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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.

Secrets to Successful B2B Webinars

This best practice guide covers a variety of elements surrounding successful webinar strategy and execution

Thoughts on the Death of Cold Calling

The CRAP Report

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.

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

The CRAP Report

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

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.

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

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. .

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.

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

The CRAP Report

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. 

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. 

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.

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

The CRAP Report

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.

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

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

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

Just a Thought…

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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. 

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

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.

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? 

A Content Formula for Complex B2B Organizations

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

How to develop buyer personas for B2B marketing

Tomorrow People

Creating buyer personas is a powerful way to build the audience understanding every B2B marketing department needs for success, and an essential part of your campaign research. b2b promotional campaigns buyer personas

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.

B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Generation Blog

Like a lot of B2B companies, the Act-On team was using eBooks and live-casting webinar videos to drive a high volume of the leads. The Most Successful B2B Companies Are Using Video. It’s not surprising.  If you want to see what the future of B2B marketing is, look at software companies.  It’s not just that they make innovative products in a highly competitive market. 

Video 124

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. 

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