The CRAP Report

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Sales Managers, and Why Yours May Need to Move On

The CRAP Report

Anybody can tell your sales team to sell more widgets, or find more leads, or set more appointments.  It takes someone who was made to manage to help people (who need it) sell.  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. 

Follow Friday Blog Post, Take Two

The CRAP Report

Regardless of what you want to become, Paul wants to help, and one way he does so is through his blog Paul Castain’s Sales Playbook. Maybe you’ve followed all of those folks and are looking for more. still think the Follow Friday blog post is a good idea. Mike’s also the co-host of HubSpot TV, and the majority of Mike’s tweets are about, what else? Inbound marketing.

Know When To Fold ‘Em

The CRAP Report

Look, if you’ve got a BDR and they’re not producing for you, you can do one of two things – you can figure out why or you can just let them go.  I think most of us would always opt for the former, but in the cases where you can’t, for the life of you, figure out why they’re not producing anymore, then it’s time to help them transition on to something else.  We’ve all had them, right? 

Thoughts on the Death of Cold Calling

The CRAP Report

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.  Matt Gethins , from B2B telemarketing firm Professional Prospecting Systems, wrote an article yesterday entitled Cold Calling Dead?  Not For B2B Appointment Setting.  What do you think?  . Photo credit: Liyin the Designer-in-Pajamas via Flickr.

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

Greasing Marketing and Sales

The CRAP Report

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.

Top 100 Qualities of a Great Teleprospecting Rep – #91: Creative Thinking

The CRAP Report

They do need some help from their managers on this one, because it should be up to them to make their reps feel important and/or understand the significance of what they do, but for the most part, if you’re going to be a great BDR, you should be a creative thinker.  It doesn’t have to be anything monumental, but a BDR should be imaginative to keep themselves from burning out. You know what? 

Round Two…

The CRAP Report

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.” . On Tuesday I shared with you a link to lead generation expert The Funnelholic’s The Marketing Hipster Dictionary, Part I.  My favorite: . You can check out The Marketing Hipster Dictionary, Part II  here. Nice work guys!

How Do You Maintain a High Performing Teleprospector?

The CRAP Report

The way I see it, there are a few ways to help ensure that the folks who are great at qualifying sales opportunities for you to stick around longer: . Let your BDR know that the reason why you’re using them to help train new reps is because of their high level of performance, and that you expect them to keep up that same level as the new employees sit with them.  Now, I’m not really much of a racing fan, car, horse or otherwise.  Even for a flat tire, they’re so fast at changing them!  They have to be though, right?  I mean, there’s a ton of money riding on those races. 

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

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

The CRAP Report

purports that if prospective buyers, Marketing, and Sales were all aligned, the sales cycle might not take so long.  He’s right.  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.  Help your prospects talk by crafting better qualification questions so your BDR’s can spend more time listening. Think about your prospects for a minute.  Nobody wants to be prospected to by an order taker. 

So You’ve Got Your Own Teleprospecting Team

The CRAP Report

Hopefully I’ve given you some things to think about.  If you have any questions about building your team, or improving them, feel free to give me a shout.  I know a lot of folks that would be happy to talk with you, and it would be my pleasure to help you get in touch with them. 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?  Congrats!  Can you do all of this yourself? 

Teleprospecting Lessons from Guns N’ Roses

The CRAP Report

My Michelle – Michelle is the name of one my favorite BDR’s of all time.  No lesson here, really, aside from the fact that if you can help it, make sure that you hire great BDR’s.  If you’ve got BDR’s like Michelle (and her clients will agree), you’re off to a great start. 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.  That just sounds lame all around!  What do you think? 

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Top 100 Qualities of a Great Teleprospecting Rep – #80: Inventive

The CRAP Report

First of all, being inventive comes in handy for your BDR’s because they are always going to need new ways to shape their teleprospecting messages.  If you’ve got an in-house teleprospecting team or maybe you’ve partnered with a vendor to supply you with sales qualified leads, you’ve got to remember that at some point, “new messaging” becomes “old messaging.”  Who better to help you tweak and reshape their call scripts than a great BDR.  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? 

