The CRAP Report

Trending Sources

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. 

B2B 12

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 8

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

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?  .

Evangelizing a Content Marketing Program

B2C Marketers companies that excel at lead nurturing generate. in CMI’s recent survey: ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY14 LEAD GENERATION Through the use of marketing automa- tion software such as Marketo and Sales- force, one can easily track and attribute. how content marketing helps generate. their content marketing efforts—generate. All rights reserved.

Hiring for Sales and Teleprospecting

The CRAP Report

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

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!

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 Teams – 3 Ways to Get What You Need From Them

The CRAP Report

Tags: B2B Marketing Lead Generation Sales Prospecting Marketing teleprospecting

Staffing and Launching Your Content Marketing Program

all generated over 1,000 readers and 3,000 atten- tion minutes, just like they do every month. generates about 150 views on the first day, and about. post still generates about 18 views per day. stories generating traffic, which results in compounding. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY31 Whose job is it to generate story ideas? All rights reserved.

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. 

Greasing Marketing and Sales

The CRAP Report

Tags: B2B Marketing Lead Generation Sales Prospecting Uncategorized Alignment B2B Prospecting Marketing Sales teleprospecting

You Can’t Expect to Hear “No”

The CRAP Report

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

Selling Must Be About Buyers

The CRAP Report

Tags: B2B Marketing Lead Generation Sales Prospecting B2B Prospecting Sales

Content Methodology: A Best Practices Report

generation Lead generation: Create. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. Definition II. Why a Content Methodology Is Needed III. Culture of Content: The Foundation. for Content Methodology IV. Components of a Content Methodology V.

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

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.  .

Definitive Guide to Planning a New Content Initiative

generate more leads” aren’t good enough. analytics platforms and look for the pages or posts that have generated the most traffic. Let’s take the first example of generating 2,000 sales-ready leads in 12 months. have 12 months to generate 2,000 leads, it means you really only have 12 opportunities. to plan and produce effective content for their respective companies.

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.

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. 

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

Content Marketing Playbook: Strategy and Roadmap

Our blog generated 2 million views. essential to Moz, a company that generates all of their. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 3 II. Back at GE and in. emerge.

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. .

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. .

Content Marketing 2016: Staffing, Measurement, and Effectiveness

OF IMPORTANCE TO YOUR COMPANY By average By first place votes 1 2 3 4 5 6 7 8 LEAD GENERATION (7.5/150) ENGAGEMENT RATE (7.2) Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. But brands.

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.

What is Predictive Marketing?

Predictive marketing = predictive demand generation + predictive scoring

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.