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Profile: Craig Ferrara
Articles by Craig Ferrara
A Simple Teleprospecting Pitch Can Be Easier Than You Think
A nice benefit of working with a wide range of clients over the years has been the exposure we’ve had to the unique approaches in presenting a service or technology.... read more
Does The 80/20 Rule Apply To B2B Teleprospecting?
Those of us who have teleprospected in our day know that getting prospects to open up to inside sales person is no easy task. At times it can seem like... read more
Who Should Own Teleprospecting: Sales, Marketing, or Neither?
I’ve often written about the chasm that can exist between sales and marketing. Everyone aspires in some way to attempt to build that theoretical bridge, but as most of us... read more
Are You Comfortable Telling Your Boss The Truth?
If someone asked you a tough question that put you on the spot, would you tell the truth if your beliefs were contrary to your bosses beliefs? Tough one, right?... read more
Your Inside Sales Team Shouldn’t Be Survey Takers
One of my biggest goals with any new rep on my teleprospecting team is to establish appropriate habits. There have been many times that I’ve worked with insides reps with a... read more
7 Pieces of Intel Teleprospecting Campaigns Expose for Marketing
1It’s reasonable to assume that when kicking off a teleprospecting campaign, the primary focus is going to be on the desired result: L-E-A-D-S. But what we often lose sight of... read more
Inside Sales Managers: You Can’t Always Be Right!
Now that the holidays and New Year are behind us, I have to imagine most of us have begun focusing on making good with our New Year’s resolutions. One of... read more
The ABC’s Of Managing An Inside Sales Team
My digital marketing manager mentioned that he came across a great blog from Kara Trivunovic, Vice President of Marketing Services for StrongMail. Her topic focused on the ABC’s of email marketing... read more
The Straight Dope On List Vendors
1A few weeks ago I went through the painstaking process of trying to find a decent list of IT contacts in the public sector. Of course I’ve been down this... read more
Marketing Campaign Success Starts and Ends With Quality Data
Over the years I’ve worked on a wide range of marketing campaigns for our clients and without fail each and every campaign represents a new and unique challenge to the... read more
How Does Your Organization Follow Up On Marketing Qualified Leads?
I had the chance to attend the Inbound Marketing Summit in Boston last week and was able to enjoy many quality sessions. The event gave me a nice chance to... read more
How Accountable Are You To Your Company’s Success?
1Last week I had the chance to attend an Oz Principal leadership workshop with my fellow managers. There were a variety of topics covered, and fellow Director Matt Fitts wrote on... read more
Cold Call Like You Don’t Have Anything To Lose
1For many of us there is nothing more stressful than cold calling. If you really break it down, no one likes being rejected. Everyone we call should love hearing from... read more
"Salesy" Email Subject Lines Will Get You Free Admission To Your Prospects’ Spam Filter
A few years ago I was tapped to assist with the blogging effort at our organization and I feel I embraced the challenge with open arms. I soon found it... read more
7 Habits Of Highly Ineffective Teleprospectors
Over the years I’ve seen many talented teleprospectors struggle consistently to hit their goals. They could posses all the core skills necessary to be a top performer but the bad... read more
