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

The CRAP Report

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. 

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Before You Build an In-House Teleprospecting Team

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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.

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

Thoughts on the Death of Cold Calling

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Matt Gethins , from B2B telemarketing firm Professional Prospecting Systems, wrote an article yesterday entitled Cold Calling Dead?  Not For B2B Appointment Setting.  Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting cold calling Telemarketing teleprospecting What do you think?  . Photo credit: Liyin the Designer-in-Pajamas via Flickr.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Contents GOING LONG: HOW 5 B2B TECH BRANDS BUILT VALUABLE AUDIENCES THROUGH HIGH-QUALITY, LONGFORM CONTENT CONTENTLY3 Brands aren’t just publishing. Thirty-one percent identified as B2B marketers, 18. 49 percent work across B2B and B2C businesses. marketing in B2B tech, even major brands like. B2B marketers. for B2B marketers than for B2C marketers. little.

Point – Counterpoint: Using Calendar Invites for Lead Gen

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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. 

Hiring for Sales and Teleprospecting

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

No Time Today…

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Tags: B2B Marketing Lead Generation B2B Prospecting Marketing Sales

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

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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. 

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Evangelizing a Content Marketing Program

Consider: Content Marketing on the Rise &86% B2B Marketers are now using content marketing in. strategic fashion 77% B2C Marketers 76% 69%& B2B Marketers are creating more content than they. report, only 21 percent of B2B marketers say that they’re. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. All rights reserved. Introduction 4 II. brands.

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

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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.

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Selling Must Be About Buyers

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I read a great blog article today from Ardath Albee, B2B marketer and strategist.  Tags: B2B Marketing Lead Generation Sales Prospecting B2B Prospecting Sales There were a few facts from the research study that Ardath had some issues with, and I think she makes some great points: “Relationships are the name of the game. For marketing, for sales and for customer retention.

Content Methodology: A Best Practices Report

benchmark report, 76 percent of B2B marketers and 77 percent of B2C marketers. and over half of both B2B and B2C marketers are not clear on what a successful. The Drum named the Best B2B Content Marketing of 2015. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. Definition II. Why a Content Methodology Is Needed III. the stories.

Greasing Marketing and Sales

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Tags: B2B Marketing Lead Generation Sales Prospecting Uncategorized Alignment B2B Prospecting Marketing Sales teleprospecting

You Can’t Expect to Hear “No”

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

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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

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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

Content Marketing Playbook: Strategy and Roadmap

According to CMI’s 2015 report, just 35 percent of B2B or- ganizations and 27 percent of B2C organizations have a. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 3 II. conference.

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

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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.

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. 

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

Staffing and Launching Your Content Marketing Program

What’s the Difference Between B2B and B2C Market- ing?” ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 3: Staffing and Launching Your Content Marketing Program Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 3 II. Building an Editorial Calendar 20 V.

Round Two…

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Tags: B2B Marketing Lead Generation Marketing Sales strategy

Teleprospecting Lessons from Guns N’ Roses

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

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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. 

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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. 

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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.

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.

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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.

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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? 

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.

What Microsoft's Acquisition Of LinkedIn Could Mean For B2B Marketers

bizible

Microsoft’s acquisition of LinkedIn holds enormous potential for helping B2B marketers reach their audiences and improve revenue generation. Gmail Sponsored Promotions work well for B2B marketers given the ability to target specific domains and target business audiences that are constantly on email. B2B marketers may have a lot to look forward to. B2B Marketing

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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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. 

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.

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.