The CRAP Report

Trending Sources

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.  You remember him, right?  Now, the fact that the guy was inventive? 

Lead 12

So You’ve Got Your Own Teleprospecting Team

The CRAP Report

That’s all well and good for a little while.  I’m talking about keeping them sharp.  I’m talking about knowing how to keep them maintained as a well oiled sales opportunity qualifying machine.  I’m talking about having a team of folks who are constantly improving their skills, and better yet, are being taught to do so by you.  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. Today I was thinking – what if someone had all of those things covered? 

Hiring for Sales and Teleprospecting

The CRAP Report

Dave was asked why, if his process worked so well, were more people not using it.  Additionally, my colleague, Craig Ferrara , hosted a webcast about best practices for hiring teleprospectors.  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

Sales Prospecting Lessons from New Jack City

The CRAP Report

Where were you in March of 1991? . Me?  I was getting ready to graduate high school in a few months.  I had been completely immersed in all things hip-hop and R&B, including going nowhere without my black LA Raiders Starter cap.  That month, New Jack City , was released to theaters nationwide, and I had to be there to see it.  The lesson here?  What do you think? 

Content Methodology: A Best Practices Report

connection processes based. Content methodology is a process to continuously improve the effectiveness of a. with strong content processes, measurement tools, and enterprise-wide buy-in. process, bolsters the larger Raymond James brand. processes and. Evaluate existing processes and. processes are needed. Content. Methodology: A Best. Definition II.

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.  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.

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?  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?  What about you? 

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

The CRAP Report

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.  Make sure they touch base with their prospects throughout the lead nurturing process with relevant collateral. Think about your prospects for a minute.  Nobody wants to be prospected to by an order taker. 

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.  If they’re not progressing, find out why. 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. That just sounds lame all around! 

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.  If you’re spending good money (as ANY money is these days) on outsourcing, then in order for you to feel good about it, you’ve actually got to put in some more work.  Now what?  What else do you need?” Spend time with your vendor defining what qualifies an opportunity and what does not. 

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.  If you’re spending good money (as ANY money is these days) on outsourcing, then in order for you to feel good about it, you’ve actually got to put in some more work.  Now what?  What else do you need?” Spend time with your vendor defining what qualifies an opportunity and what does not. 

Evangelizing a Content Marketing Program

efficiencies in the process.” 4. What processes need to be in place with. process, hierarchy, and consistent publishing cadence. It’s something we call the Content Flywheel, the visualization of a process in which key content. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. All rights reserved. Introduction 4 II. Why This Guide 6 III.

Why Process Transformation Fails


Recently I was presenting a Demand Generation Strategy that our team had developed for one of our B2B clients.  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.  Why was change was actually occurring. Without hesitation she said “because it is technology led”.

Content marketing: how process powers success


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. First, I am suggesting that you focus on your content marketing process rather than your content marketing goals , but I’m not suggesting you ignore outcomes. That X, Y, and Z now becomes your process. Well, sort of.

A new process to quantify content marketing success

grow - Practical Marketing Solutions

This represents the most profound competitive issue for any organization today: How do you stand out from this noise and maintain valuable mindshare with your customers? I am proud to announce a new organization and a revolutionary new process to help you cut through this wall of noise … and win. content marketing measurement process. The Process. Traffic? Sales? Traffic?

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. During the sales process your company’s value proposition must be proven.

Staffing and Launching Your Content Marketing Program

butchering it in the process, I’ll just share her recommendation in full: ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY9 Say you’re going to a dinner party full of people you. At Contently, we boil this process down to the. out of the approval process as much as possible by. However, the process doesn’t bog down GE Reports’. All rights reserved. Introduction 3 II.

My online influencer research and engagement process


So, my process is: set up SDL SM2, add all the keywords I have collected through going down a Wikipedia rabbit hole, let it go to parse, search, and churn. The post My online influencer research and engagement process appeared first on Biznology. At least, right now, it’s a one man band. Really big. You just won’t believe how vastly, hugely, mind-bogglingly big it is.

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. As a result, the modern B2B buying process looks less like a linear path from first contact through to sale—it’s more like a spiderweb of social influence and research channels.”

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? If prospects consider online information and opinions from peers as two of the most vital sources of information when starting the buying process, then marketing and sales teams need to leverage their customers to generate social proof for their product.

Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]


He goes on to explain how this approach translates into a more productive process for both buyer and seller. I''ll highlight some of the key points from the webinar here, but trust me, you don''t want to miss the wealth of information he has to share in the full show (below). On January 8, 2015, I had the privilege of hosting Paul Gillin on my PowerViews LIVE show.

