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Before You Build an In-House Teleprospecting Team

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Trish Bertuzzi , President and Chief Strategist over at the inside sales consulting firm, The Bridge Group, blogged about this with some help from Kirko Papjanis over at her blog, Inside Sales Experts Blog, where Kirko urges folks to put their sales reps in front of prospects sooner. 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.

So You’ve Got Your Own Teleprospecting Team

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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? 

Thoughts on the Death of Cold Calling

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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.  like the phrase that Mike Damphousse has come up with for amalgamating your inbound and outbound efforts – “unified marketing.”  I think cold calling has its place in a unified marketing environment, right alongside blogging, viral videos, and eBooks.

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. 

Content Methodology: A Best Practices Report

resources Blog, social, email Google Analytics, biannual. editor) Blog, social, email, paid distribution Google Analytics, engagement. managing editor) Create 2–4 pieces per month 2–4 pieces per week 1+ pieces per day Blog, social, email, paid. 2,500 Format Blog post. Blog post Longform. blog post Longform. blog post Longform. Content. Definition II.

No Time Today…

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Today, Craig posted a great blog article over at his site, where he is creating The Marketing Hipster Dictionary.  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!  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. 

B2B 3

Follow Friday Blog Post

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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: . Tags: Blogging Marketing Sales Prospecting Uncategorized Follow Friday Sales teleprospecting discussions.  . Nuff said.  .

Follow Friday Blog Post, Take Two

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still think the Follow Friday blog post is a good idea. You’ll also get some good SEO knowledge, great blogging tips, marketing data, and some lead gen stuff, too. Check out Mike’s blog Marketing with Mike for blog articles. Jim always offers great sales advice, and does so with a personal touch through his blog, A Sales Guy. Inbound marketing.

The CRAP is Back!

The CRAP Report

Be on the look out for new blogs and articles right here on The CRAP Report very soon! 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. Photo Credit: Jason Alley via Flickr

Content Marketing Playbook: Strategy and Roadmap

you Google it, you’ll find a thousand different blog posts. than thinking about it as a company blog. Its three robust blogs see 2 million. Our blog generated 2 million views. has built blogs with over 100,000 monthly readers for. problems through your content, you’re much more like- ly to get them to read your blog and pick up much more. Introduction 3 II.

Interview with David Meerman Scott

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You’re not going to charge anyone for this blog post.  The theory is, and I believe there’s a lot of truth around it is – you spend the time driving up here, meeting with me, writing up what you hear into a blog post– that’s four hours work.  HubSpot’s got a blog , they’ve got HubSpot TV.  How do you come up with new topics to blog about? Doing what you’re doing now. 

How Often do You Rewrite Your Story?

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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.

Greasing Marketing and Sales

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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.

Selling Must Be About Buyers

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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. 

Evangelizing a Content Marketing Program

So, naturally, she want- ed Marriott to have a blog, and she wanted Bill Marriott. read a blog from me?” blog post at a time. Marriott’s efforts started with weekly blogs. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. Introduction 4 II.

Keep Your Teleprospectors from Becoming LOST

The CRAP Report

Appointment setting guru Mike Damphousse blogged about the best time to make lead gen calls after reading sales management expert Gerhard Gschwandther ’s highlights on an MIT/ study of outbound prospecting lead conversion.  Ensure they know who they’re calling. Know when to call your prospects. Help them to control the conversation. Okay – big red flag here! 

Why Blog Now?

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Why blog now?   The InterWeb is flooded with blogs about everything that goes on in Wall Street to the wild cat-herders of the mid-West.  I guess the reason for blogging about sales prospecting is because I wanted to share what I’ve found to be some best practices on running a lead generation machine that is made up of, at its base level, people; people who can be really funny in ways that completely throw off the unintentional-comedy scale. . Posted in Blogging. Tags: Blogging You know, this is a great question.  What can you expect? 

Why Blog Now?

The CRAP Report

Why blog now?   The InterWeb is flooded with blogs about everything that goes on in Wall Street to the wild cat-herders of the mid-West.  I guess the reason for blogging about sales prospecting is because I wanted to share what I’ve found to be some best practices on running a lead generation machine that is made up of, at its base level, people; people who can be really funny in ways that completely throw off the unintentional-comedy scale. . Posted in Blogging. Tags: Blogging You know, this is a great question.  What can you expect? 

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

The CRAP Report

This question came to me today after reading a blog entry in the Marketing Mélange by Mike Frichol. Maybe they came across a blog article, or came across a webcast that would be pertinent to your prospect.  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. 

Definitive Guide to Planning a New Content Initiative

like corporate website, blogs or all-customer email newsletters. audiences they were targeting with a single blog. Needless to say, the blog wasn’t. Joe Pulizzi THE DEFINITIVE GUIDE 9 Do you really think that a customer or prospect is going to keep visiting your blog, or opening your emails, if the content is irrelevant to their needs 95% of the time? There are way too.

