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Point – Counterpoint: Using Calendar Invites for Lead Gen

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Mike shared with readers that he “fell victim” to an appointment setting technique, and one that had his own organization, Green Leads, used, would give them a tainted reputation.  He had me hooked right away.  I wanted to know what happened to him that made him feel like someone pulled the wool over his eyes.  I was surprised to read what happened. really struck a chord with me. 

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

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They’re the ones that receive the SQL’s in the first place, so why don’t we just have them develop their own leads to start with?  Maybe you’ve got a lead scoring system in place.  Lead scores can be great, but I’ve seen many a lead pass with a low score that went on to close faster than the ones that scored in the higher percentiles. 

Sales Prospecting Lessons from New Jack City

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Tags: Lead Generation Sales Prospecting B2B Prospecting Sales teleprospecting

Top 100 Qualities of a Great Teleprospecting Rep – #36: Determined

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Determined to find leads. 2.  First of all, teleprospectors need to be determined to find leads.  Hey, it’s their job right?  If you’ve got a BDR on your team or on your vendor’s team who isn’t determined to find a lead, move them out.  That, in case you weren’t aware, sums up Steve Spielberg’s The Goonies.  Determined to overachieve. Thanks!

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

You Can’t Expect to Hear “No”

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You wouldn’t have kept them around if they weren’t successful in the past (gosh, I HOPE you wouldn’t), so go back to those past wins with them.  By helping your teleprospectors to revisit leads that they’ve passed before, you’re going to remind them that they can do the job, and have done it well in the past. . 3. Did you ever have a Magic 8-Ball ?  You remember that, right?  What about you? 

A Sale on Every Call

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braving the last matrix of hell known as cold calling to start the conversation that will eventually lead to a deal.”. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting cold calling Sales teleprospecting liked the article a lot, and loved the comments from Sales 2.0 Either you sell the client some stock or he sells you on a reason he can’t. 

Greasing Marketing and Sales

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

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

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

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

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

Selling Must Be About Buyers

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Tags: B2B Marketing Lead Generation Sales Prospecting B2B Prospecting Sales

B2B 2

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.  Ensure they know who they’re calling. Know when to call your prospects. Help them to control the conversation.

Hiring for Sales and Teleprospecting

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

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.  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. 

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

Management Motivation from Jay-Z

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Can a song have those?  I’m not sure, but if it can, this one has them.  If you have a team of teleprospectors or you’re partnering with someone to provide you with sales qualified leads, you need to make sure they’re being managed by someone who has vision and knows HOW to manage.  Where do you get inspiration from?  You can’t afford to do anything BUT burn bright.  Check it out: .  .

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.  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 ).  Tags: B2B Marketing Lead Generation Marketing Sales strategy 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…

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

How Do You Maintain a High Performing Teleprospector?

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Your sales machine is typically the money maker of your organization, and the “pit-crew” of your sales machine are the folks who are fully qualifying leads for them.  If you want to keep that crew at a level of high performance, how do you go about doing that? If you’ve got your own in-house teleprospecting team, or maybe you’re partnering with a vendor to supply you with sales qualified leads, this question has to be answered.  Tags: Coaching Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting Team Building teleprospecting Training Inspire them consistently.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

Before You Build an In-House Teleprospecting Team

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mean, someone has to follow up on all of those inbound leads you’re getting, right? 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. Do you know how to qualify a lead over the phone? Do you know how to qualify a lead over the phone? Teleprospecting is more than just making phone calls and qualifying leads. You could give them to your sales guys, no doubt.

So You’ve Got Your Own Teleprospecting Team

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Lastly, you may know what metrics to measure to determine your team’s success, but do you know how to improve them when they’re not successful?   You’ve got a great connect rate but your lead rate is low, why is that?  Is that because you’re solution or a service is a “nice to have” or is because your BDR is afraid to pull the trigger on asking for a meeting?  Your lead rate is off the charts, but your connect rate is miserable – how come?  What about your leads that are hitting pipeline versus the ones that aren’t; do you know why?  Congrats!  Teaching isn’t easy. 

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

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Make sure they touch base with their prospects throughout the lead nurturing process with relevant collateral. When your teleprospectors can share with your prospects how your organization has alleviated real pains for folks in the same situation as them, turning them into a sales qualified lead is not far behind. Lastly, to ensure that your BDR’s are prospecting the way your future clients want to be prospected to, make sure they touch base with their prospects throughout the lead nurturing process with relevant collateral.  Think about your prospects for a minute. 

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.  Whether it’s inventing a new system to get more calls made in an hour or a new way to write up the sales qualified leads that they’ve found, they’re doing something.  It may be as simple as the way they set up their CRM and their web browsers, but to them, they’ve invented a new way of doing things that makes them more effective. You remember him, right? 

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

Teleprospecting Lessons from Guns N’ Roses

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Sweet Child O’ Mine – Your sales qualified leads are precious, akin to the child of all of the hard work that your BDR’s put in.  Maybe you’ve got a sales or marketing manager who wants to know why there haven’t been any sales qualified leads from that tradeshow list you were given.  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.  guess for starters, let’s take a look at the title of the album. 

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

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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. .

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? . 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…

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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? . 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. 

Invest in Your Investment

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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?  Speaking from experience, the one thing that I would tell each and every future customer is this:  invest in your investment. . The most successful partnerships I’ve been a part of have been ones where my clients understand that they are going to get out of a campaign that which they put into it.  What else do you need?”

Invest in Your Investment

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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?  Speaking from experience, the one thing that I would tell each and every future customer is this:  invest in your investment. . The most successful partnerships I’ve been a part of have been ones where my clients understand that they are going to get out of a campaign that which they put into it.  What else do you need?”

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

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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. love that scene from Top Gun when Viper, (played by Tom Skerrit) asks Maverick (played by pre-couch jumping Tom Cruise) if he thinks his name will be on the plaque of the best pilots from the fighter academy. 

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

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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. love that scene from Top Gun when Viper, (played by Tom Skerrit) asks Maverick (played by pre-couch jumping Tom Cruise) if he thinks his name will be on the plaque of the best pilots from the fighter academy. 

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.  Now look, there are those firms out there, who much like what Air Supply can do with love , can “make [leads] out of nothing at all” (yeah, you read right, I just used Air Supply to make an analogy).  If you’re sure you’ve found them, more power to you.  If you’re like everyone else, take some time to think about what you want your vendor to call on.  .

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.  Now look, there are those firms out there, who much like what Air Supply can do with love , can “make [leads] out of nothing at all” (yeah, you read right, I just used Air Supply to make an analogy).  If you’re sure you’ve found them, more power to you.  If you’re like everyone else, take some time to think about what you want your vendor to call on.  .

Why Blog Now?

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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. . What I am going to be able to do is to give us all something to think about regarding the way we manage our lead flow. .

Why Blog Now?

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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. . What I am going to be able to do is to give us all something to think about regarding the way we manage our lead flow. .

Proper Preparation Precedes Proper Performance

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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.