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Know When To Fold ‘Em

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Then, something happens, and all of sudden you’re like, “why have I been holding on to this person for so long?”  If you’re partnering with an organization to provide you with sales qualified opportunities or maybe you’re managing a team of teleprospectors yourself, but regardless of which, there’s going to come a time when you need to let go of one of your BDR’s.  We’ve all had them, right? 

Sales Managers, and Why Yours May Need to Move On

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Managers are a special breed of people – and sales managers?  Chances are, you know when you’ve got a great sales managers – for the most part, no complaints from anyone except the poor performers.  He demands, not directs – If you’ve got a sales manager who is demanding, rather than directing, they may need to move on.  Can they get the job done? 

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

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MacGyver , played by Richard Dean Anderson , had a great number of skills that really do not pertain to sales prospecting and B2B lead generation; most notably, the guy was a physicist and chemist.  Not necessarily skill sets that make one a fantastic qualifier of potential sales opportunities.  Tags: B2B Marketing Lead Generation Tele-prospecting B2B Prospecting cold calling Sales Prospecting Telemarketing teleprospecting teleprospecting qualities Actually, the real answer is a flame thrower if you’re in the hands of one Angus MacGyver – yes, THE MacGyver. 

B2B 12

Before You Build an In-House Teleprospecting Team

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You could give them to your sales guys, no doubt. Trish Bertuzzi , President and Chief Strategist over at the inside sales consulting firm, The Bridge Group, blogged about this with some help from Kirko Papjanis over at her blog, Inside Sales Experts Blog, where Kirko urges folks to put their sales reps in front of prospects sooner. While I agree with him, it’s been my experience that not all sales reps are willing to be put in front of prospects without having them fully qualified, nor are they as effective. It all depends on what your background is.

B2B 8

Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

Hiring for Sales and Teleprospecting

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I read a blog today from the inside sales consulting firm The Bridge Group’s Patrice Murray.  Patrice highlighted a post from Dave Kurlan ’s blog , where basically Dave shared a story of a time where he was giving a presentation on a Sales Hiring Webinar.  Dave was asked why, if his process worked so well, were more people not using it.  Photo courtesy of LisaDeeRN  via Flickr.

Thoughts on the Death of Cold Calling

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Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting cold calling Telemarketing teleprospecting

Point – Counterpoint: Using Calendar Invites for Lead Gen

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If you’ve got a teleprospecting team, or maybe you’ve partnered with one to supply with you sales qualified leads, you know that finding those sales ready opportunities is not easy.  Tags: Lead Generation Point - Counterpoint Sales Prospecting Tele-prospecting B2B Prospecting teleprospecting Mike’s article, entitled Appointment Setting: Was I Duped?

How Do You Maintain a High Performing Teleprospector?

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Your sales machine is typically the money maker of your organization, and the “pit-crew” of your sales machine are the folks who are fully qualifying leads for them.  If you want to keep that crew at a level of high performance, how do you go about doing that? If you’ve got your own in-house teleprospecting team, or maybe you’re partnering with a vendor to supply you with sales qualified leads, this question has to be answered.  Maybe you’ve got a project that’s only yielding five or six sales qualified opportunities per month.  Inspire them consistently.

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.

No Time Today…

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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.  Tags: B2B Marketing Lead Generation B2B Prospecting Marketing Sales Hey everybody! Been real busy today, so unfortunately I have nothing original to share with you. . Do not fret, though! . Craig Rosenberg, marketing and  lead generation expert also known as the Funnelholic, has come to the rescue!  What a great idea!  Great job, Craig!

Sales Prospecting Lessons from New Jack City

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Granted, the fashions have changed drastically, but I was able to pull out some sales prospecting lessons from it.  Additionally, in that same report, Trish shares that Training falls to sixth (from fourth in 2009) in terms of top challenges that face Inside Sales leaders face. Make sure that there are open lines of communication between both inside sales and marketing.

Greasing Marketing and Sales

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HubSpot’s blog featured a guest entry yesterday from Sales 2.0 CEO Nigel Edelshain, entitled “ What the Heck is Sales 2.0 (& Why Should I Care)? ”  Nigel, as I found out in the article, is the man who coined the term “Sales 2.0:”. Sales 2.0 is about sales people using Web 2.0 In the entry, Nigel goes on to make the analogy that inbound marketing and Sales 2.0

Top 100 Qualities of a Great Teleprospecting Rep – #36: Determined

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They do what they need to do to ensure that they’re reps are being fed with great potential sales opportunities or great first appointments, regardless of the lists that they’ve been giving.  Their using the Sales 2.0 They’re determined to make their clients, whether that client is your sales team or you are the client, beyond thrilled.  The data is old. 

Content Marketing 2016: Staffing, Measurement, and Effectiveness

percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.

Teleprospecting Teams – 3 Ways to Get What You Need From Them

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Sales closes the business, but it’s the appointment setting team, the teleprospecting team, the BDR’s who are making the calls to put sales in front of the prospects who are (hopefully) going to buy.  Implementing some type of feedback system from SQL’s passed to sales has got to be a priorty.  What do we need inside teams for?  What about you? 

Follow Friday Blog Post, Take Two

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keenan – Jim Keenan, VP of Sales Strategy at 2Wire. Jim always offers great sales advice, and does so with a personal touch through his blog, A Sales Guy. Jim tweets about sales issues, sales management issues, and sales processes. paulcastain – Paul Castain is the VP of Sales Development for Consolidated Graphics. Inbound marketing.