Teleprospecting Lessons from Guns N’ Roses

The CRAP Report

Like I said in yesterday’s blog, you need to prospect to your prospects they way they want to be prospected to (say that five times fast).  You know, one that you can just listen to over and over without feeling like you need to fast forward past a song.  I think I have a few, but the first one I ever encountered, where I liked EVERY song was Appetite for Destruction.  I thought I’d try and do something a little different today, so I’m going to relate some teleprospecting lessons through the titles of each of the songs on the Appetite for Destruction album. You need to think about them. 

15 Elements Most Successful Blogs Have in Common


What’s on your blog? But are there blog elements you’re missing? There are a few basic components almost all successful blogs share. These are the widgets, share buttons, and other mechanics of the blog. The overall strategy is to keep people on your blog once they’re there. In other words, your blog is a soft-sell environment. Maybe a sign-up box.

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5 Ways Blog Analytics Improve Your Business Blog

Writing on the Web

How do you use your blog analytics ? There There are many easy-to-use blogging analytics tools out there, but the really successful bloggers know their results and tailor their blogs accordingly. This is the fifth element in the CAST system for effective blog content : C ontent (compelling). And if you haven’t subscribed to my blog, now would be a perfect time!

Better Business Blogs: Correct Those Broken Links

Writing on the Web

Are you keeping your business blog fresh? If If you’re like me, and you’ve been blogging for a number of years, chances are some of your links may no longer work. This This guest post, from Susan Boggs, offers tips for successful bloggers and blogs on how to find and correct broken links. Our blogs would rank high for our keywords, and life would be wonderful.

Study: How Much of Your Content Marketing Is Effective?

For example, Thea Oliver, communications manager at Thrive, said her biggest content failure last year was pushing “guest blogs. produced blog posts this year due to lack of budget and time, and. early days of content marketing as a one-click solution to popu- lating corporate blogs and as a hack for boosting search rankings. Copyright © 2015 Contently. All rights reserved.

[Infographic] 10 Ways to Generate More Leads from Your Business Blog

The Point

The social media landscape is littered with business blogs that, on the surface, do everything right. Most of those same blogs, however, do little to generate leads, subscribers, or any other kind of measurable engagement or ROI. If you’ve got the content nailed, turning your blog into a demand generation machine may require little more than a few simple changes.

10 Ways to Generate More Leads from Your Business Blog

The Point

If you’re not generating leads – as in: a lot of leads – from your company’s blog, you’re missing out on what is perhaps not only your best opportunity to convert organic Web traffic into actionable, measurable sales inquiries, but also the best way to actually show real ROI from your social media investment. Here are 10 proven ways to generate more leads from your blog. No problem.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. That’s because it’s my personal blog again. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. You may have noticed the B2B Lead Blog has a new look. That’s because it’s my personal blog again.

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Nobody reading your blog? 10 reasons to persist!

grow - Practical Marketing Solutions

If you enjoyed this infographic and would like to use it on your own blog or publication for free, you can download your own copy here: 10 Reasons to Blog Infographic And for more blogging inspiration, be sure to buy  Born to Blog , the number one book on blogging in the world. The post Nobody reading your blog? The post Nobody reading your blog?

Staffing and Launching Your Content Marketing Program

blog came from posts that were more than a month. That entire team could stop blogging for a whole. work needed,” he wrote in a blog post. As venture capitalist and content market- ing expert Tomasz Tunguz recently wrote on his blog, “Content is one of the few forms of marketing that has. instance, found that the average post on his blog. All rights reserved.

How Do You Choose a Blog Platform?

Writing on the Web

How do you choose a blog platform ? . In my last post,  How to Start a Blog: 7 Steps BEFORE You Blog , I shared important information you want to consider before your first post, including signing up for a trial blog. With so many great blog platforms available, including  WordPress , Blogger, Tumblr, Ghost, Squarespace, Wix, Typepad, Weebly, etc., Which is best?

What is the future of blogging?

grow - Practical Marketing Solutions

It seems to be that time of year when the “is blogging dead” debate swirls around the social web. In this post I will cover three very important issues to the world of blogging: Exactly what is a blog right now? Are blogs as important as they used to be? What is the future of blogging? Exactly what is a blog right now? love Mitch Joel. Audio.

16 Enigmatic Business Blogging and Other Marketing Stats


This final installment covers some fascinating though sometimes contradictory and confusing stats about business blogging and the value of marketing. For example, what percentage of businesses maintain company blogs? ” Blogging is the ideal vehicle for communicating brand purpose, beyond just “selling stuff.” Business Blogging Stats and Facts. 1.

Lessons learned while deleting 274 blog posts

grow - Practical Marketing Solutions

After more than seven years of blogging I had a lot of clutter. So I started at the beginning of the {grow} timeline and began deleting blog posts. When the dust had cleared, I had trashed 274 blog posts. It was fun to go back and figure out who left the first of 65,000 comments on this blog. Since those early days I have had more than 65,000 comments on the blog.

B2B Marketing Trends for 2016

marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories:  Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.

10 Maxims of Successful Blogging

grow - Practical Marketing Solutions

I enjoy coaching people with their blogging efforts and there are 10 pieces of advice I seem to dispense the most often.  So I thought you might be interested in these ideas. Whether you are blogging for your business or for the pure joy of it, I think these ideas will help you: 1. Write a blog post that only you could write. 2. Negative blog posts are like seeing a car wreck.