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

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Inside sales teams, appointment setting teams, lead generators, whatever it is you call them in your organization, are at the mercy of your database, at least in terms of increased time-to-lead. Tags: B2B Marketing Lead Generation Sales Prospecting Marketing teleprospecting For me, I really enjoy a lot of the different casts that SNL has put together over the last 36 seasons.

Sales Prospecting Lessons from New Jack City

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What would be The Godfather for a new generation of movie goers (whatever that means, as I’ve never seen it from beginning to end) quickly became my favorite movie of the day. Tags: Lead Generation Sales Prospecting B2B Prospecting Sales teleprospecting Where were you in March of 1991? . I was getting ready to graduate high school in a few months. The lesson here?

Thoughts on the Death of Cold Calling

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Matt makes the common observation that all that is heard today is that all a company needs to do is focus on their inbound marketing and social media efforts, and they’ll be all set in regards to lead generation. I’ve sold inbound lead generation products, the clients that had good outbound always made more money than those that did not, there was no variation in this.

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!)

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

A Sale on Every Call

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

Selling Must Be About Buyers

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Tags: B2B Marketing Lead Generation Sales Prospecting B2B Prospecting Sales

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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The look on their face when you say you’re in lead generation or teleprospecting is all you need to see to know that they think all you do is smile and dial. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting teleprospecting teleprospecting qualities I just want to make sure you understand that. You’d have to get pretty creative, right? THAT’S creative thinking.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

Hiring for Sales and Teleprospecting

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

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. If you’re like me and my friends, you were pretty hyped up for last night’s season premiere of LOST. What do you think?

Follow Friday Blog Post

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funnelholic – Craig Rosenberg, the Funnelholic , offers great demand generation information, and presents it in a way that I find really enjoyable to read. dmscott – C’mon, you knew that David Meerman Scott was going to be on this list, didn’t you? I mean, the guy is a marketing genius, and if you’re not following him, I’d be really curious as to why. . discussions. . Nuff said. .

Interview with David Meerman Scott

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One philosophy is that you want to try to generate leads, sales leads, and I think that’s a fine way to do business, particularly if you have a sales force. In my case, after a while, generating ideas is really easy. As a new feature here on The CRAP Report, I’m going to start posting interviews every so often. I like that. . We had great websites built on content. You needed a .edu

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

Round Two…

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On Tuesday I shared with you a link to lead generation expert The Funnelholic’s The Marketing Hipster Dictionary, Part I. Tags: B2B Marketing Lead Generation Marketing Sales strategy Today, he posted part two with some help of folks like The Lord of The Leads Tom Scearce (on Twitter @TLOTL ) and Chris Jablonski (on Twitter @cjablonski ). The Funnelholic certainly more than gets by with a little help from his friends, adding words like “Return on Contribution” and “Buyer Engagement.” . My favorite: . I feel like a Kentucky Fried idiot.” — Rocky Balboa (@TLOTL). Nice work guys!

No Time Today…

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Craig Rosenberg, marketing and lead generation expert also known as the Funnelholic, has come to the rescue! Tags: B2B Marketing Lead Generation B2B Prospecting Marketing Sales Hey everybody! Been real busy today, so unfortunately I have nothing original to share with you. . Do not fret, though! . Today, Craig posted a great blog article over at his site, where he is creating The Marketing Hipster Dictionary. What a great idea! If you’re not, you can follow Craig on Twitter at @funnelholic. You can check out The Marketing Hipster Dictionary here. Great job, Craig!

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

Teleprospecting Lessons from Guns N’ Roses

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Whether it’s subscriptions to great contact generation sources, a great CRM, or even greater teleprospecting messages, your BDR’s need to be outfitted with the best if you want them to generate great leads for you. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting Telemarketing teleprospecting 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. What do you think?

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

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 Okay, if you’ve got a stick of gum, a paper clip, three pennies, a ball made of rubber bands, and an acorn who are you? Actually, the real answer is a flame thrower if you’re in the hands of one Angus MacGyver – yes, THE MacGyver.

