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Sales Prospecting Lessons from New Jack City

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Granted, the fashions have changed drastically, but I was able to pull out some sales prospecting lessons from it. Here’s where I think Nino Brown had it right for Sales and Marketing, and most importantly, sales prospecting: “Money talks, bullshit walks!&# - One of the first lines of the movie, Nino Brown had it on point right from the get go. The lesson here?

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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. If you’ve got a teleprospecting team, or maybe you’ve partnered with one to supply with you sales qualified leads, you know that finding those sales ready opportunities is not easy.

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

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Think about your prospects for a minute. 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. The way I see it, there are three things you should do to make sure that your BDR’s are aligning themselves with how your prospects buy: . Make sure they spend more time listening to your prospects, rather than talking. Second, make sure your BDR’s spend more time listening to your prospects, rather than talking.

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

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Determined to find leads. First of all, teleprospectors need to be determined to find leads. 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. That, in case you weren’t aware, sums up Steve Spielberg’s The Goonies.

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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.

Thoughts on the Death of Cold Calling

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Matt Gethins , from B2B telemarketing firm Professional Prospecting Systems, wrote an article yesterday entitled Cold Calling Dead? 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. Not For B2B Appointment Setting.

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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.”. To set the scene, he’s mad because none of the rookies are passing enough leads. 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.

You Can’t Expect to Hear “No”

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I had lunch with a friend of mine who’s a sales rep, and we were talking on the way back about the teleprospectors that provide him with sales qualified leads. He said that when they have a string of dry days (no leads), it’s really tough to help them stay positive. Did you ever have a Magic 8-Ball ? You remember that, right? So what does this all have to do with teleprospecting?

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Keep Your Teleprospectors from Becoming LOST

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As I was discussing last night’s two-hour opening with some of the BDR’s at work today, it got me thinking – how can you keep your teleprospectors from becoming “lost” on their sales prospecting calls? Know when to call your prospects. They’ll keep from becoming lost because you will have given them a mark with which they can align their lead-gen compass by. What do you think?

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.

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

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The look on their face when you say you’re in lead generation or teleprospecting is all you need to see to know that they think all you do is smile and dial. 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. I just want to make sure you understand that. You know what?

Selling Must Be About Buyers

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Tags: B2B Marketing Lead Generation Sales Prospecting B2B Prospecting Sales

Greasing Marketing and Sales

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

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Hiring for Sales and Teleprospecting

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Tags: B2B Marketing Lead Generation Sales Prospecting Tele-prospecting Sales Telemarketing 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. and prospects.

Management Motivation from Jay-Z

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To pass more leads of higher quality? To initiate interest in a product that the prospect knows nothing about but after a ten to fifteen minute phone call now has to have? 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.

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. There’s a lot of people who follow up on those leads and educate people. I think you should offend one percent of prospects. It’s a bit long-ish, but trust me when I tell you, it’s worth the read. .

Before You Build an In-House Teleprospecting Team

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I 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?

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. They invent new ways to get in front of prospects. 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.” Second, being inventive is necessary because getting in front of prospects gets harder everyday.

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Teleprospecting Lessons from Guns N’ Roses

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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? 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). In my opinion, there wasn’t a bad song on the whole album.

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’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 Now, I’m not really much of a racing fan, car, horse or otherwise. They have to be though, right?

So You’ve Got Your Own Teleprospecting Team

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You’ve got a great connect rate but your lead rate is low, why is that? 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? Why is it that your BDR’s get off a call and feel like they’ve got a great opportunity but your sales rep says the lead sucked? Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting Managers strategy Team Building teleprospecting Training Congrats! Absolutely.

Just a Thought…

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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 C’mon! You’re better than that!

Just a Thought…

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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 C’mon! You’re better than that!

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! If you’re not, you can follow Craig on Twitter at @funnelholic. You can check out The Marketing Hipster Dictionary here. Great job, Craig!

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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!

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!

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

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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. He’s confident, he’s determined, and he’s tenacious.

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

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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. He’s confident, he’s determined, and he’s tenacious.

Invest in Your Investment

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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?” should be your mantra throughout the implementation process.

Invest in Your Investment

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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?” should be your mantra throughout the implementation process.

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). Having a targeted list is going to be the difference between a database full of sales qualified leads and a bunch of names who are no longer working for companies that no longer exist.

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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). Having a targeted list is going to be the difference between a database full of sales qualified leads and a bunch of names who are no longer working for companies that no longer exist.

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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. 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. .

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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. 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. .

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Why Blog Now?

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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. . You know, this is a great question. Why blog now? What can you expect? I happen to know the guy who does, but unfortunately for you, he ain’t me.

Why Blog Now?

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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. . You know, this is a great question. Why blog now? What can you expect? I happen to know the guy who does, but unfortunately for you, he ain’t me.

Why is December a Great Month for B2B Sales Prospecting?

Sales Prospecting Perspectives

Historically, the typical sales rep thinks that prospecting and December do not mix. And I''m not just saying this from the perspective of AG Salesworks, a B2B lead gen company that prospects year round. Lead Rate % - # of leads passed divided into # of quality conversations (Average is 2-4%). Lead Rate. Wrong. Connect Rate. & 7.3%

5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

My job as an SDR is to extract these essential pieces of Sales Context for my clients while also nurturing a relationship with my prospects so they feel comfortable discussing their current environment and any pains they may be experiencing. Here are 5 prospecting strategies that I employ to obtain Sales Context during every conversation I have. Maintain an open dialogue.