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Know When To Fold ‘Em

The CRAP Report

Employees that we LOVE and could never imagine working without.  Let’s say, too, that you’ve got a BDR who you really enjoy working with; they’re always positive and always contributing to your corporate culture.  Ah yes – you know where that line comes from, don’t you?  Growing up, I can remember listening to it in my parents’ living room, on their 8-track player no less! 

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. 

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? 

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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.”

Content Marketing Playbook: Strategy and Roadmap

back the curtain on the groundbreaking work hap- pening inside a company Thomas Edison founded 130. relaunch while working for Group SJR, a content mar- keting agency. Everywhere I had been working felt like. death—’This magazine is going to close,’ ‘We’re working. that’s proven to work—one we’ve refined after helping. We are still working on freaking really hard.

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? 

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. 

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.

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.

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? 

Staffing and Launching Your Content Marketing Program

success was attributed to work we did months ago. work needed,” he wrote in a blog post. Playbook series—the point where the difficult work. experiences as publishers and the work we’ve done. you excited to come to work every day, pushing you to. We are still working. telling you that certain things work—we want to tell you. actual work.”

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? 

Follow Friday Blog Post

The CRAP Report

The guy is all over the US running SilverPop’s B2B Marketing University.  He’s like the hardest working guy in marketing.  . In response to Chris Brogan ’s tweet and subsequent blog post about turning Twitter’s Follow Friday into a more expanded blog entry, detailing why you think people should follow your recommendations, here’s my entry – The CRAP Report’s #FollowFriday list: .

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!  The theory is, and I believe there’s a lot of truth around it is – you spend the time driving up here, meeting with me, writing up what you hear into a blog post– that’s four hours work.  People were talking about search engine marketing, but that sort of started in the late ‘90s.  You needed a .edu

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. .

Content Marketing 2016: Staffing, Measurement, and Effectiveness

49 percent work across B2B and B2C businesses. their work as average, not very effective, or not. at least 25 full-time employees working on content. However, putting in the work to team up with talented creative. almighty question: Does this strategy actually work? blend of data to get the full picture of what’s working. Copyright © 2015 Contently. little.

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? 

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.

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! 

Content Methodology: A Best Practices Report

This virtuous circle is only possible when the company works to build a culture of. work,” Becker said. “We needed to prove that content can improve marketing’s. culture of content doesn’t emerge overnight, but working to build one across these. Content Methodology: A Best Practices Report A content methodology works in much the same way as a flywheel. Content. In the.

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.

Study: How Much of Your Content Marketing Is Effective?

What’s working—and what’s not—for over. working remotely. to explore what works for their particular audiences. necessarily work with content. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE?

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? 

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."

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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Research shows “be more human” really works

grow - Practical Marketing Solutions

Introduction: In many of my classes and lectures, I pass along advice Dr. Robert Cialdini provided to me when I was working on my Return On Influence   book. But does it work? The post Research shows “be more human” really works appeared first on Schaefer Marketing Solutions: We Help Businesses {grow}. asked him, “In this very noisy world, how do we stand out?”

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

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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Evangelizing a Content Marketing Program

working, and as a result, creating content people. work so you can create better content and con- tinuously build a bigger and better audience. Moye publishers 15 to 20 stories each month through a “virtual news- room,” as most of the team, including Moye, works remotely. doesn’t work in the modern media landscape. All rights reserved. Introduction 4 II. The hotel giant.

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. thought I had thrown away the last six years working as a digital marketer. And, it didn't work. What went wrong?

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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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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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5 Reasons Your Lead Generation Strategy is Not Working

B2B Marketing Insider

The post 5 Reasons Your Lead Generation Strategy is Not Working appeared first on Marketing Insider Group. In business, failure is always an option. This is especially true in B2B businesses that require a steady flow of leads to stay healthy. So it serves marketers well to know the ins and outs of lead management both for better and for worse. Content Marketing

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."

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.