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

The CRAP Report

This type of person is the type who stays past 5:00pm, when everyone else is gone, and dials until there’s no one left to call, and then starts all over again the next day, before anyone else gets to work. We all know people like this, and we’ve all worked with people like this. That, in case you weren’t aware, sums up Steve Spielberg’s The Goonies. Thanks!

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

The CRAP Report

What I’m getting at is, in order to get more out of your teleprospecting team, you need to find (if you haven’t already) your product’s “must-have&# quality, the reason why it’s going to change the way your target audience is going to do their work on a daily basis. One of the cast members that always had me laughing was Mike Meyers. What about you?

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. Where were you in March of 1991? . I was getting ready to graduate high school in a few months. The lesson here?

Sales Managers, and Why Yours May Need to Move On

The CRAP Report

She was a better sales rep – Most of the time, people actually get promoted because of the hard work that they do. If you’ve got an individual like this working with you or for you, I think it’s time they move on. During their meeting, Tom’s not doing that great of a job selling himself and what he does at Initech, and his frustration gets the best of him.

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. get granular with marketing tactics and messages, and plan tactics based on what is likely to work in the. B2B Marketing. know which half."

Interview with David Meerman Scott

The CRAP Report

The company that I was working for, Thompson, fired me in 2002, and I’m like, “Damn it! This stuff works and I’m going to prove it.” I started working with a couple of clients to implement the ideas, and they worked really well, so I started to write about it. I’ve found that with my own work. I like that. . We had great websites built on content. My iPhone?

Point – Counterpoint: Using Calendar Invites for Lead Gen

The CRAP Report

I love it because I’ve seen it work for my clients. BDR’s need to take every advantage they can to ensure that their reps are the first ones in the door, and sometimes those methods make people uneasy; those methods, however, are no less effective (especially if they work). It might not be pretty, but it works. Mike’s article, entitled Appointment Setting: Was I Duped?

You Can’t Expect to Hear “No”

The CRAP Report

He said that his territory had recently changed, and that he was really excited to be working one-on-one with his BDR. I asked him what was one of the more challenging aspects of working with BDR’s in general, and for him, he said that it’s helping BDR’s out of a rut. Did you ever have a Magic 8-Ball ? You remember that, right? So what does this all have to do with teleprospecting?

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

The CRAP Report

Try telling someone that’s what you do when they ask, “so, what do you do for work?” They need to be creative not only in terms of working their verbal mojo, but for using their Sales 2.0 They need to be creative here because there will come that time when none of these tools works for them, and the account their calling on is a must have for you or for your client’s organization.

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. get granular with marketing tactics and messages, and plan tactics based on what is likely to work in the. B2B Marketing. know which half."

Hiring for Sales and Teleprospecting

The CRAP Report

Dave was asked why, if his process worked so well, were more people not using it. 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. Photo courtesy of LisaDeeRN via Flickr.

Keep Your Teleprospectors from Becoming LOST

The CRAP Report

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? If you’re like me and my friends, you were pretty hyped up for last night’s season premiere of LOST. Ensure they know who they’re calling. Know when to call your prospects. What do you think?

Round Two…

The CRAP Report

Nice work guys! 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 ). The Funnelholic certainly more than gets by with a little help from his friends, adding words like “Return on Contribution” and “Buyer Engagement.” . My favorite: . I feel like a Kentucky Fried idiot.” — Rocky Balboa (@TLOTL). You can check out The Marketing Hipster Dictionary, Part II here.

How Do You Maintain a High Performing Teleprospector?

The CRAP Report

If you manage a team of teleprospectors who work on various campaigns for different solutions, you may want to put the high performing BDR on the struggling project. Now, I’m not really much of a racing fan, car, horse or otherwise. What I do know about the sport of racing, however, is that whatever method you choose to use to race, you’d better make sure that it’s in top shape. It always amazes me, whenever I do catch an auto racing event on TV, is how fast the pit crews are when a car comes in. Even for a flat tire, they’re so fast at changing them! They have to be though, right?

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. get granular with marketing tactics and messages, and plan tactics based on what is likely to work in the. B2B Marketing. know which half."