Follow Friday Blog Post

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gerhard20 – Gerhard Gschwandtner shares great info on Sales topics, from his recent posts about using his iPad for business to Sales 2.0 FearlessSelling – Kelley Robertson , Sales trainer, is always offering ways to be a better sales rep.  . ardath421 – Ardath Albee, B2B marketing strategist and author of the book eMarketing Strategies for the Complex Sale

Selling Must Be About Buyers

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The post, entitled What’s the Cost When Sales Tries to Do it All? , was found on the Customer Collective website, and in it, Ardath shared some of her thoughts on CSO Insights’ new 2010 Sales Effectiveness Study.  For marketing, for sales and for customer retention. Tags: B2B Marketing Lead Generation Sales Prospecting B2B Prospecting Sales

Definitive Guide to Planning a New Content Initiative

just seeding a piece of fluff to appease our sales team? Engage your sales and/or support teams to get a pulse on. The overall marketing goal is clearly to drive online video sales. increased leads and sales in the long run. sales/support discussions, and regular conversations with customers, your content focus. Why not get your sales and support. target.

How Often do You Rewrite Your Story?

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Steve Richard, co-founder for sales training organization Vorsight, wrote a guest blog article yesterday for sales strategist Chad Levitt’s  New Sales Economy  Blog. The article, entitled “ 11 Sales Tips for Cold Calling and Prospecting ,&# offered some good insight into making the most out of each and every attempt to get in touch with your potential buyers.

Interview with David Meerman Scott

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One philosophy is that you want to try to generate leads, sales leads, and I think that’s a fine way to do business, particularly if you have a sales force.  HubSpot has a sales force.  HubSpot is doing direct sales.  Tags: Blogging Marketing Interview Sales People were talking about search engine marketing, but that sort of started in the late ‘90s. 

Management Motivation from Jay-Z

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Can a song have those?  I’m not sure, but if it can, this one has them.  If you have a team of teleprospectors or you’re partnering with someone to provide you with sales qualified leads, you need to make sure they’re being managed by someone who has vision and knows HOW to manage.  Tags: Coaching Managers Sales Training Where do you get inspiration from?  For me, I listen to music. 

You Can’t Expect to Hear “No”

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That got me thinking about the whole self-fulfilling prophecy thing I mentioned above.  I remember being on the phones and trying to find sales ready opportunities, and if I had a run of a few bad days, it was hard to not think that I couldn’t get over it.  I kept expecting prospects to say, “not interested,” to me, and I was expecting them to hang up on me or never get back to me. 

Study: How Much of Your Content Marketing Is Effective?

for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers.

Top 100 Qualities of a Great Teleprospecting Rep – #91: Creative Thinking

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Your BDR’s need to be creative because they ARE making, for the majority of their day, phone calls.   Let’s be honest with each other here, although their jobs are very important, qualifying sales opportunities for your sales team, their job is not glamorous.  They need to be creative not only in terms of working their verbal mojo, but for using their Sales 2.0 You know what? 

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.

Round Two…

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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). Tags: B2B Marketing Lead Generation Marketing Sales strategy On Tuesday I shared with you a link to lead generation expert The Funnelholic’s The Marketing Hipster Dictionary, Part I.  The Funnelholic certainly more than gets by with a little help from his friends, adding words like “Return on Contribution” and “Buyer Engagement.” .

Teleprospecting Lessons from Guns N’ Roses

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You need to have an appetite for destruction if you’re going to be in sales, and teleprospecting is no different.  Nobody wants to work with a sales rep or a BDR with an appetite for niceness.  Teleprospecting is about crushing your numbers, crushing your client’s (or in-house sales team’s) expectations of your estimated production.  If you don’t have that, what are you doing in the industry in the first place?  You’ve got all different animals to meet, from BDR’s to prospects and from your sales managers to your vendor’s.  That just sounds lame all around! 

Staffing and Launching Your Content Marketing Program

before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.

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

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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.  When your teleprospectors can share with your prospects how your organization has alleviated real pains for folks in the same situation as them, turning them into a sales qualified lead is not far behind.

Proper Preparation Precedes Proper Performance

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offers at twice the price, and then asked me to find him quality sales opportunities. . If you’re ready to partner with an organization to develop and nurture a pipeline of quality sales opportunities for you, you have to make sure you’ve got all of your ducks in a row.  This client obviously needed some help shaping their value proposition before even thinking about how they were going to bring in new sales leads.  Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Let that sink in for a minute. . Don’t believe me? 

Proper Preparation Precedes Proper Performance

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offers at twice the price, and then asked me to find him quality sales opportunities. . If you’re ready to partner with an organization to develop and nurture a pipeline of quality sales opportunities for you, you have to make sure you’ve got all of your ducks in a row.  This client obviously needed some help shaping their value proposition before even thinking about how they were going to bring in new sales leads.  Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Let that sink in for a minute. . Don’t believe me? 

Just a Thought…

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Let’s face it, you know who does and who does not have something important to tell you.  It’s the same way with sales op’s development.  If you don’t have anything important to say on a voicemail other than, “Hey, it’s me…checking up on you…again,” then don’t expect to be called back.  C’mon!  Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: B2B Prospecting, Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting You’re better than that!  Give your prospect a reason to call you back. 

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Just a Thought…

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Let’s face it, you know who does and who does not have something important to tell you.  It’s the same way with sales op’s development.  If you don’t have anything important to say on a voicemail other than, “Hey, it’s me…checking up on you…again,” then don’t expect to be called back.  C’mon!  Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: B2B Prospecting, Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting You’re better than that!  Give your prospect a reason to call you back.