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

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

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Before You Build an In-House Teleprospecting Team

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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.

Thoughts on the Death of Cold Calling

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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.  So I feel like there’s been a lot of blogs lately stating that cold calling is or is not dead , and today I read another one.  Not For B2B Appointment Setting. 

Hiring for Sales and Teleprospecting

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

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more

No Time Today…

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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! 

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

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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

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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.

Sales Prospecting Lessons from New Jack City

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“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

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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.

Follow Friday Blog Post

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dmscott – C’mon, you knew that David Meerman Scott was going to be on this list, didn’t you?  I mean, the guy is a marketing genius, and if you’re not following him, I’d be really curious as to why.  . abneedles – Adam Needles , from SilverPop, offers fantastic data and stats on B2B marketing.  StephanieTilton – B2B content marketing wiz.  discussions.  . Nuff said.  .

Evangelizing a Content Marketing Program

Content Marketing: Why 7 IV. Content Marketing: When 12 V. Content Marketing: How 17 VI. Conclusion 25 Table of Contents ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY3 “ Content marketing is the atomic particle of all the. rest of a brand’s marketing campaigns.” of marketing legend. content marketers are faced with a task of consistently. brands.

Interview with David Meerman Scott

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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.  People were talking about search engine marketing, but that sort of started in the late ‘90s.  believe marketing is about giving.  I believe that marketing is like love. 

Selling Must Be About Buyers

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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.

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Management Motivation from Jay-Z

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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

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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. What do you think? 

Staffing and Launching Your Content Marketing Program

Playbook No. 3: Staffing and Launching Your Content Marketing Program Copyright © 2015 Contently. Conclusion 35 Table of Contents ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY3 On the evening of March 2, our content/marketing team. Platforms,” “7 Keys to SEO for Content Marketers,” and. What’s the Difference Between B2B and B2C Market- ing?” Marketers are humans too.

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.  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!

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

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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. 

Teleprospecting Lessons from Guns N’ Roses

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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

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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? 

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Marketing. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction 4 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Red Bull has long been the strongest example of this. marketing technology into a seamless process. YOUR CONTENT MARKETING IN 2015.

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…

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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.

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.

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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Content Marketing Playbook: Strategy and Roadmap

planning for a future in which GE would be a publisher, not just a marketer. redefine the role of marketing,” Comstock reflected in. When you hear marketing, most people. more we expect from marketing. sure that marketing has been redefined as innovators. in their content marketing journey, GE went above and beyond in their. successful content marketers. B.

Marketing Hacks: 10 New Ways to Use Your Marketing Automation Platform

Act-On

True or False: Modern marketing departments are dominantly focused on demand generation activities? While this may come as a surprise to the hordes of demand generation groupies using marketing automation, the truth is that 87% of companies spend more time in other functions of marketing than demand gen. Marketing is easy to overcomplicate. But that’s changing.

How Industrial Marketing Influences Buyers

Industrial Marketing Today

Industrial marketing precedes industrial sales. Marketing has always provided sales support and not […] The post How Industrial Marketing Influences Buyers by Achinta Mitra appeared first on Industrial Marketing Today. Visit my website for more content on industrial marketing.]. That is the reality today. This is only a content summary.

7 Content Marketing Mistakes Costing You Time and Money

Act-On

Content marketing is getting harder. 76% of B2B marketers and 77% of B2C marketers plan to create more content this year than they did last year. The end of content marketing? Or just the end of bad content marketing? And though some might say these different data points spell the end of content marketing, I don’t think that’s what we’re seeing. hope not.

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Three Things Smart B2B Marketers Will be Doing in 2016

Webbiquity

What will successful B2B marketers to be doing more of, or differently, in 2016? That question was recently posed to the expert contributors at the B2B Marketing Zone , and two dozen responded with a range of insights about content marketing, measuring results, employee advocacy, customer experience and other topics. Marketing Technology is Worthless Without Training.

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What is Predictive Marketing?

Predictive marketing = predictive demand generation + predictive scoring

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.  

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.].

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?

22 Tantalizing Content Marketing Stats and Facts

Webbiquity

With the near-universal embrace of content marketing— 93% of B2B marketers are using content marketing , and B2C marketers are close behind—the amount of brand content being produced has exploded. Already widespread, content marketing will continue to grow. Get more details on these insights and others in the 22 tantalizing content marketing stats and facts below.

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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.

10 Very Smart People Weigh In on How to Rethink Marketing

Act-On

We reached out to ten people we think are smart and interesting, and we asked them: What does it mean to “rethink marketing?” One fundamental way to rethink marketing is to replace the notion of making an offer with the idea of delivering value. Marketing should be thought of as a value function much like the products and services being sold. It wasn’t exactly a random survey.

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ABM & the Marketing Hype Cycle

The Point

The none-too-subtle implication, of course, was that Account-Based Marketing (ABM) isn’t new, and that B2B marketers have been developing, and executing, Account-Based Marketing strategies and programs for some time, if only in different forms and under a different name (e.g. Say what you want about us marketers, we love our bright shiny objects. Which is true, sort of.

The Psychology of Color in Marketing

Act-On

Food giant Heinz discovered the power of choosing the right color in marketing when they made the kid-friendly EZ Squirt ketchup in spinach green. Colors and Marketing: A Quick Guide. So if color is such an effective marketing tool, how can B2B marketers leverage this tool to drive better results? Pinterest uses red, as does the BBC , and Marketing Week. Yellow.

45 Phenomenal Email and Mobile Marketing Stats

Webbiquity

Email remains the most effective digital marketing tool for both B2B and B2C marketers. But the majority of email activity now takes place on mobile devices, and not all marketers have effectively adapted to this rapid shift. Those are just a couple of the findings in the nearly four dozen email and mobile marketing facts and statistics from 15 different sources compiled below.

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Study: How Much of Your Content Marketing Is Effective?

Marketing is Effective? 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE? Content marketing is having a moment. billion dollars on content marketing this year, and that number is growing fast. As marketers dedi- cate more and more of their budgets to content, we wanted to understand more about where their. marketing.

Is Inbound Marketing Holding Your Business Back?

Act-On

“Inbound” marketing is defined as marketers getting people to come to them, rather than marketers going out to get prospects’ attention. As practiced today, it relies heavily on content marketing (the production and distribution of content like videos, eBooks, blog posts, podcasts, and so on) and search engine optimization. What is outbound marketing?