Before You Build an In-House Teleprospecting Team

The CRAP Report

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. Have you done it before?

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

The Other Half of an Admin’s Title: Assistant

The CRAP Report

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. . Now my more senior reps know this, but the junior ones don’t understand:  admin’s are there, for the most part, to assist.  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

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. . Now my more senior reps know this, but the junior ones don’t understand:  admin’s are there, for the most part, to assist.  They have to, it’s in their title!  We just need treat them as people. .

Proper Preparation Precedes Proper Performance

The CRAP Report

This client obviously needed some help shaping their value proposition before even thinking about how they were going to bring in new sales leads.  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 ”!) offers at twice the price, and then asked me to find him quality sales opportunities. . Let that sink in for a minute. . Don’t believe me?  Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging.

Proper Preparation Precedes Proper Performance

The CRAP Report

This client obviously needed some help shaping their value proposition before even thinking about how they were going to bring in new sales leads.  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 ”!) offers at twice the price, and then asked me to find him quality sales opportunities. . Let that sink in for a minute. . Don’t believe me?  Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging.

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

17 Helpful SEO Tools and Tool Reviews

Webbiquity

Which SEO tools are most helpful in conducting a site audit? Helpful SEO Tools. Ian Cleary (again) explains how to use Google’s free tools to help out with SEO efforts; not just the obvious ones (e.g., For nearly as long as there have been people working on search engine optimization, there have been SEO tools. Which tools are best for local SEO? Competitive analysis?

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Help Google help you optimize your content for search

Biznology

The post Help Google help you optimize your content for search appeared first on Biznology. It’s really hard to get Google’s attention. Content marketing is indeed a silver bullet — why do you think I’m writing this — but there are ways of wooing search engines beyond starting a blog. Google loves structured data. Bourbon Mashed Sweet Potatoes.

How Does Content Marketing Help with SEO?

Webbiquity

Efficient use of meta data, URL addresses and sitemaps all fall under this category and can help to naturally increase your chances of naturally appearing high in search results. Guest post by Sam Allcock. Content marketing and SEO are often written about and addressed separately. But both are actually essential, and work in tandem as part of a broad web presence optimization (WPO) strategy.

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8 Helpful Resources for Creating Beautiful Infographics

Hubspot

Not only do they make content more sharable -- 40 times as much -- but they help us retain information. Helpful Resources for Creating Beautiful Infographics. 1) Canva. Here's one that helps non-profits visually communicate highlights from an annual report: 4) Easel.ly. However, Infogram also has the option of enlisting professional help with infographic design.

B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

How Predictive Intelligence Helps B2B Marketers with Buyer Targeting

SalesPredict

Predictive intelligence can help identify and analyze behavior and intent data to provide a 360-degree view of prospects and their paths to purchase. Predictive solutions can help your organization uncover hidden "breadcrumbs" of previously uncaptured data from across the web that reveal buyer intent. Improve demand gen results by targeting in-market buyers. How bad is it?

How Event Technology Helps B2B Marketers Increase Customer Engagement [Interview]

KoMarketing Associates

Salespeople are commonly sent to events with no technology to help them keep track of conversations or let them know which of their contacts are there.”. B2B marketers should make events a key focus for 2016, but they need to make sure they have the right technology to help them use events to accelerate the pipeline.”. HOW CRITICAL IS EVENT MANAGEMENT TECHNOLOGY TO MARKETERS?

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Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Generation Blog

Tweet At MarketingSherpa Lead Gen Summit 2013 , I had the privilege of sitting in on a session with Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP , as they discussed how they use a business model called “social business” to help their teams across the globe engage local audiences. will need help from social media to remain effective.