Teleprospecting Lessons from Guns N’ Roses

The CRAP Report

Nobody wants to work with a sales rep or a BDR with an appetite for niceness. Sweet Child O’ Mine – Your sales qualified leads are precious, akin to the child of all of the hard work that your BDR’s put in. 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

They’re taking what works and what doesn’t and amalgamating them into one really successful teleprospecting script. It worked. 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? That is a skill that BDR’s need.

So You’ve Got Your Own Teleprospecting Team

The CRAP Report

By determining who you should have working with you besides your BDR’s, you’ll be able to spend more time focused on managing your BDR’s rather than having to be sidetracked by all of those other issues that come up. 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. Congrats! Can you do all of this yourself?

Before You Build an In-House Teleprospecting Team

The CRAP Report

If you’ve never spent time qualifying a prospect and expect to lead people who are going to do that for you, you really have your work cut out for you. If you’ve never worked IN business development from a teleprospecting perspective, then how do you know what metrics are the most important? So you’re thinking about building an in-house teleprospecting team, huh? I mean, someone has to follow up on all of those inbound leads you’re getting, right? Maybe you’re hosting webinars and need those attendees followed up on, right? You could give them to your sales guys, no doubt. A lot.

Invest in Your Investment

The CRAP Report

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. Having someone else find qualified sales opportunities for you doesn’t work if you don’t do some grunt work on the front end. So you’ve gone ahead and spent money outsourcing your sales opportunity generation process. Now what? Speaking from experience, the one thing that I would tell each and every future customer is this: invest in your investment. . What else do you need?” Value is what you get.”

Invest in Your Investment

The CRAP Report

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. Having someone else find qualified sales opportunities for you doesn’t work if you don’t do some grunt work on the front end. So you’ve gone ahead and spent money outsourcing your sales opportunity generation process. Now what? Speaking from experience, the one thing that I would tell each and every future customer is this: invest in your investment. . What else do you need?” Value is what you get.”

I Don’t Know How You Do It…

The CRAP Report

Now I understand, those names you got from “Software-Tech Mega Expo ‘05” were hot then, but I’d bet that more than 75% of those people are no longer working for the company you think they are. Hell, I bet many of them aren’t even working , period. 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. If you’re sure you’ve found them, more power to you. Posted in B2B Marketing, Sales Prospecting.

I Don’t Know How You Do It…

The CRAP Report

Now I understand, those names you got from “Software-Tech Mega Expo ‘05” were hot then, but I’d bet that more than 75% of those people are no longer working for the company you think they are. Hell, I bet many of them aren’t even working , period. 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. If you’re sure you’ve found them, more power to you. Posted in B2B Marketing, Sales Prospecting.

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

The CRAP Report

Every day we hear people tell us that they’re not interested, or that we have some nerve bothering them at work, or that they just flat out hang up on us. They’ll work around a prospect who tells them they’re not interested in their software and find someone in the organization who is. In an effort to bring you what I believe are the Top 100 Qualities of a Great Teleprospecting Rep, I’ll be doing so in random order, starting today with #63. He’s confident, he’s determined, and he’s tenacious. If they’re not, you’re going to lose a lot more than that loving feeling ….

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

The CRAP Report

Every day we hear people tell us that they’re not interested, or that we have some nerve bothering them at work, or that they just flat out hang up on us. They’ll work around a prospect who tells them they’re not interested in their software and find someone in the organization who is. In an effort to bring you what I believe are the Top 100 Qualities of a Great Teleprospecting Rep, I’ll be doing so in random order, starting today with #63. He’s confident, he’s determined, and he’s tenacious. If they’re not, you’re going to lose a lot more than that loving feeling ….

Proper Preparation Precedes Proper Performance

The CRAP Report

I once worked with a customer who told me that the easiest way to describe his offering was to tell me that they provided 90% of the functionality that a competitor (who’s name rhymes with “ Bicrosoft ”!) offers at twice the price, and then asked me to find him quality sales opportunities. . Let that sink in for a minute. . Okay, now that you’re head’s stopped spinning, let’s analyze what you’ve just read. 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.

Proper Preparation Precedes Proper Performance

The CRAP Report

I once worked with a customer who told me that the easiest way to describe his offering was to tell me that they provided 90% of the functionality that a competitor (who’s name rhymes with “ Bicrosoft ”!) offers at twice the price, and then asked me to find him quality sales opportunities. . Let that sink in for a minute. . Okay, now that you’re head’s stopped spinning, let’s analyze what you’ve just read. 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.

