The CRAP Report

Trending Sources

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

The CRAP Report

Tags: B2B Marketing Lead Generation Sales Prospecting Marketing teleprospecting

Sales Prospecting Lessons from New Jack City

The CRAP Report

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.  If you’re not familair with the story, it’s about an up and coming inner-city drug dealer, Nino Brown (played by Wesley Snipes) and his rise to power to become New York’s most infamous gangster. 

Thoughts on the Death of Cold Calling

The CRAP Report

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.  Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting cold calling Telemarketing teleprospecting Not For B2B Appointment Setting.  What do you think?  .

Point – Counterpoint: Using Calendar Invites for Lead Gen

The CRAP Report

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!) 

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

Selling Must Be About Buyers

The CRAP Report

Tags: B2B Marketing Lead Generation Sales Prospecting B2B Prospecting Sales

How Often do You Rewrite Your Story?

The CRAP Report

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

The CRAP Report

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

Hiring for Sales and Teleprospecting

The CRAP Report

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

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.

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.

Follow Friday Blog Post

The CRAP Report

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

The CRAP Report

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.  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.  You needed a .edu

Round Two…

The CRAP Report

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: . You can check out The Marketing Hipster Dictionary, Part II  here.

No Time Today…

The CRAP Report

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!  You can check out The Marketing Hipster Dictionary here.  Great job, Craig!

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

How Do You Maintain a High Performing Teleprospector?

The CRAP Report

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

Teleprospecting Lessons from Guns N’ Roses

The CRAP Report

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 guess for starters, let’s take a look at the title of the album.  You need to have an appetite for destruction if you’re going to be in sales, and teleprospecting is no different.  Nobody wants to work with a sales rep or a BDR with an appetite for niceness. 

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. 

Before You Build an In-House Teleprospecting Team

The CRAP Report

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? mean, someone has to follow up on all of those inbound leads you’re getting, right? Earn your keep.”

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.

So You’ve Got Your Own Teleprospecting Team

The CRAP Report

Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting Managers strategy Team Building teleprospecting Training

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

Invest in Your Investment

The CRAP Report

So you’ve gone ahead and spent money outsourcing your sales opportunity generation process.  Value is what you get.”  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. . You’ve got to put the time in on the front end of this process so that you can ensure it’s kicked off as best as possible. .

Invest in Your Investment

The CRAP Report

So you’ve gone ahead and spent money outsourcing your sales opportunity generation process.  Value is what you get.”  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. . You’ve got to put the time in on the front end of this process so that you can ensure it’s kicked off as best as possible. .

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.

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. .

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. .

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. 

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. 

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.  If they’re not, you’re going to lose a lot more than that loving feeling …. 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.

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.  If they’re not, you’re going to lose a lot more than that loving feeling …. 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.

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. . You know, this is a great question.  What can you expect?  Posted in Blogging.

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. . You know, this is a great question.  What can you expect?  Posted in Blogging.

I Don’t Know How You Do It…

The CRAP Report

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…

The CRAP Report

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. 

Infographic: Top 10 Types of Demand Generation Content

The Point

Choosing the right content offer for a demand generation campaign isn’t simply about aligning that content with a particular buying persona. Whether you’re focused on generating net new inquiries, or nurturing existing leads through the funnel, it’s often best to utilize a mix of content types, the better to appeal to a range of prospects. Click here to view the infographic full size.

Is B2B Lead Generation Really This Difficult?

The Point

Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. At face value, it’s hard not to conclude based on this data that many B2B marketers are struggling to even measure lead generation success, let alone achieve it. Why is that? Here are my theories: 1.

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Have you ever wondered about how can you use LinkedIn for better lead generation and business. knew this was big, but I didn’t know how to use it until around 2010 when I found a couple of people who were successfully using LinkedIn to generate leads, but they were focused on internet marketers and solo-preneurs. Related resources: How to Use LinkedIn to Generate Leads.

Lead Generation is Crippling Demand Generation

Digital B2B Marketing

Lead generation and demand generation, although related, are at odds with each other. When many B2B marketers say demand generation, they mean lead generation, and the program will be measured on leads and the value of those leads. The direct outcome of lead generation is new contacts available for sales or marketing. Unfortunately, it doesn’t work that way.