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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

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

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.

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? 

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.

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? 

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.

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 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.

10 TED Talks to Watch to be a Better Marketer

Act-On

Marketing, in its purest form, is also dedicated to storytelling and spreading innovative ideas. And as marketers, we’re highly focused on being able to communicate clearly, exhibit leadership in our organizations, and create unique and disruptive work. Dan Cobley: What Physics Taught Me About Marketing. We all agree that marketing and physics go hand in hand, right?

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.

6 Success Factors for Adopting Marketing Automation

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Are you getting ready to implement marketing automation? Marketing automation is not rocket science, but it does take strategy, planning, and preparation to make it work well and meet your company’s expectations. Six readiness factors for implementing marketing automation. #1: Get your website in order. Marketing automation requires quality content, and plenty of it.

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.

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.  

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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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.].

5 Powerful Techniques To Boost Your Content Marketing

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Every day, large and small businesses use content marketing to increase their conversions, leads and traffic. Having a powerful content marketing strategy in place can mean all the difference in whether you’re seeing the full potential of your efforts through the amount of conversions you’re turning over. While having a good content marketing plan is great, using that plan is better.

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.

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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