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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

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? 

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.  In this case, you’ve promoted your top rep because they’ve deserved it.  Tom’s a little nervous to meet with them, as the precedent’s been set that if you don’t really give them a reason to keep you, the Bob’s suggest you leave. 

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."

Point – Counterpoint: Using Calendar Invites for Lead Gen

The CRAP Report

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).  He sends one of yours to the hospital, you send one of his to the morgue.”  It might not be pretty, but it works. really struck a chord with me. 

You Can’t Expect to Hear “No”

The CRAP Report

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?  They said “no” and hung up on me more often.  But was it because I was expecting them to?  I think so.  . Focusing on what has already happened does no good. .

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

The CRAP Report

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.  You’d have to get pretty creative, right?  THAT’S creative thinking.  You know what? 

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.

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."

Keep Your Teleprospectors from Becoming LOST

The CRAP Report

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. 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: . You can check out The Marketing Hipster Dictionary, Part II  here.

How Do You Maintain a High Performing Teleprospector?

The CRAP Report

This can look like different things to different folks.  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.  Inspire them consistently.

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.  guess for starters, let’s take a look at the title of the album.  You need to have an appetite for destruction if you’re going to be in sales, and teleprospecting is no different.  That just sounds lame all around!  Okay, well here we go, each title of a song and some advice on how the title relates to teleprospecting: Welcome To the Jungle – Great way to kick this off! 

B2B 2

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. Now, although someone else may have come up with this idea, this particular BDR was the first to do it in his group.  He had gotten tired of never hearing back from prospects that he was emailing, so he decided to take a bold step and send out an Outlook invitation for five minutes to talk about his product.  It worked.  He got more prospects to respond than he ever had.  You remember him, right?  Now, the fact that the guy was inventive? 

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."

So You’ve Got Your Own Teleprospecting Team

The CRAP Report

Absolutely.  I’m not so sure you should be, though.  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. 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?  So, let’s say that you’ve got yourself your own teleprospecting team – now what?  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. I’m not saying that you need to be some sort of a cold calling guru, but you need to have actually done the job you’re putting a team together to do. 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? You could give them to your sales guys, no doubt. Earn your keep.”

Invest in Your Investment

The CRAP Report

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.  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?  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

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.  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?  What else do you need?” Spend time with your vendor defining what qualifies an opportunity and what does not. 

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. 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. 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. Tenacity in teleprospecting really does mean that you don’t take “no” for an answer. 

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. Tenacity in teleprospecting really does mean that you don’t take “no” for an answer. 

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. . 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.  Don’t believe me? 

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. . 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.  Don’t believe me? 

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?

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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.

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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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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.

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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.

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10 Examples of Facebook Ads That Actually Work (And Why)

Hubspot

Sure, you can throw money at your efforts to drive people to your Facebook Page and send them to your website, but that only works if you're smart about it. Check out this example from Key Jewlers below: Why this works: It's visual. Here's an example of a photo ad from NatureBox: Why this works: It's visual. Why this works: It's visual. The lesson for Facebook marketers?

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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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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10 Marketing Reports Everyone Working Online Should Read

ScribbleLive

Through testing different approaches, marketers can get a sense of what works best for their demographics. Because there is often a lot of content created off the heals of these trends, it can be difficult to get the full scope of what actually works. Companies and organizations work every year to bring a bit more clarity to the field by diving deep and asking the bigger questions.

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Infographic of the Week: Social Networking at Work

Ad Your Comment Here

Simply Zesty brings us some interesting visuals on how social media is seen at work (in the UK…but let’s be honest, it’s probably similar in the US!). Infographics infographic social networking at workA new set of stats show that two out of every three people agree that social media should be banned in the workplace.

How Account Based Advertising Really Works

Digital B2B Marketing

Or to put it a little bit differently, how do all of these companies most of us have never heard of know where we all work? Think of it like a billboard outside an office: nearly anyone working in that location has the potential to see it. But people who travel, work from home or have their nose in their mobile likely won’t. IP Targeting. Onboarding Offline Databases.

Trade Shows Can Work!-new idea!

Your Sales Management Guru

Trade Shows Can Work-new idea ! NOTE: Several weeks ago I wrote a blog on “ Why Trade Shows Don’t Work” , shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work!  I asked Todd to write a blog regarding how he works with organizations in a very unique manner using podcasts.  The blog below is Todd’s.  I hope you enjoy!  Shame.

56 Reasons Why Content Marketing Works

B2B Marketing Insider

56 Reasons Why Content Marketing Works: 2014 Edition from NewsCred. Marketers work in very small teams: 81% of all content teams contain fewer than six people. The post 56 Reasons Why Content Marketing Works appeared first on B2B Marketing Insider. By NewsCred Social Media Strategist Alexa Biale ( @ Alexa_Biale ). We believe three things absolutely: 1. Where Are We Coming From?

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6 Reasons Inside Sales Reps Should Start Exercising Before Work

Sales Prospecting Perspectives

I know a lot of people who go to the gym regularly after work, and I myself have always followed that familiar routine. It wasn’t until I started reading over all the benefits from exercising before work and talked to friends who were doing it that I decided to give it a fair shake. So why make the move and exercise before you go to work? You gain more personal time after work.

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