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.  Your teleprospectors need, above anything else, that fire within them that says, “I don’t leave today until I qualify a lead/set an appointment,&# or whatever your inside team does.  That, in case you weren’t aware, sums up Steve Spielberg’s The Goonies.  Data was the wannabe James Bond, but more accurately Inspector Gadget.  MORE >>

You’ll also get some good SEO knowledge, great blogging tips, marketing data, and some lead gen stuff, too. Maybe you’re asking yourself, “Self, who should I follow on Twitter?&#  Maybe you’ve asked yourself that and have made your way here, to The CRAP Report. If so, you can check out two posts below to see who I suggested you follow two months ago. Maybe you’ve followed all of those folks and are looking for more. still think the Follow Friday blog post is a good idea. Inbound marketing. Check out Mike’s blog Marketing with Mike for blog articles. MORE >>

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.  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. . Tags: Coaching Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting teleprospecting Training You remember that, right?  MORE >>

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.  They’ll keep from becoming lost because you will have given them a mark with which they can align their lead-gen compass by. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting Coaching strategy Telemarketing teleprospecting Ensure they know who they’re calling. What do you think?  MORE >>

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.  Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting cold calling Sales teleprospecting As I perused my TweetDeck this morning, I noticed Garth Moulton’s ( the world’s biggest rolodex Jigsaw’s VP of Community and co-founder) blog entry from yesterday, “ Cold Calling is not even on the Endangered List.”  Do yourself a favor and go check it out. MORE >>