The CRAP Report

Trending Sources

Sales Prospecting Lessons from New Jack City

The CRAP Report

Granted, the fashions have changed drastically, but I was able to pull out some sales prospecting lessons from it.  Nino’s on to something here – your prospects definitely adhere to, “money talks, bullshit walks!&#   They can tell when your BDR’s don’t know what they need to, so make sure your set your priorities straight, and make training one of them.

Point – Counterpoint: Using Calendar Invites for Lead Gen

The CRAP Report

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. 

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

The CRAP Report

Think about your prospects for a minute.  Maybe you’re not doing that right now but you want to.  Do you prospect your prospects the way YOU want to or the way THEY want to be?  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.  What do you think? 

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

The CRAP Report

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.  They’ve been given lists upon lists of prospects to call on.  Determined to overcome bad data. 3.  Thanks!

Content Methodology: A Best Practices Report

the experts on prospect needs. industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. leader with industry-leading. Content. According.

A Sale on Every Call

The CRAP Report

braving the last matrix of hell known as cold calling to start the conversation that will eventually lead to a deal.”. And as it relates to teleprospecting, we either sell a prospect a time to speak with a product specialist or they sell us on a reason they’re not interested.  liked the article a lot, and loved the comments from Sales 2.0 Either way, a sale is made. 

You Can’t Expect to Hear “No”

The CRAP Report

That got me thinking about the whole self-fulfilling prophecy thing I mentioned above.  I remember being on the phones and trying to find sales ready opportunities, and if I had a run of a few bad days, it was hard to not think that I couldn’t get over it.  I kept expecting prospects to say, “not interested,” to me, and I was expecting them to hang up on me or never get back to me. 

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

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

The CRAP Report

Inevitably, no matter how much I studied my client’s product or service offering, some prospect wound up asking me a question that I didn’t know how to answer.  Talk to ten prospects and chances are you’ll have ten different sets of questions from them, because everyone is different.  Skip the next paragraph and move on to the next one if you don’t want this season to be spoiled.

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. and prospects.

Selling Must Be About Buyers

The CRAP Report

Tags: B2B Marketing Lead Generation Sales Prospecting B2B Prospecting Sales

B2B 2

Greasing Marketing and Sales

The CRAP Report

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

B2B 2

Hiring for Sales and Teleprospecting

The CRAP Report

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

Management Motivation from Jay-Z

The CRAP Report

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: .  .

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. 

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. and prospects.

Before You Build an In-House Teleprospecting Team

The CRAP Report

mean, someone has to follow up on all of those inbound leads you’re getting, right? 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. While I agree with him, it’s been my experience that not all sales reps are willing to be put in front of prospects without having them fully qualified, nor are they as effective. Have you done it before? 2.

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.  They invent new ways to get in front of prospects. Second, being inventive is necessary because getting in front of prospects gets harder everyday.  Great teleprospectors invent new ways to get time with their (or their client’s) targeted prospects.  Actually, the real answer is a flame thrower if you’re in the hands of one Angus MacGyver – yes, THE MacGyver. 

Teleprospecting Lessons from Guns N’ Roses

The CRAP Report

You’ve got all different animals to meet, from BDR’s to prospects and from your sales managers to your vendor’s.  Our teleprospectors are every bit the professionals that the prospects that they’re calling on are, so why would you want to create a distance between them with formalities?  I’m not saying that your BDR’s should be disrespectful.  Think About You – Here’s what you need to do about your prospects.  Like I said in yesterday’s blog, you need to prospect to your prospects they way they want to be prospected to (say that five times fast). 

How Do You Maintain a High Performing Teleprospector?

The CRAP Report

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

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. and prospects.

So You’ve Got Your Own Teleprospecting Team

The CRAP Report

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. 

Just a Thought…

The CRAP Report

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?  Give your prospect a reason to call you back.  Every time you try and contact your prospect should have a purpose to it, not just to hit an activity goal.  Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: B2B Prospecting, Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting You’re better than that! 

Just a Thought…

The CRAP Report

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?  Give your prospect a reason to call you back.  Every time you try and contact your prospect should have a purpose to it, not just to hit an activity goal.  Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: B2B Prospecting, Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting You’re better than that! 

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!

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. .

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. .

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

The CRAP Report

They’ll work around a prospect who tells them they’re not interested in their software and find someone in the organization who is.  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

They’ll work around a prospect who tells them they’re not interested in their software and find someone in the organization who is.  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.

Invest in Your Investment

The CRAP Report

Spend time with them explaining customer success stories, and why prospects need to hear those stories, too.  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. . What else do you need?”

Invest in Your Investment

The CRAP Report

Spend time with them explaining customer success stories, and why prospects need to hear those stories, too.  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. . What else do you need?”

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.  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…

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.  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.  .

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.  Again, that wasn’t their value forward message to their prospects, but if that’s how they describe their services to a partner, something’s wrong.  Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Tags: B2B Marketing Messaging Sales Prospecting customer story offers at twice the price, and then asked me to find him quality sales opportunities. . Let that sink in for a minute. .

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.  Again, that wasn’t their value forward message to their prospects, but if that’s how they describe their services to a partner, something’s wrong.  Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Tags: B2B Marketing Messaging Sales Prospecting customer story offers at twice the price, and then asked me to find him quality sales opportunities. . Let that sink in for a minute. .

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. . 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?

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. . 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. .

Prospecting data accuracy

Biznology

Good news:  B2B prospecting data is more accurate than you may think. Over the last decade, my colleague Bernice Grossman and I have studied this issue, producing a series of five research reports on the quality of the data B2B marketers can rent or buy for prospecting purposes. Our latest study published this week shows that prospecting data is surprisingly accurate—well over 90%.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. My goal for today’s B2B Lead Roundtable Blog post is to hopefully influence your approach to lead generation with a few insights that you can use to determine where to find the most improvement in your teleprospecting efforts. Do you deliver value and mitigate anxiety?

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Tweet At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all. “If you’re ever tired of hearing from us,” the email read, “you can opt out.”. Keith explained that they already captured the lead, and the lead was using a free trial version of the software.