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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?

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Sales Prospecting Lessons from New Jack City

The CRAP Report

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. He changed CMB’s marketing strategy and made a fortune out of it. Where were you in March of 1991? . The lesson here?

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Greasing Marketing and Sales

The CRAP Report

In the entry, Nigel goes on to make the analogy that inbound marketing and Sales 2.0 Inbound marketing certainly makes it easier for an organization to be found, but I believe there is still a need for teleprospecting teams to find qualified sales opportunities. HubSpot’s blog featured a guest entry yesterday from Sales 2.0 Sales 2.0 is about sales people using Web 2.0

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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 Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey

Thoughts on the Death of Cold Calling

The CRAP Report

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. As we say in the South, Inbound Marketing is not going to cause the fried chicken to fly into your mouth, you have to get on the phone.”. Not For B2B Appointment Setting.

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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 The post, entitled What’s the Cost When Sales Tries to Do it All? , How is it possible that so many companies still fail to “get&# this? Seriously.

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

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? Better yet, how do you inspire your teams to bigger and better things? To pass more leads of higher quality? To make more calls today than they did yesterday? To make more calls tomorrow than they’re going to make today? For me, I listen to music.

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.

Keep Your Teleprospectors from Becoming LOST

The CRAP Report

If you’re doing your due-diligence, you should already be creating buyer personas, as marketing strategist David Meerman Scott points out in The New Rules of Marketing and PR (which by the way just came out with a second edition). If you’re like me and my friends, you were pretty hyped up for last night’s season premiere of LOST. Ensure they know who they’re calling.

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 You can check out The Marketing Hipster Dictionary, Part II here. Tags: B2B Marketing Lead Generation Marketing Sales strategy My favorite: . I feel like a Kentucky Fried idiot.” — Rocky Balboa (@TLOTL). 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! Great job, Craig!

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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? A lot.

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.

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. 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. Maybe you’re not doing that right now but you want to. He’s right.

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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

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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. Man, the summer of 1987 when I discovered Guns N’ Roses ’ first release, Appetite for Destruction , was a good one. I think I listened to their first album (cassette tape actually) so much that I probably needed to buy a second one. My sister hated them, and would get mad at me every time I wanted to watch their videos on MTV (when they actually played videos). In my opinion, there wasn’t a bad song on the whole album.

Proper Preparation Precedes Proper Performance

The CRAP Report

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. Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Tags: B2B Marketing Messaging Sales Prospecting customer story I once worked with a customer who told me that the easiest way to describe his offering was to tell me that they provided 90% of the functionality that a competitor (who’s name rhymes with “ Bicrosoft ”!) Let that sink in for a minute. . Don’t believe me?

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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.

Proper Preparation Precedes Proper Performance

The CRAP Report

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. Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Tags: B2B Marketing Messaging Sales Prospecting customer story I once worked with a customer who told me that the easiest way to describe his offering was to tell me that they provided 90% of the functionality that a competitor (who’s name rhymes with “ Bicrosoft ”!) Let that sink in for a minute. . Don’t believe me?

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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. If you’re sure you’ve found them, more power to you.

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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. If you’re sure you’ve found them, more power to you.

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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.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. Generate more leads. Better leads. And content fuels it all

How The Content Illusion Is Leading Marketing Astray In The Era Of Digital Transformation

Tony Zambito

Depending on which statistics you read, the common thread in the past few years has been that content marketing effectiveness has been declining. To me, that is what content marketing can become for some organizations. A grand illusion bought into and often promoted as an unquestioned element of marketing. Illustration by Hea Poh Lin. Produce high-quality content, yes.

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.

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.

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.

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

5 Smart Ways to Automate Your Marketing

Act-On

It’s a common challenge for marketers today. You want to be like Johnathan Cordeau, the Director of Marketing for Response Mail Express (RME). Marketing automation. Many companies start with a marketing automation pilot program. Writing a massive 40-page marketing automation plan is great, but sometimes it’s better to jump in and fail fast. You’ll need to visualize your marketing systems as a whole. In some ways, the hardest part of marketing automation is to keep things simple. That reassessment could affect all your other marketing initiatives.

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). A Shift in Customer Behavior in Content Marketing. Marketing Innovation. And no wonder. “We

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Manufacturing Content Marketing Trends and Challenges

Industrial Marketing Today

For the past four years, I have downloaded and read research reports on Manufacturing Content Marketing in North America published by the Content Marketing Institute (CMI). I believe 2014 was the first year that CMI published its annual Benchmarks, Budgets, and Trends report specifically for B2B manufacturing content marketing. This is only a content summary.

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

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. 5 General Digital Marketing Stats. combined.

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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?

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. This is where the “harms marketing” part begins.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful