How to Create Your Support Content for your Outbound Program

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. There are two types of content you will need to provide to your business development reps: Content to use internally to help better sell (e.g., training…

Converting Your Blog Audience Into Qualified Leads

This is a part of a series that was created to help you get the practice of corporate blogging built into your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. The following several posts make up a quick start guide for the blogging administrator. Yes, a blog is a form of self-expression for your blogging employees. However, at the end of the day, the main purpose of your corporate blog is to enable business development and revenue generation. Review these online resources to better…

How to Create a Successful Outbound Campaign

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. There are four steps you are responsible for when it comes to creating and managing each campaign. Your marketing team will need to be involved with…

photo by:

Increasing Your Audience from Other Marketing Channels

This is a part of a series that was created to help you get the practice of corporate blogging built into your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. The following several posts make up a quick start guide for the blogging administrator. There are many ways to market your blog, and the more you inform your bloggers about how they can market their posts themselves, the less work there will be for you as the administrator. Bloggers should be promoting their blog…

photo by:

What You Can Expect in an Outbound Program

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. What are the Metrics for Success in Outbound Prospecting? The success metrics for the outbound prospecting initiative must be defined before you start interviewing candidates. Why?…

How to Increase Your Audience from the Search Engines

This is a part of a series that was created to help you get the practice of corporate blogging built into your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. The following several posts make up a quick start guide for the blogging administrator. How to Optimize Your Blog Posts Courtesy of Grace Kang, SEO and Content Marketing, Central Desktop Choose 1 to 2 keywords that you want to rank for in each post. Use The Google Keyword Tool to choose highly searched, reasonably…

photo by:

Need a Lead Generation Strategy? Follow Your Top Prospects

There are a lot of extreme tactics out there to track and communicate with your company’s sales leads. One of the best strategies is to follow those prospects. Okay, that sounds creepy. I don’t mean that literally. Under no circumstances should you search for your prospect’s home address and stalk them on the weekends. A restraining order would probably be pretty damaging to your career. I do mean that you should take your top 20 prospects (those with the highest probability of conversion) and follow them on Twitter, LinkedIn, their corporate blog, and other online outposts (avoid personal blogs and…

photo by:

How to Craft Your Target Personas

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. Never underestimate the need to understand the personas you are targeting during your outbound prospecting calls. When your team is cold calling, they are calling individuals…