| | | The CRAP Report | |  Process | 10 articles |
| Page 1 of 1 | Previous | Next | THE CRAP REPORT OCTOBER 14, 2010  Sales Prospecting Lessons from New Jack City 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. Where were you in March of 1991? . I was getting ready to graduate high school in a few months. The lesson here? | THE CRAP REPORT JULY 2, 2010  Follow Friday Blog Post, Take Two 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. If so, you can check out two posts below to see who I suggested you follow two months ago. Inbound marketing. Paul’s whole M.O. | | | | | |
| THE CRAP REPORT FEBRUARY 26, 2010  You Can’t Expect to Hear “No” 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? You ask it questions, shake it up, and then look at the bottom of the ball to see which side of the twenty-sided die inside floated to the top. And what do you think happened? I think so. . | THE CRAP REPORT JANUARY 19, 2010 How Do Your Prospects Want to be, well, Prospected? 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. Make sure they touch base with their prospects throughout the lead nurturing process with relevant collateral. Lastly, to ensure that your BDR’s are prospecting the way your future clients want to be prospected to, make sure they touch base with their prospects throughout the lead nurturing process with relevant collateral. | THE CRAP REPORT JANUARY 18, 2010 Top 100 Qualities of a Great Teleprospecting Rep – #80: Inventive 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. You remember him, right? Now, the fact that the guy was inventive? It worked. | THE CRAP REPORT FEBRUARY 2, 2010  Hiring for Sales and Teleprospecting 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. I read a blog today from the inside sales consulting firm The Bridge Group’s Patrice Murray. | | | | | | | |
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THE CRAP REPORT | THURSDAY, AUGUST 13, 2009 Invest in Your Investment
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. . They understand that if I need them to fill out an implementation document because that is how we get on the phones for them faster, they do it. MORE >> -
THE CRAP REPORT | THURSDAY, AUGUST 13, 2009 Invest in Your Investment
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. . They understand that if I need them to fill out an implementation document because that is how we get on the phones for them faster, they do it. MORE >> -
THE CRAP REPORT | WEDNESDAY, JANUARY 20, 2010 Teleprospecting Lessons from Guns N’ Roses
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). In my opinion, there wasn’t a bad song on the whole album. Do you have any like that in your music collection? What do you think? MORE >> -
THE CRAP REPORT | THURSDAY, JANUARY 21, 2010 So You’ve Got Your Own Teleprospecting Team
It’s fantastic if you were a really great BDR, but if you’re not a teacher or a trainer, take some time to plan out your team’s improvement process from an expertise perspective. Last week I blogged about things that you need to think about before you decide to build your own in-house teleprospecting team , where I tried to get folks thinking about some of the questions that they may not have considered, and hopefully offer some insight into the difficulty of creating their own teleprospecting team. Today I was thinking – what if someone had all of those things covered? MORE >>
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