The CRAP Report

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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.

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.

MQL 2

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.

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.

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. B2B Marketing.

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.

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).

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.

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

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. B2B Marketing.

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.

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?

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: .

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.

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. B2B Marketing.

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.

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.

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.

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?

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?

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?

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.

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.

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.

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.

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.

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.

Work 53

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. The post Does Native Advertising Work? “Look, you’re going to love this piece! No more smashing your customers in the face with ad hammers.

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.

Work 78

How co-working spaces are revolutionizing the workplace

Biznology

Recently, however, companies are slowly adopting a more open and collaborative work environment through co-working spaces. Studies have shown that co-working spaces allow employees to thrive far more than traditional offices, as per Harvard Business Review.

Work 23

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.

Work 93

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.). Voices Infographic language work

Work 38

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. The post Crafting content that works appeared first on Biznology. There’s a growing chorus against content marketing, and with good reason.

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?

Work 95

Digital Transformation Works — So Why Are Companies Struggling to Transform?

B2B Marketing Insider

The post Digital Transformation Works — So Why Are Companies Struggling to Transform? The post Digital Transformation Works — So Why Are Companies Struggling to Transform? Digital transformation isn’t an overnight process; it takes time and commitment.

Work 74

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 Work spaces where people are shoulder to shoulder. By Mark Schaefer.

Work 65

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. And, it didn't work.

Work 86

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.

Work 50