| | | The CRAP Report | |  Customer | 10 articles |
| Page 1 of 1 | Previous | Next | THE CRAP REPORT NOVEMBER 16, 2010  Teleprospecting Teams – 3 Ways to Get What You Need From Them I’m not sure why or who started it, but somehow the responsibility of cleaning a list has fallen into the hands of the BDR’s who are trying to qualify potential customers. . If you can’t figure out why your prospective customers need your product or your service, expect to see declining numbers of MQL to SQL conversion. What do we need inside teams for? | THE CRAP REPORT AUGUST 30, 2010  Sales Managers, and Why Yours May Need to Move On deal with the goddamn customers so the engineers don’t have to! 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. have people skills! am good at dealing with people! Can’t you understand that!? Can they get the job done? | | | | | |
| THE CRAP REPORT OCTOBER 14, 2010  Sales Prospecting Lessons from New Jack City As your BDR’s are talking with potential customers, they’re getting first-hand intel as to what your target audience wants and thinks about. Nino knew who his customers were, and built an empire around them. Your Marketing team should have buyer personas for each of your potential customers, and those personas should be shared with your inside team. | THE CRAP REPORT JANUARY 19, 2010 How Do Your Prospects Want to be, well, Prospected? Frichol’s article, Are You Selling or Facilitating Buying for Customers? So, while I’ll leave it to the Marketing and Sales experts to help you align those departments with your future customers, I do see three ways that your teleprospecting teams can do all they can to quicken their aspect of the buying process. First, if you’re BDR’s are going to prospect the way your future customers want to be prospected to, you need to make sure they understand your current clients’ pains and how your solutions/services alleviated them. Think about your prospects for a minute. | THE CRAP REPORT FEBRUARY 5, 2010  Selling Must Be About Buyers 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. 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? Seriously. Go read it. | THE CRAP REPORT AUGUST 5, 2009 Proper Preparation Precedes Proper Performance 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 ”!) Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Tags: B2B Marketing Messaging Sales Prospecting customer story offers at twice the price, and then asked me to find him quality sales opportunities. . Let that sink in for a minute. . Okay, now that you’re head’s stopped spinning, let’s analyze what you’ve just read. Don’t believe me? | | | | | | | |
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THE CRAP REPORT | THURSDAY, AUGUST 13, 2009 Invest in Your Investment
Speaking from experience, the one thing that I would tell each and every future customer is this: invest in your investment. . Spend time with them explaining customer success stories, and why prospects need to hear those stories, too. Posted in Lead Generation, Sales Prospecting Tagged: customer story. Tags: Lead Generation Sales Prospecting customer story So you’ve gone ahead and spent money outsourcing your sales opportunity generation process. Now what? What else do you need?” should be your mantra throughout the implementation process. MORE >> -
THE CRAP REPORT | WEDNESDAY, AUGUST 5, 2009 Proper Preparation Precedes Proper Performance
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 ”!) Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Tags: B2B Marketing Messaging Sales Prospecting customer story offers at twice the price, and then asked me to find him quality sales opportunities. . Let that sink in for a minute. . Okay, now that you’re head’s stopped spinning, let’s analyze what you’ve just read. Don’t believe me? MORE >> -
THE CRAP REPORT | THURSDAY, AUGUST 13, 2009 Invest in Your Investment
Speaking from experience, the one thing that I would tell each and every future customer is this: invest in your investment. . Spend time with them explaining customer success stories, and why prospects need to hear those stories, too. Posted in Lead Generation, Sales Prospecting Tagged: customer story. Tags: Lead Generation Sales Prospecting customer story So you’ve gone ahead and spent money outsourcing your sales opportunity generation process. Now what? What else do you need?” should be your mantra throughout the implementation process. MORE >> -
THE CRAP REPORT | WEDNESDAY, JANUARY 20, 2010 Teleprospecting Lessons from Guns N’ Roses
Everything you do, from building scripts to shaping messaging to the emails you send out need to be focused on how your future customers want to be prospected. 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. MORE >>
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