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

The CRAP Report

Marketing fills the funnel (or a demand gen cloud if you’re Mike Damphousse ), and if they’re doing it right, they’re developing content all along the buying cycle to keep prospects engaged.  Tags: B2B Marketing Lead Generation Sales Prospecting Marketing teleprospecting One of the cast members that always had me laughing was Mike Meyers.  What about you? 

Greasing Marketing and Sales

The CRAP Report

In the entry, Nigel goes on to make the analogy that inbound marketing and Sales 2.0 Tags: B2B Marketing Lead Generation Sales Prospecting Uncategorized Alignment B2B Prospecting Marketing Sales teleprospecting HubSpot’s blog featured a guest entry yesterday from Sales 2.0 Sales 2.0 is about sales people using Web 2.0 tools and social media to sell more effectively.

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Sales Prospecting Lessons from New Jack City

The CRAP Report

“Change the product, you change the marketing strategy.&# - Instead of selling cocaine on the streets, Nino Brown and the CMB decided on an entirely new marketing strategy to sell crack.  Make sure that there are open lines of communication between both inside sales and marketing. Where were you in March of 1991? . The lesson here?  What do you think? 

Follow Friday Blog Post, Take Two

The CRAP Report

Here’s my list of B2B all-stars that I think you’ll find yourself glad to follow: @mvolpe – Mike Volpe, HubSpot’s VP of Inbound Marketing. Inbound marketing. You’ll also get some good SEO knowledge, great blogging tips, marketing data, and some lead gen stuff, too. Check out Mike’s blog Marketing with Mike for blog articles.

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The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

Selling Must Be About Buyers

The CRAP Report

I read a great blog article today from Ardath Albee, B2B marketer and strategist.  For marketing, for sales and for customer retention. Tags: B2B Marketing Lead Generation Sales Prospecting B2B Prospecting Sales There were a few facts from the research study that Ardath had some issues with, and I think she makes some great points: “Relationships are the name of the game.

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

The job of making phone calls and qualifying sales ready leads is not glamorous, but it is no less important.  It is no less necessary and it is no less needed whether you’ve hopped on the inbound marketing bus or not. Where do you get inspiration from?  How do you get them to do that if you’re feeling burned out yourself?  If you’re a manager of BDR’s, you can’t afford to burn out. 

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.  Ensure they know who they’re calling. Know when to call your prospects. Help them to control the conversation. What do you think? 

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Round Two…

The CRAP Report

On Tuesday I shared with you a link to lead generation expert The Funnelholic’s The Marketing Hipster Dictionary, Part I.  Trapping the chicken in the courtyard:  A semi-obscure “Rocky II” reference/metaphor describing the relentless and often frustrating pursuit of repeatable marketing and sales success. “I feel like a Kentucky Fried idiot.” — Rocky Balboa (@TLOTL). You can check out The Marketing Hipster Dictionary, Part II  here. Tags: B2B Marketing Lead Generation Marketing Sales strategy My favorite: . Nice work guys!

No Time Today…

The CRAP Report

Craig Rosenberg, marketing and  lead generation expert also known as the Funnelholic, has come to the rescue!  Today, Craig posted a great blog article over at his site, where he is creating The Marketing Hipster Dictionary.  Basically, what he’s doing over the course of a couple of different entries (today and next Thursday), is compiling a list of terms that are used not only on his site, but throughout the sales and marketing space.  You can check out The Marketing Hipster Dictionary here.  Hey everybody! Do not fret, though! . What a great idea! 

Before You Build an In-House Teleprospecting Team

The CRAP Report

The most logical thing to do would be to build some sort of qualification machine to follow up on all the contacts you’ve got from all of the marketing programs/events/campaigns you’ve run (and more than likely never got around to getting in touch with). If sales prospecting falls under marketing’s direction, you don’t want poor sales follow up to be a detriment to your success, and if you fall under sales’ direction, you don’t want poor marketing efforts to do the same. So you’re thinking about building an in-house teleprospecting team, huh? Have you done it before? 2.

