sales guys, no doubt. Have you done it before? 2.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

Round Two…

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Tags: B2B Marketing Lead Generation Marketing Sales strategy

How Do You Maintain a High Performing Teleprospector?

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Tags: Coaching Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting Team Building teleprospecting Training

So You’ve Got Your Own Teleprospecting Team

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Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting Managers strategy Team Building teleprospecting Training

Teleprospecting Lessons from Guns N’ Roses

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Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting Telemarketing teleprospecting

B2B 2

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

Just a Thought…

The CRAP Report

Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: B2B Prospecting, Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting 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? . 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. 

Just a Thought…

The CRAP Report

Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: B2B Prospecting, Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting 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? . 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. 

I Don’t Know How You Do It…

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Posted in B2B Marketing, Sales Prospecting. Tags: B2B Marketing Sales Prospecting You know, if you’re going to spend money on outsourcing your sales opportunity development, it might make sense to put a list in front of them that isn’t four or five years old.  Now I understand, those names you got from “Software-Tech Mega Expo ‘05” were hot then, but I’d bet that more than 75% of those people are no longer working for the company you think they are.  Hell, I bet many of them aren’t even working , period.

I Don’t Know How You Do It…

The CRAP Report

Posted in B2B Marketing, Sales Prospecting. Tags: B2B Marketing Sales Prospecting You know, if you’re going to spend money on outsourcing your sales opportunity development, it might make sense to put a list in front of them that isn’t four or five years old.  Now I understand, those names you got from “Software-Tech Mega Expo ‘05” were hot then, but I’d bet that more than 75% of those people are no longer working for the company you think they are.  Hell, I bet many of them aren’t even working , period.

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

Proper Preparation Precedes Proper Performance

The CRAP Report

Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Tags: B2B Marketing Messaging Sales Prospecting customer story I once worked with a customer who told me that the easiest way to describe his offering was to tell me that they provided 90% of the functionality that a competitor (who’s name rhymes with “ Bicrosoft ”!) offers at twice the price, and then asked me to find him quality sales opportunities. . Let that sink in for a minute. . Don’t believe me? 

Proper Preparation Precedes Proper Performance

The CRAP Report

Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Tags: B2B Marketing Messaging Sales Prospecting customer story I once worked with a customer who told me that the easiest way to describe his offering was to tell me that they provided 90% of the functionality that a competitor (who’s name rhymes with “ Bicrosoft ”!) offers at twice the price, and then asked me to find him quality sales opportunities. . Let that sink in for a minute. . Don’t believe me? 

Agile Marketing in B2B

Buzz Marketing for Technology

Agile Marketing Content Marketing Innovation Strategy agile marketing B2B Marketing ITSMA Lean Processes MEA Awards Platinum Marketing Excellence AwardAgile marketing increasingly is being recognized as a powerful key to content effectiveness. Buyer interest and trends can change in the blink of an eye, in particular as social and other media drive the news. The quick or the dead.

4 Myths Preventing True B2B Customer Understanding

Tony Zambito

There is a big problem when it comes to B2B customer research.  And, most B2B executives may be unable to see or recognize the problem.  According to various studies over the years (by credible institutions such as Harvard) regarding market and customer research, approximately 80% or better of B2B customer research is conducted to reinforce current assumptions about customers. 

Three Things Smart B2B Marketers Will be Doing in 2016

Webbiquity

What will successful B2B marketers to be doing more of, or differently, in 2016? That question was recently posed to the expert contributors at the B2B Marketing Zone , and two dozen responded with a range of insights about content marketing, measuring results, employee advocacy, customer experience and other topics. Here are three key takeaways plus some additional musings.

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33 Thought-Provoking B2B Social Media and Marketing Stats

Webbiquity

As noted in the 2016 B2B Marketing Trends report , B2B marketing strategies and practices are in the midst of significant change, driven by new technologies and evolving buyer expectations for more “consumer-like” experiences. These changes are affecting tactics, budgets, messaging, and metrics as illustrated in the compilation of B2B marketing facts and statistics below.

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MarketingProfs B2B Nuggets of B2B Wisdom

ANNUITAS

This year’s MarketingProfs B2B Forum 2016 is a whirl-wind of data, inspiration, marketing advice, how-to’s and more than a little fun. Often B2B marketers think they can’t use comedy in their content, but follow the rule of three and you can. How to know what you B2B Buyer is Really Thinking. The post MarketingProfs B2B Nuggets of B2B Wisdom appeared first on Annuitas.

10 Digital Trends to Inspire Your 2017 B2B Content Marketing Strategy

KoMarketing Associates

With 2017 less than two months away, it’s time to start thinking about your 2017 B2B content marketing strategy and how to get the most out of your efforts. Numbers behind this trend : According to a study by Seismic and Gatepoint Research , just one in five B2B marketers are currently satisfied with their content management methods. B2B Buyers Are Demanding Personalized Content.

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Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

When it comes to the state of B2B content marketing and engagement, this proverb is on the mark.   According to a recent study by Track Maven , one among a few on this topic, shows both B2B and B2C marketers have increased their publishing of content in 2015 by as much as 35 to 40%. And, let’s not forget that B2B companies believe they may have 3-4 unique buyer personas.