The CRAP Report

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Invest in Your Investment

The CRAP Report

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. . The most successful partnerships I’ve been a part of have been ones where my clients understand that they are going to get out of a campaign that which they put into it.

Invest in Your Investment

The CRAP Report

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. . The most successful partnerships I’ve been a part of have been ones where my clients understand that they are going to get out of a campaign that which they put into it.

The Other Half of an Admin’s Title: Assistant

The CRAP Report

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. . Now my more senior reps know this, but the junior ones don’t understand: admin’s are there, for the most part, to assist.

The Other Half of an Admin’s Title: Assistant

The CRAP Report

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. . Now my more senior reps know this, but the junior ones don’t understand: admin’s are there, for the most part, to assist.

Just a Thought…

The CRAP Report

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. I can see who leaves me a message and who does not. I’m going to listen to the voicemails of people who I know have something important to tell me.

I Don’t Know How You Do It…

The CRAP Report

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. 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.

I Don’t Know How You Do It…

The CRAP Report

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. 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.

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.

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.

Why Blog Now?

The CRAP Report

You know, this is a great question. Why blog now? The InterWeb is flooded with blogs about everything that goes on in Wall Street to the wild cat-herders of the mid-West. I guess the reason for blogging about sales prospecting is because I wanted to share what I’ve found to be some best practices on running a lead generation machine that is made up of, at its base level, people; people who can be really funny in ways that completely throw off the unintentional-comedy scale. .

Why Blog Now?

The CRAP Report

You know, this is a great question. Why blog now? The InterWeb is flooded with blogs about everything that goes on in Wall Street to the wild cat-herders of the mid-West. I guess the reason for blogging about sales prospecting is because I wanted to share what I’ve found to be some best practices on running a lead generation machine that is made up of, at its base level, people; people who can be really funny in ways that completely throw off the unintentional-comedy scale. .

Sales Prospecting Lessons from New Jack City

The CRAP Report

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

Interview with David Meerman Scott

The CRAP Report

A couple of rogue professors started to use the book, and then I started getting emails from these students who, like in 2008 and 2009, who said, “I can’t believe I went through four years of education and I never learned any of this stuff.”

2009 Big List of B2B Marketing and Sales Blogs

Proteus B2B Marketing Blog

With all the micro-blogging, I’ve often wondered whether the number of bloggers who actually create original, substantial content is decreasing. Don’t get me wrong, you can create meaningful thought in 140 characters, but it’s a lot easier to write 140 characters (no matter how well crafted) than it is to consistently create original content for [.].

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

The topic of Quality vs. Quantity in demand gen has been a constant debate.

Why Are Marketing Automation Managers So Hard to Find?

LeadSloth

Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators. But – if you decide to hire a Marketing Automation manager – what should you look for, and where do you find them?

TriComB2B: Smart. Strategic. Technical. - Technically Focused B2B Marketing Agency - formerly TriCom Marketing & Communications

delicious b2bmarketing

more » News / Press Releases TriComB2B Named as 2009 Best Places to Work Winner.

13 Top Books for CMOs - Recommended by The CMO Club

Smashmouth Marketing

Pete Krainik of the CMO Club posted thirteen books that members of the CMO club have recommended. Great list : Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Business Stripped Bare: Adventures of a Global Entrepreneur. Clued In: How to Keep Customers Coming Back Again and Again. Crucial Conversations: Tools for Talking When Stakes are High. Leading Change.

CMO 49

Fire your Director of Social Media!

Buzz Marketing for Technology

At a recent ANA conference I was interviewing Brian Wallace VP of Digital Marketing and Media for RIM when I heard him say “2 years from now- if I still have a Director of Social Media – I should be fired!&# and after thinking about that I can’t help but agree with him.

Inbound Marketing University | inboundmarketing.com

delicious b2bmarketing

Subscribe by RSS InboundMarketing.com Home News Jobs Forums University Search this site: Home Inbound Marketing University Posted May 5th, 2009 by Rick Burnes Register for IMU | Class Schedule | Professors | Student Tools | IMU Badges | Partners | Student Bulletin Board >>Click here to attend this weeks classes! **By June 15-19, 2009: Inbound Marketing University Classes June 22, 2009: Review Session and Certification Exam New feature!