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

The CRAP Report

This question came to me today after reading a blog entry in the Marketing Mélange by Mike Frichol. 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.  Think about your prospects for a minute.  Nobody wants to be prospected to by an order taker. 

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

The CRAP Report

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

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Teleprospecting Lessons from Guns N’ Roses

The CRAP Report

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.  You know, one that you can just listen to over and over without feeling like you need to fast forward past a song.  I think I have a few, but the first one I ever encountered, where I liked EVERY song was Appetite for Destruction.  I thought I’d try and do something a little different today, so I’m going to relate some teleprospecting lessons through the titles of each of the songs on the Appetite for Destruction album.

Proper Preparation Precedes Proper Performance

The CRAP Report

Okay, now that you’re head’s stopped spinning, let’s analyze what you’ve just read.  If the most straightforward way to describe your solution is telling me that it provides less functionality at a greater cost than your competitors, then its time to go back to the drawing board.  As an outsourced sales opportunity development professional, that messaging might make sense to me, but it certainly isn’t one that I can bring to your target market.  To be fair, my client didn’t expect me to share that to their intended audience, but talk about making messaging difficult! . Don’t believe me? 

Proper Preparation Precedes Proper Performance

The CRAP Report

Okay, now that you’re head’s stopped spinning, let’s analyze what you’ve just read.  If the most straightforward way to describe your solution is telling me that it provides less functionality at a greater cost than your competitors, then its time to go back to the drawing board.  As an outsourced sales opportunity development professional, that messaging might make sense to me, but it certainly isn’t one that I can bring to your target market.  To be fair, my client didn’t expect me to share that to their intended audience, but talk about making messaging difficult! . Don’t believe me? 

I Don’t Know How You Do It…

The CRAP Report

Posted in B2B Marketing, Sales Prospecting. Tags: B2B Marketing Sales Prospecting You know, if you’re going to spend money on outsourcing your sales opportunity development, it might make sense to put a list in front of them that isn’t four or five years old.  Now I understand, those names you got from “Software-Tech Mega Expo ‘05” were hot then, but I’d bet that more than 75% of those people are no longer working for the company you think they are.  Hell, I bet many of them aren’t even working , period.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

I Don’t Know How You Do It…

The CRAP Report

Posted in B2B Marketing, Sales Prospecting. Tags: B2B Marketing Sales Prospecting You know, if you’re going to spend money on outsourcing your sales opportunity development, it might make sense to put a list in front of them that isn’t four or five years old.  Now I understand, those names you got from “Software-Tech Mega Expo ‘05” were hot then, but I’d bet that more than 75% of those people are no longer working for the company you think they are.  Hell, I bet many of them aren’t even working , period.

B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Generation Blog

“With the rise of content marketing, a lot of businesses get stuck in the eBook rut,” saysLinda West ( @ misslindawest ), Director of Digital Marketing at Act-On Software , a rapidly growing company that makes a marketing automation Software as a Service (SaaS). Shift in Customer Behavior in Content Marketing. Marketing Innovation. But I watch video all the time.

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The Perfect Customer Marketer Job Description

Influitive b2b

Customer marketing is on the rise. According to Koyne Marketing’s 2017 State of Customer Marketing Report, 93% of organizations agree that customer marketing is important or very important to their revenue, and more than two-thirds are planning to boost their investment in customer marketing over the next year. In spite of this, many organizations still.

What can B2B Marketers Adopt from Growth Hacking?

B2B Lead Generation Blog

What can you learn from growth hacking and how can it help you develop a mindset to better your B2B marketing? As marketers, we can reject having a growth mindset without realizing it. First, marketers generally follow this approach: We plan, then, we execute. As a marketing pro, do you get an offseason? As I talk with other marketers, I know I’m not alone. Right?

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The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves

The Best Content Marketing Examples

B2B Marketing Insider

Last year we published 99 Amazing Content Marketing Examples. But if you are you looking for the best content marketing examples you’ve come to the right […]. The post The Best Content Marketing Examples appeared first on Marketing Insider Group. Content MarketingThere were actually 106 examples there but “99+” felt better.

