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Sales Prospecting Lessons from New Jack City

The CRAP Report

I’ve had the pleasure of working with many great sales folks who were great at their aspect of the sales process, but when it came to getting a foot in the door, their organization looked outside themselves to provide them with appointments and qualified leads.

Follow Friday Blog Post, Take Two

The CRAP Report

Jim tweets about sales issues, sales management issues, and sales processes. 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.

Hiring for Sales and Teleprospecting

The CRAP Report

Dave was asked why, if his process worked so well, were more people not using it. In it, Craig shares his thoughts on setting up a teleprospecting profile, implementing an interview process that focuses on the phone role play, and his evaluation process.

You Can’t Expect to Hear “No”

The CRAP Report

Tomorrow we can make more calls, talk with more prospects, qualify more of them in OR out of our sales process, and close more business. Did you ever have a Magic 8-Ball ? You remember that, right?

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close.

Teleprospecting Lessons from Guns N’ Roses

The CRAP Report

Make sure you follow up on these little ones and watch them grow through the sales process. 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).

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

The CRAP Report

Now, I’m not talking about inventing new software or telephony products (though that would be awesome), I’m really talking more about processes. Okay, if you’ve got a stick of gum, a paper clip, three pennies, a ball made of rubber bands, and an acorn who are you? A lot of folks may say that you’re the contents of the front pocket of a seven year old boy, but they would be wrong. Actually, the real answer is a flame thrower if you’re in the hands of one Angus MacGyver – yes, THE MacGyver.

Invest in Your Investment

The CRAP Report

So you’ve gone ahead and spent money outsourcing your sales opportunity generation process. You’ve got to put the time in on the front end of this process so that you can ensure it’s kicked off as best as possible. . should be your mantra throughout the implementation process. Now what? Speaking from experience, the one thing that I would tell each and every future customer is this: invest in your investment. .

Invest in Your Investment

The CRAP Report

So you’ve gone ahead and spent money outsourcing your sales opportunity generation process. You’ve got to put the time in on the front end of this process so that you can ensure it’s kicked off as best as possible. . should be your mantra throughout the implementation process. Now what? Speaking from experience, the one thing that I would tell each and every future customer is this: invest in your investment. .

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close.

Why Process Transformation Fails

ANNUITAS

As we walked through the Demand Process approach we needed to take, one attendee from our client made mention of past attempts to “do things differently” and the resulting failure. If true process change is going to occur in organizations, it has to be supported and driven by leadership.

[Infographic] The Outsourced Inside Sales Teleprospecting Process

Sales Prospecting Perspectives

Everyone is feeling overwhelmed, including your buyers, who complain that the sales process is too tech-heavy with early demo offers that turn them away from the product. Are you prepared for the transition and implementation phases of the outsourcing process?

Analyze your target’s buying process, for greater marketing efficiency

Biznology

B2B selling is a complicated affair, but you can simplify your marketing strategies dramatically with buying process analysis. This means that you lay out your prospect’s buying process, stage by stage, and then develop a selling process that maps to it.

Digital transformation failure recipes: the content and process integration deficit

i-Scoop

As we know, digital transformation is happening everywhere and a large majority of organizations say they are in a digital transformation process.

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close.

A new process to quantify content marketing success

grow - Practical Marketing Solutions

I am proud to announce a new organization and a revolutionary new process to help you cut through this wall of noise … and win. A content marketing measurement process. The Process. This report helped expose flaws in our process I never knew existed.

My 4-Step Process to Marketing Research for Content Creation

Sales Prospecting Perspectives

When I’m writing a new piece of content for AG, I go through a specific process. Let’s talk about the first process in my content marketing efforts: research. This is the process of finding marketing research, insights, and quotes from professionals that benefit your readers.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance. One of the best ways to help B and C performers improve is to write out a prescriptive sales process.

4 Ways The B2B Buying Process Has Changed in 2015

Crimson Marketing

Improving and creating effective marketing strategy means marketers need to thoroughly understand the B2B buying process and how it is evolving. The Buying Process Is Growing More Complex. The Buying Process is More Competitive. The Buying Process is More Social.

MQL to SQL: The Qualification Process [Infographic]

B2B Marketing Insider

The post MQL to SQL: The Qualification Process [Infographic] appeared first on Marketing Insider Group. The customer lifecycle is a useful guide to help you gauge a lead’s readiness to purchase. This is important because the status of your lead should affect your lead nurturing strategy.

MQL 64

Integrating Social Media Listening Into The Sales Process

Sales Prospecting Perspectives

3 Steps to Social Listening in the Sales Process. These social media listening tips don’t just aid the sales team in online monitoring of their prospects, but it also integrates their process with the marketing team’s current goals and data usage.