Top 20 CRM Blogs of 2009

B2B Lead Generation Blog

Read Forecasting Clouds' Top 20 CRM Blogs of 2009 Forecasting Clouds ranked the top 20 CRM blogs based on their content, readability and frequency of posting. I'm honored to have been included on the list. As I read over the list of blogs, I discovered some new ones worth reading along with a number of bloggers I already follow. Here's a partial list of the CRM blogs on their list: PGreenblog and CRM: The Conversation – Paul Greenberg. Beagle Consulting Blog – Denis Pombriant.

The Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

Doug Kessler Tuesday, June 9th, 2009 Your prospects are being buffeted by a firehose of information. David Fideler says: June 12, 2009 at 2:00 am This is the single best overview I’ve yet seen on strategic B2B content marketing — and the design is fantastic. HOME | RSS FEEDS | SITEMAP | CLIENT ZONE | CONTACT US Who we are What we do Our clients About Velocity Our blog The B2B Content Marketing Workbook.by

Top 35 Most Useful Twitter Blog Posts of 2009

WindMill Networking

2009 was, without doubt, the year of Twitter. Related posts: Top 25 Most Useful LinkedIn Blog Posts of 2009 As the year comes to a close, it is. Whether it was the massive hacker attacks that created a massive Twitter outage and reminded us of how Twitter has now become an important part of our lives, the interest in both Fortune 500 companies as well as small businesses to utilize Twitter as part of their [.]

7 Reasons Why Marketing Automation Projects Fail

LeadSloth

Needless to say, Marketing Automation software is very popular today. It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee.

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion.

Is social media effective for B2B lead generation?

Sales Lead Insights

I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales.

Rick Short Explains How to Turn Staff Into Prolific Bloggers

delicious b2bmarketing

Posted by Magdalena Georgieva on Mon, Jun 29, 2009 @ 07:40 AM COMMENTS Been searching for an answer.everyone (nearly) agrees that blogs are a great way to bring eyes to your pages. posted on Monday, June 29, 2009 at 10:02 AM by Jack Leblond Jack - thanks for the comment.

5 Things My Father Taught Me About Selling

Smashmouth Marketing

Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me.

Paper 39

5 Steps for Brainstorming Your Marketing Plan

B2B Marketing Traction

Tweet. One of the most fun aspects of marketing planning can be brainstorming. Here are ways to make sure your marketing brainstorming is fun and productive. Invite the right people. Don’t brainstorm in a marketing silo.

Plan 37

Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)

B2B Lead Generation Blog

I was somewhat shocked to find out that my 14-year-old daughter had searched YouTube recently for any mention of her dear old dad. She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale.

Annoucing a new family member

B2B Lead Generation Blog

I seldom write personal posts but I'm making an exception to share my joy. Lydia Faith Carroll was born on 7/8/09. She is 7lbs 6oz and 19 inches long. Mindy and Lydia are doing great! Lydia getting some rest : ). Our first family photo with Lydia. A happy family of five!

what's your marketing approach?

The Effective Marketer

This entry was posted on Wednesday, July 29th, 2009 at 8:29 pm and is filed under Communication , Marketing Management , Marketing Strategy. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking What’s Your Marketing Approach? An interesting post by Steve Johnson talks about marketing not being a list, but rather an approach to solving customers problems and helping buyers to buy.

Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation Blog

Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. In fact, in a recent lead generation poll I conducted through my LinkedIn group, I found that converting leads to pipeline revenue was the biggest challenge for marketers.

B2B Marketing | Business to Business Marketing Information Portal

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B2B Marketing News SMEs flock to BT Tradespace 10 June 2009, 11:30 GMT BT Tradespace has announced 400 per cent year-on-year growth. Edward Appleton 15 June 2009 Alternative marketing goes mainstream Scot McKee 11 June 2009 Dont hurt me Arch.Im

C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

When I was recently at the Sales 2.0 conference, I had several conversations and debates about the value of Face-to-Face meetings versus Con-calls/Web-meetings. Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years.

Take the Poll: Which aspect of the B2B lead generation process frustrates you the most?

B2B Lead Generation Blog

Which aspect of the B2B lead generation process frustrates you the most? Getting a volume of names. Figuring out which names are valuable. Passing leads to sales. Converting leads to pipeline revenue. Closing the loop on every lead. Take the poll here

The Top 3 Priorities for 2010 Marketing Budgets

delicious b2bmarketing

About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Design PR SEO-SEM Social Media Strategy More testchannel AdROCK eBooks Educational Facebook Guest Posts Twitter The Top 3 Priorities for 2010 Marketing Budgets November 2nd, 2009 | By guestblogger By Tom Pick | Online Marketing Executive | KC Associates With a lingering recession, the U.S.

SEM 24