Does Native Advertising Work?

Content Standard

For those who are unfamiliar, let me explain: imagine your team is working with a journalist to create your next native ad. Because you lack total creative control over the piece, the journalist you were working with crafted the article with an example that doesn’t quite fit the story your brand is trying to tell. The post Does Native Advertising Work? Going Native.

How to Make Remote Work Actually Work

Hubspot

One of my favorite things about working remotely -- which I do a few times a month -- is the freedom to get comfortable. When I work from home, I'm usually find myself in one of three positions: sitting up at the table, laying down with my laptop, or buried in a pillow avalanche on my couch. Why is remote work becoming such a big deal? How to Make Remote Work Work.

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How to reach your customers at work or at home

Biznology

On the flip side, consumer marketers can use the capability to broaden the profile of their targets—where they work, their titles, schools attended, past employers, their LinkedIn URL, and maybe even their business email address—all kinds of data points that provide additional insight and access. Offer business people consumer products based on their work status. Like this post?

Work 78

Infographic: 12 Phrases You Should Never Say at Work

Contently

A new infographic about work from Headway Capital lists 12 common statements that you should never say at the office. And if you have other suggestions for what not to say at work, please let us know on Twitter @contently.). The post Infographic: 12 Phrases You Should Never Say at Work appeared first on The Content Strategist. Voices Infographic language work

Work 38

Getting Big Data to Actually Work

Buzz Marketing for Technology

Most marketers I talk with today say they are drowning in data. But in reality data they really want sits in disparate systems throughout the organization. Or if their company has invested big money in a traditional data warehouse, the results have fallen short of expectations. This is not just my opinion. And only a small percentage reported effective data management practices.

Work 93

Crafting content that works

Biznology

For too many marketers, content marketing doesn’t work. Here’s a guide to crafting content that really does work. If you can weave a narrative through the individual items you publish and through your work as a whole, you’ll grab your audience’s attention in a way few other approaches can match. The post Crafting content that works appeared first on Biznology. It should.

Work 80

Does Paid Social Media Work?

It's All About Revenue

Wondering what works for other businesses? It's Friday Five time and this week's topic is Social Media. New Research Reveals Paid Social Media Effectiveness. Do you know where to spend your social media marketing dollars? In this article you’ll discover recent insights on the effectiveness of paid social media marketing. Read the full story on Social Media Examiner.

Work 96

How Experiential Marketing Works: 7 Enlightening Tips

Hubspot

It can work on a number of different levels. We’ll talk more about partnering with other brands in a bit, but working with other businesses on these initiatives can benefit everyone involved, especially if it enhances the experience and helps you both reach previously untapped audiences. What makes a good story? Is it the happy ending? It's the who, what, where, when, and how.

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Why working in marketing makes you bitchy

grow - Practical Marketing Solutions

Part of this irritability may stem from the copious amounts of BS shoveled at us each day, but a new “ State of Marketing Work ” report from Workfront points to some other factors. In fact, reading this report, it’s hard to believe you might work in marketing and NOT be kind of a b h. Some of the highlights of the findings include: Marketers now work 45.9 When asked what gets in the way of work the most, marketers say wasteful meetings (62%) and excessive oversight (51%) are the biggest offenders. Work spaces where people are shoulder to shoulder.

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When all the hard work on social media … just doesn’t work

grow - Practical Marketing Solutions

Nobody has worked harder to build a digital consulting business than Ray. And, it didn’t work. The following post is about the choice I made to leave my company, NewRayCom to work in a Call Center. When social media doesn’t work. Ray working at a Call Center? . I thought I had thrown away the last six years working as a digital marketer. Crazy?

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How Google Works [Infographic]

Hubspot

So how does Google actually work? Ever wonder how Google manages to serve you just the content you''re looking for? You put in a few words, and within a few microseconds, you''ve got pages and pages of results ready to address your query. It''s so fast, so accurate, and so comprehensive, it almost seems like magic. Almost. Check it out below: SEO Daily Weekly

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Proof that Account-based Marketing Works

ViewPoint

One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works. When sales and marketing work together to drive revenue (and that takes process for sure) everybody benefits—the prospect/client, the team members, and the organization as a whole. Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you. More Leads.