Better Processes & Improved Focus with Queue-Based Lead Management Platforms

Sales Prospecting Perspectives

Removing all of the additional work required to sift through the list frees up your sales team to focus on lead nurturing and building relationships with the lead in an effort to move them closer to the buying process.

The Unsung Heroes of the Sales Process

LeanData

They are the architects of an efficient, repeatable and scalable process. The domain of Sales Ops is incorporating this brave new world of technology into a process that makes teams more productive. They work quietly in the shadows.

How the Brain Processes Different Types of Content [Infographic]

Hubspot

For example, did you know that the human brain processes videos 60,000X faster than text? Sometimes, the movie adaptation of a book is better than the book itself.

So You Think You Know The Customer’s Buying Process?

Buyer Insights

Buying Process Featured Buying Decision Buying Research Procure To Pay Cycle Procurement Process Sales ProcessSellers are naturally focused on the purchase order.

Three Ways To Bring Your Customers Into The Content Creation Process

B2B Marketing Insider

The post Three Ways To Bring Your Customers Into The Content Creation Process appeared first on Marketing Insider Group. Forward-thinking B2B firms are using interviews, surveys and editorial advisory panels to improve their content marketing programmes.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. One of the best ways to help B and C performers improve is to write out a prescriptive sales process. By spelling out the steps that the A performer often uses intuitively in her sales process, you can develop the rest of your sales staff.

New Report: Improve The B2B Buying Process With Social Proof Marketing

Influitive b2b

So, how can brands get in front of buyers during the research phase, and help speed up the process once they make the vendor shortlist? Social proof is a must for attracting more potential customers, edging out competitors later in the buying process, and closing deals faster.

Content marketing: how process powers success

Biznology

Which brings us to the topic of process. Process – that larger plan – gives you a framework within which the preparation becomes a step toward your goal. That X, Y, and Z now becomes your process. That’s the beauty of processes and systems. Everybody wants to win.

The Rise of the Marketing Technologist Part 3: People, Process, Content and then Technology

ANNUITAS

There is no doubt that the role of the B2B marketer has changed and this change has been led by the change in the buying process and the access to information that is at the finger tips of todays B2B buyer. Step Two: Process.

Social Intelligence adds value throughout the Stage Gate Process

Buzz Marketing for Technology

Social data is becoming increasingly important in the new product development processes of many companies. Social data can also be invaluable in the media planning and buying process.

Lead Generation for Industrial Companies is a Process not a Campaign

Industrial Marketing Today

Buyers are looking for information online and interacting with sales people on […] The post Lead Generation for Industrial Companies is a Process not a Campaign by Achinta Mitra appeared first on Industrial Marketing Today.

How to Validate Your Blog Post Topics: A 3-Step Process

Hubspot

To help you avoid wasting time on topics and keyword plays that won't generate a meaningful return for your business, we've put together a simple process for validating your ideas before you start writing. How to Validate Your Blog Post Topics: A 3-Step Process.

Sellers: Don’t Wimp Out Because Of Their Process!

Buyer Insights

Don''t get paralyzed by the buyer''s process. Buying Process Featured Tips for Sellers bureaucratic buying Relationship Selling Sales Proposal Sales Success Solution Selling Don''t let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don''t cast aside the basics of either solution selling or relationship selling.

Get More Value Out of Your MarTech Investments: Balancing People, Processes and Technology

It's All About Revenue

Typically, most adoption and change management challenges are due to one or more of these three essential criteria being out of balance: People, Processes, and Technology. Processes. Define & Document Your Process: Marketing runs on processes.

The Trade Show Follow Up Process

Salesfusion

The post The Trade Show Follow Up Process appeared first on Salesfusion. Events Sales CRM

Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]

ViewPoint

He goes on to explain how this approach translates into a more productive process for both buyer and seller. On January 8, 2015, I had the privilege of hosting Paul Gillin on my PowerViews LIVE show.

5 Sales Messaging Mistakes That Will Haunt & Doom Your Sales Process

Sales Prospecting Perspectives

With Halloween just around the corner, you must be prepared to be scared. You might see some ghouls roaming around your neighborhood, some frightening Halloween treats, or some loud and potentially disturbing decorations on your neighbor’s lawn (there’s always that one neighbor!).

The 4 Step Creative Process for Writing Blogs: (& Happy Birthday to WOW Blog)

Writing on the Web

Do you struggle with the creative process of writing blogs ? Trust the process and get busy. The same is true for writing quality content – blog posts are written by following a creative process. Do you cringe when you need to find a topic for your blog? You’re not alone.