Rethinking Market Strategy In A Digital Economy

Tony Zambito

The primary course of conversation in the past few years for CMO’s and their marketing teams has centered around customer centricity, customer experience, and content marketing.  Customer behaviors have significantly shifted in the last decade impacting conventional thinking on the role of marketing and sales and their abilities to connect with customers. by Delwar Hossain.

4 Ways to Humanize Marketing to Fit Your Buyer’s Journey

B2B Lead Generation Blog

So how do you humanize marketing to fit your buyer’s journey? Because they feel it’s not authentic and marketers using marketing automation in a way that misses confuses the bigger picture. It Doesn’t Take a Marketer to Know When It’s NOT Humanized Marketing. For example, virtually all the polished emails sent to me use marketing automation. Think about it.

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How Empathy Will Grow Your Sales and Marketing Pipeline

B2B Lead Generation Blog

We have more marketing channels and more content than ever before, but it’s become harder to actually connect with customers. What is empathic marketing? Empathy is your marketing intuition. Empathetic Marketing is about moving out of our mind and into the mind of the customer. It’s built on the following ideas: The best marketing feels like helping.

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey

10 Marketing trends to watch for 2017

Biznology

As the end of the year approaches, it is time to look back on the year in marketing and analyze the trends we should expect to see in the coming new year. This helps you, as a marketer or business owner, be prepared for and to properly plan out your marketing for 2017. Here are 10 of the marketing trends to watch for 2017. Content marketing getting better.

The Telltale 8% Drop In Content Marketing Effectiveness

Tony Zambito

The annual Content Marketing Institute and MarketingProfs B2B Content Marketing Benchmark Study 2016 is quite startling. Perhaps not as drastic as the Dow falling by 8%, but to see the percentage of marketers who believe their content marketing was effective drop to 30% from 38% in one year is a revelation. While, 47% of the least effective content marketers did not.  

Agile Marketing in B2B

Buzz Marketing for Technology

Agile marketing increasingly is being recognized as a powerful key to content effectiveness. Breaking news creates windows of opportunities, but only if marketers are quick and smart enough to take advantage of them. On topic of agile marketing is what some have called newsjacking, which means responding quickly to news items of the day. Market trigger : We knew that the U.S.

Confusing Customer Segmentation, Buyer Profiling, and Buyer Personas Harms Marketing

Tony Zambito

If you are a CMO or a marketer and you find yourself having a sudden realization that perhaps you are not quite sure of the differences, you will be in a lot of good company.  The value of customer segmentation is it can tell you where to point your marketing and messaging.  And, it can help gauge the size of a market opportunity. Confusion by Adam Gale. Customer Segmentation.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs

7 key roles in digital marketing

Biznology

It was a lot of fun presenting Outside-In Marketing to local executives and students at UConn Stamford, which hosted the event. “What kind of team do you need to create outside-in marketing content?” They come from all walks of marketing, but just want to learn how to get better results with their digital investments. Content strategist. You read that right.

Informed Customer Understanding Should Guide Marketing

Tony Zambito

At the start of every year, CMOs and their teams can be besieged by proclamations of the three, four, five, or six things that they must do to succeed in marketing.  One thing that is clear is the dynamics of markets, customers, and sellers continue to unfold in new ways.  For example, one shiny object has been content marketing.  What Should Guide Marketing?

20 Tremendous Digital Marketing Stats and Facts

Webbiquity

Digital marketing budgets continue to rise, often at the expense of offline advertising spend. But digital marketers must continue to evolve practices as they strive to make their content an asset, rather than an annoyance, to prospective buyers. Spending on digital marketing is projected to increase by 12% to 15% on average. General Digital Marketing Stats. 1. combined.

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No Digital Marketing for Manufacturers = Marketing in the Past

Industrial Marketing Today

Most manufacturers including precision CNC machine shops and fabricators have difficulty understanding the true value of digital marketing for manufacturers. Some that have implemented it, struggle to produce tangible results, meaning a boost in sales that they can attribute to marketing. Visit my website for more content on industrial marketing.].

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth