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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. 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. The lesson here?

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

A Sale on Every Call

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I liked the article a lot, and loved the comments from Sales 2.0 big dog Nigel Edelshain, inside sales expert Trish Bertuzzi, and cold calling authority Steve Richard. I watch it, and there’s something that Ben Affleck, who’s playing the sales trainer in the movie, says to his new recruits that just really moved me. He closes with this: “A sale is made on every call you make.

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.

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.

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

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Inside sales teams, appointment setting teams, lead generators, whatever it is you call them in your organization, are at the mercy of your database, at least in terms of increased time-to-lead. I guess I would ask you why we don’t just have sales reps do that then? Implementing some type of feedback system from SQL’s passed to sales has got to be a priorty.

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 Seriously.

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.

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. I think for most organizations it’s a combination of some form of paid advertising, media relations (working with editors and reporters), and some form of direct sales. I like that. .

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?

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.

Management Motivation from Jay-Z

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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. The job of making phone calls and qualifying sales ready leads is not glamorous, but it is no less important. Tags: Coaching Managers Sales Training Check it out: . .

You Can’t Expect to Hear “No”

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I had lunch with a friend of mine who’s a sales rep, and we were talking on the way back about the teleprospectors that provide him with sales qualified leads. 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. Did you ever have a Magic 8-Ball ? I think so.

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

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If you’ve partnered with an organization to provide you with qualified B2B sales opportunities, or maybe you run one inside of your company, you want your BDR’s to be creative. 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. You’d have to get pretty creative, right?

Keep Your Teleprospectors from Becoming LOST

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As I was discussing last night’s two-hour opening with some of the BDR’s at work today, it got me thinking – how can you keep your teleprospectors from becoming “lost” on their sales prospecting calls? Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting Coaching strategy Telemarketing teleprospecting Ensure they know who they’re calling. Okay – big red flag here!

Know When To Fold ‘Em

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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. Maybe in the past you could get 10 to 15 fully qualified sales opportunities out of them, and now you’re lucky to get five or six.

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. A lot.

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 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. Today, he posted part two with some help of folks like The Lord of The Leads Tom Scearce (on Twitter @TLOTL ) and Chris Jablonski (on Twitter @cjablonski ). My favorite: . Nice work guys!

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’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. The way I see it, there are a few ways to help ensure that the folks who are great at qualifying sales opportunities for you to stick around longer: . Now, I’m not really much of a racing fan, car, horse or otherwise.

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!

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. You’ve got all different animals to meet, from BDR’s to prospects and from your sales managers to your vendor’s. Don’t let your BDR’s get down on themselves for a dry spell – sales machines stop for no one, your BDR’s included.

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. 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.

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. If you’ve got an in-house teleprospecting team or maybe you’ve partnered with a vendor to supply you with sales qualified leads, you’ve got to remember that at some point, “new messaging” becomes “old messaging.” You remember him, right? Now, the fact that the guy was inventive?

So You’ve Got Your Own Teleprospecting Team

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I’m talking about knowing how to keep them maintained as a well oiled sales opportunity qualifying machine. Why is it that your BDR’s get off a call and feel like they’ve got a great opportunity but your sales rep says the lead sucked? Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting Managers strategy Team Building teleprospecting Training Today I was thinking – what if someone had all of those things covered? What if someone decided to build their own team and had been an experienced, successful teleprospector? Congrats! Absolutely.

Proper Preparation Precedes Proper Performance

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offers at twice the price, and then asked me to find him quality sales opportunities. . 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. 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. Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Let that sink in for a minute. .

Proper Preparation Precedes Proper Performance

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offers at twice the price, and then asked me to find him quality sales opportunities. . 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. 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. Posted in B2B Marketing, Messaging, Sales Prospecting Tagged: customer story, Messaging. Let that sink in for a minute. .

Just a Thought…

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It’s the same way with sales op’s development. Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: B2B Prospecting, Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting If you never leave voicemails for the prospects you’re trying to sell to, how are they going to know that you’re trying to sell to them? And if the voicemails that you do leave offer no compelling reason to call you back, what good are they? . I think about the voicemails that I get on my cell phone. C’mon! You’re better than that!

Just a Thought…

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It’s the same way with sales op’s development. Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: B2B Prospecting, Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting If you never leave voicemails for the prospects you’re trying to sell to, how are they going to know that you’re trying to sell to them? And if the voicemails that you do leave offer no compelling reason to call you back, what good are they? . I think about the voicemails that I get on my cell phone. C’mon! You’re better than that!

Invest in Your Investment

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So you’ve gone ahead and spent money outsourcing your sales opportunity generation process. They understand that my team needs to see a high level overview or sales presentation of the products that they’re calling on because it makes them more effective on the phone, and they do it. Having someone else find qualified sales opportunities for you doesn’t work if you don’t do some grunt work on the front end. You’ve paid for someone to generate qualified sales opportunities. Posted in Lead Generation, Sales Prospecting Tagged: customer story. Now what?

Invest in Your Investment

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So you’ve gone ahead and spent money outsourcing your sales opportunity generation process. They understand that my team needs to see a high level overview or sales presentation of the products that they’re calling on because it makes them more effective on the phone, and they do it. Having someone else find qualified sales opportunities for you doesn’t work if you don’t do some grunt work on the front end. You’ve paid for someone to generate qualified sales opportunities. Posted in Lead Generation, Sales Prospecting Tagged: customer story. Now what?

The Other Half of an Admin’s Title: Assistant

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Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting I’ve often sat in and listened to my reps making calls, and invariably, they always wind up speaking with administrative assistants. I’m amazed at how frustrated rep’s can get because the administrative assistant on the other line is not helping them. I’m amazed because the rep has not treated the admin like a person, but rather as an obstacle to get around. . They have to, it’s in their title!

The Other Half of an Admin’s Title: Assistant

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Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: Sales Prospecting. Tags: Lead Generation Sales Prospecting Tele-prospecting I’ve often sat in and listened to my reps making calls, and invariably, they always wind up speaking with administrative assistants. I’m amazed at how frustrated rep’s can get because the administrative assistant on the other line is not helping them. I’m amazed because the rep has not treated the admin like a person, but rather as an obstacle to get around. . They have to, it’s in their title!

I Don’t Know How You Do It…

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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. Having a targeted list is going to be the difference between a database full of sales qualified leads and a bunch of names who are no longer working for companies that no longer exist. Posted in B2B Marketing, Sales Prospecting. Tags: B2B Marketing Sales Prospecting Hell, I bet many of them aren’t even working , period. If you’re sure you’ve found them, more power to you.

I Don’t Know How You Do It…

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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. Having a targeted list is going to be the difference between a database full of sales qualified leads and a bunch of names who are no longer working for companies that no longer exist. Posted in B2B Marketing, Sales Prospecting. Tags: B2B Marketing Sales Prospecting Hell, I bet many of them aren’t even working , period. If you’re sure you’ve found them, more power to you.

Top 100 Qualities of a Great Teleprospecting Rep – #63: Tenacity

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Nobody is making more calls, nobody is having more meaningful conversations, and nobody but nobody is passing more qualified sales opportunities. . If you want your TPR’s to be the best of the best, to be the Top Gun candidates of sales opportunity generation, they’ve got to be tenacious. Posted in Lead Generation, Sales Prospecting, Tele-prospecting Tagged: teleprospecting qualities. Tags: Lead Generation Sales Prospecting Tele-prospecting teleprospecting qualities He’s confident, he’s determined, and he’s tenacious.