Before You Build an In-House Teleprospecting Team

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So, if you’re thinking about building an in-house teleprospecting team to generate sales qualified leads, there are some things you need to think of. 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? I mean, someone has to follow up on all of those inbound leads you’re getting, right? A lot.

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

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

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

Invest in Your Investment

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So you’ve gone ahead and spent money outsourcing your sales opportunity generation process. You’ve paid for someone to generate qualified sales opportunities. Posted in Lead Generation, Sales Prospecting Tagged: customer story. Tags: Lead Generation Sales Prospecting customer story Now what? Speaking from experience, the one thing that I would tell each and every future customer is this: invest in your investment. . They understand that if I need them to fill out an implementation document because that is how we get on the phones for them faster, they do it.

Invest in Your Investment

The CRAP Report

So you’ve gone ahead and spent money outsourcing your sales opportunity generation process. You’ve paid for someone to generate qualified sales opportunities. Posted in Lead Generation, Sales Prospecting Tagged: customer story. Tags: Lead Generation Sales Prospecting customer story Now what? Speaking from experience, the one thing that I would tell each and every future customer is this: invest in your investment. . They understand that if I need them to fill out an implementation document because that is how we get on the phones for them faster, they do it.

The Other Half of an Admin’s Title: Assistant

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Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting I’ve often sat in and listened to my reps making calls, and invariably, they always wind up speaking with administrative assistants. I’m amazed at how frustrated rep’s can get because the administrative assistant on the other line is not helping them. I’m amazed because the rep has not treated the admin like a person, but rather as an obstacle to get around. . They have to, it’s in their title! We just need treat them as people. .

The Other Half of an Admin’s Title: Assistant

The CRAP Report

Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting I’ve often sat in and listened to my reps making calls, and invariably, they always wind up speaking with administrative assistants. I’m amazed at how frustrated rep’s can get because the administrative assistant on the other line is not helping them. I’m amazed because the rep has not treated the admin like a person, but rather as an obstacle to get around. . They have to, it’s in their title! We just need treat them as people. .

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

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? . I think about the voicemails that I get on my cell phone. I can see who leaves me a message and who does not. It’s the same way with sales op’s development.

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? . I think about the voicemails that I get on my cell phone. I can see who leaves me a message and who does not. It’s the same way with sales op’s development.

Top 100 Qualities of a Great Teleprospecting Rep – #63: Tenacity

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If you want your TPR’s to be the best of the best, to be the Top Gun candidates of sales opportunity generation, they’ve got to be tenacious. Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: teleprospecting qualities. Tags: Lead Generation Sales Prospecting Tele-prospecting teleprospecting qualities In an effort to bring you what I believe are the Top 100 Qualities of a Great Teleprospecting Rep, I’ll be doing so in random order, starting today with #63. He’s confident, he’s determined, and he’s tenacious.

Top 100 Qualities of a Great Teleprospecting Rep – #63: Tenacity

The CRAP Report

If you want your TPR’s to be the best of the best, to be the Top Gun candidates of sales opportunity generation, they’ve got to be tenacious. Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: teleprospecting qualities. Tags: Lead Generation Sales Prospecting Tele-prospecting teleprospecting qualities In an effort to bring you what I believe are the Top 100 Qualities of a Great Teleprospecting Rep, I’ll be doing so in random order, starting today with #63. He’s confident, he’s determined, and he’s tenacious.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

Why Blog Now?

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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. . Look, I’m not going to tell you that I’ve got the answer to revolutionizing the way that quality sales opportunities are generated, because I don’t. You know, this is a great question. Why blog now? What can you expect? Posted in Blogging.

Why Blog Now?

The CRAP Report

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. . Look, I’m not going to tell you that I’ve got the answer to revolutionizing the way that quality sales opportunities are generated, because I don’t. You know, this is a great question. Why blog now? What can you expect? Posted in Blogging.

I Don’t Know How You Do It…

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But sincerely, if you’re going to get serious about lead generation, and I mean serious enough that you’re about to put dollars down, think about what it is you want that vendor to call on. 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.

I Don’t Know How You Do It…

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But sincerely, if you’re going to get serious about lead generation, and I mean serious enough that you’re about to put dollars down, think about what it is you want that vendor to call on. 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.