4 Helpful Tools for Organizing Your Social Media Calendar

Hubspot

In this post, we’ve rounded up some of the most helpful tools and templates for building out an effective social media content plan. So if you're not already using a social media content calendar , hear me out: Calendars help you get organized to avoid the dreaded scramble when things come up. Calendars can help you track performance and plan for future posts. The good news?

How a Content Refresh Can Help You Stay Relevant

Modern B2B Marketing

Fortunately, these indicators will help you determine which gems to polish: It’s evergreen. A lot of your content is probably just as applicable today as it was when you wrote it. That content is clearly already performing well, but a little refresh could put it over the top and really help it climb the rankings. How is a content marketer supposed to keep up with that kind of change?

How Big Data and Marketing Analytics Help Sales

Crimson Marketing

How to use Big Data to help sales. By listening to what information buyers have access to, and studying buyer behavior through B2B marketing technology, CMOs and their marketing teams are in a position to help the sales team directly. The post How Big Data and Marketing Analytics Help Sales appeared first on. Marketing analytics is the answer. Try googling the words “Big Data.”

Tools that help monitor and measure social traffic

Biznology

Media intelligence and monitoring tools can help you make sure that your social media efforts are achieving the goals you set forth. Today we will explore different tools that help monitor traffic and the effectiveness of your social media campaigns. You should choose the tools that help you become the most effective with your social media marketing and press relations.

New Tool Helps Marketers Use Email Deliverability Data

It's All About Revenue

Email Deliverability is one of the most important, but also one of the most overlooked and misunderstood aspects of email marketing. Just about all RFPs that go out in our industry contain multiple questions about deliverability. Marketers know that getting messages to the Inbox is critical to the overall success of their program. Those numbers are right at your fingertips. Product News

Metrics to Help You Track Brand, Demand, and Expand

Act-On

His monthly magazine, annual Poor Richard’s Almanac and various other printings all served to establish him as an authority and help grow his printing press business. It was educational, with the goal of helping farmers be more successful … the quintessential definition of content marketing. The post below generated over 800 likes and helped to build more brand awareness.

21 Questions To Help You Define Your Content Marketing Strategy

B2B Marketing Insider

My mission was: To help businesses of every size to improve their marketing efforts through better stories that connect with people. To help brands scale their content marketing efforts so they can reach their customers in an affordable way by earning their attention instead of buying it. Content Marketing is still relatively new to many of us and we’re here to help.

3 Insights to Help Build Your Unified Customer Database

Customer Experience Matrix

The goal was to assess the current state of customer data unification and, more important, to start exploring management practices that help companies create the rare-but-coveted single customer view. But it’s a rich set of data so this post will highlight some other helpful insights. 1. So agile is helpful but not a magic bullet. All central customer databases are not equal.

Tools that help generate blogging ideas

Biznology

Here are some tools that can help fuel your creative juices and find some great writing topics. Portent is a fun site that helps you hash out an idea or a title for a blog by just entering a keyword or key phrase into the free online tool. Not all of the ideas may work, but they will likely help give you a boost or an idea you didn’t have before. Quora. Portent. Soolve.

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Getting lithe with a little help from my FitBit friends

Biznology

The post Getting lithe with a little help from my FitBit friends appeared first on Biznology. I was an early adopter of FitBit devices:  Fitbit Tracker , Fitbit Ultra, Fitbit One, and now my Fitbit Flex. Then, last October, FitBit snuck in something they call Challenges. And it’s magnificent. FitBit Has a Posse. Beth Kanter is Kind of a Badass. Until now. Bonus! Goal Day is new.

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How Engaging Content Helps You Improve Your Search Rankings

ScribbleLive

This free service helps website owners and developers monitor and maintain their website presence in Google Search results. Fortunately for us, Google publishes  Webmaster Guidelines   to help website owners, developers, and search engine optimization (SEO) specialists better understand its needs and preferences. How Google Interprets Helpfulness. How Google Works.

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