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

process of creating advocates — people who have a personal story or expert perspective to share. Bringing process and structure to advocacy programs changes behavior and. processes that win, serve, and retain customers across their lifetime.5 if the customer journey is now. personally rewarding deepens relationships without the manpower that manual processes require.

Marketing lessons from the college admissions process


The youngest starts college in the fall. I’ve gone through the college process twice, and each time I’ve absorbed new lessons about marketing to Millennials in an era of rapid change. And I’m sure many parents are familiar with the process of “How to get the teen to read that email you just sent.” It goes something like this: Send the email. I truly feel for the college marketer.

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. During the sales process your company’s value proposition must be proven.

Feeding Sales Is a Process, Not a Project.

Sales Engine

They realize that engaging with prospects through the internet is a process and not a series of projects—and marketing’s job is to generate leads that create actionable sales intelligence. In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor. The process won’t be the same with the next prospect.

The Time has Come for CMOs to Rethink Their Marketing Organization and Processes

It's All About Revenue

While the title of this post implies an holistic connotation — and while I do believe that CMOs do need to rethink their marketing organizations and processes from an overall perspective, for the sake of this particular post we'll keep it in the context of l everaging new technology and marketing platforms. " Two key areas we focused on were skill sets and talent.

Study: How Much of Your Content Marketing Is Effective?

and look at their thought processes for making content market- ing decisions. Copyright © 2015 Contently. All rights reserved. By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE? Content marketing is having a moment. content.

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. I hear too many manufacturers and industrial companies talking about creating campaigns because they want to pump up their lead generation.

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


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. An effective Demand Process Architecture aligns people, process, content and technology to the Engage, Nurture and Convert sequence of the buyer’s purchase path.

Integrating Social Media Listening Into The Sales Process

Sales Prospecting Perspectives

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. Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823.

The Trade Show Follow Up Process


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

Content Marketing 2016: Staffing, Measurement, and Effectiveness

marketing technology into a seamless process. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II. Methodology III. Key Findings IV. Results and Analysis V. But in 2015, a.

[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? The Outsourcing Process Infographic includes: 4 easy, actionable steps to outsourcing inside sales functions.

Content marketing metrics – process metrics and outcomes metrics


There are two kinds of metrics in content marketing: process metrics and outcomes metrics. Process Metrics. Web traffic is an example of a process metric in that it tracks how our audience is interacting with our content. In addition to website traffic, process metrics include things like. These process metrics are the measurements nearly all of us think of first.

Lead Generation: Streamlining the process for quality over quantity

B2B Lead Generation Blog

According to Debbie, the process in place had been corrupted and broken by a system of incentives to drive lead volume with little check and balance in place for assessing lead quality before the handoff to Sales. Challenge your process. Lead Generation lead gen process lead generation lead quality marketing automation Marketing-Sales alignment quality leads You may also like.

5 Ways to Speed Up Your Content Editorial Process

Modern B2B Marketing

So, use this blog as a guide to speed up your editorial process without compromising the quality of your content. Let’s get into the five ways you can speed up your content editorial process: 1. Whether you’re working with an internal team or external freelancers, it is critical for you to define specific roles for each process and determine who does what. If An infographic.

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. company sales rep, it becomes even more vital that both groups understand the buying process from.

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. About Blogs How to.Tips On Writing Better Writing Great Blog Content blog content blog writing business blogging creative process Writing for the WebYou’re not alone.

The Importance of Processes in Effective Lead-to-Revenue

Great B2B Marketing

Component 3 in our recent eBook The Essential Guide to Building Your Lead-to-Revenue Machine is optimized marketing and sales processes. The post The Importance of Processes in Effective Lead-to-Revenue appeared first on Great B2B Marketing. You […]. Lead-to-Revenue lead-to-revenue Revenue Sales Leads

How Your Brain Processes Logos [Infographic]


whole lot happens in the 400 milliseconds it takes for you to see a logo, process it, and react to it -- and it all has to do with color, shape, meaning, prior experience with the brand, and so on. Take a second to sit back and think about your favorite brand. Perhaps it''s a consumables brand, like Ben & Jerry''s. Now, think about that brand''s logo. branding

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. However, in winning the sale it is important to look beyond the buying decision to see the customer's broader business and procurement goals.

Content Marketing Playbook: Strategy and Roadmap

five-step process. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 3 II. Adopting a Winning Perspective 7 III. Identifying Your Audience 13 IV. Conducting a Gap Analysis 28 VI.

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. In particular, manufacturers are tapping into social conversations as they explore new product ideas in order to learn what consumers are interested in and talking about.