How to Rev Up Results when Marketing to Corporate Training & HR by Jae-ann Rock

Posted on Sep 15, 2016 in Blog, Meeting/Event Planning, Principles of Success, Training and HR

Now that we’re two full weeks into September, your focus has likely shifted “back to business,” and a Sample pipelinelooming question remains:

HOW will you make the MOST of the next few months to reach your 2016 sales goals?

The push is on…with only 3 months left! 

So, how do you make the most of the next several months to develop and close business before the end of the year?  How can you increase sales pipeline activity now, resulting in more closed business before 2016 is out?

We have some tricks to help you achieve the results you need when marketing to Corporate Training & HR!

Prepare to rev up your sales and marketing results!

1.)    Reward the Sales Behavior you Want:

It may be time to develop sales kickers to ramp up end of year sales activity.  Just be certain you are rewarding the right behavior, aligned with your corporate mission and goals.  Identify specific goals/targets and incent people to achieve them accordingly.  Develop incentives around specific metrics you’d like to boost such as:

  • Number of calls per day
  • Number of new prospect calls scheduled
  • Number of sales quotes per month
  • Call-to-meeting conversion rate
  • Meeting-to-quote conversion rate
  • Quote-to-sale conversion rate
  • And of course, the Holy Grail: any metric related to closed deals!  (Reward by # deals; total revenue; % margins; etc.)

2.)    Increase Referrals:

Maximize word-of-mouth marketing to increase sales.  Satisfied clients may refer you to other qualified prospects in Corporate Training & HR, creating a pipeline of warm leads.  But don’t just wait for referrals to happen. Use these tips to increase referrals:

  • Add “Referrals Appreciated” to your print or email newsletter.
  • Include “Referrals Appreciated” in your email signature
  • Create a link to a website form for referral submissions and/or testimonials (Note: some people may not be able to provide a referral, but may be willing to provide a testimonial for marketing use, which can hold great value for your corporate marketing initiatives.)
  •  Create a referral program, in which you reward prospects or customers brought to you via another companies’ marketing efforts.

3.)    Invest in a High-Quality Prospect List:

Please don’t waste any more time!  If you want to succeed in marketing your products and services to Corporate Training & HR, you should be using MTG’s Marketing Intelligence Database.  It’s that simple. Here’s why:

  • Hand-Built Database: MTG’s database of more than 39,000 Training & HR decision-makers is HAND-BUILT as a result of a personal phone conversation with each contact, to verify that they are worthy of being included in our database.  (This is highly unique – You just won’t get this anywhere else!)
  • Free 4-Month Updates*: Every contact in the MTG database is updated every 4 months, to achieve the highest possible rate of accuracy for your benefit!
  • Job Function-based: We identify the job function of each person in our database, not just their title, insuring that they meet certain criteria to be included in our lists. At MTG, we call these job functions “Job Codes,” and we sort the database accordingly, giving you the exact decision-makers you seek.
  • Direct Contact Info: Our database contains direct contact information for more than 39,000 decision-makers IN YOUR TARGET INDUSTRY (including direct email addresses for most records).
  • Mentor Tech Group’s lists are simply second-to-none!

4.)    Develop a “Content Arsenal”:

Identify industry topics which are trending upward and of interest to your prospects.  Develop content accordingly.  Be sure you have plenty of content developed in a variety of formats including: blog articles, white papers, case studies, webinars, eBooks, etc.

5.)    Use, Use, Use your Marketing Database, and Promote your Content:

You must actively USE your marketing list!  While this may seem obvious, we must mention this fact: You can’t buy a high quality list, import it into your CRM system, and then expect to develop interested prospects by a. ) doing nothing, or b, b.) attempting to call through the database one record at a time…  (Seriously.  It just doesn’t work that way.)

  • You must PLAN to PRO-ACTIVELY MARKET to your list. 
  • Use the content developed in #4 above for this purpose.  Delivering content of value to your prospects on a regular basis via email and social media will build trust, brand recognition, and awareness.  That way, when these prospects are ready to buy, they will think of YOU first!
  • Actively promote your content through various marketing channels: your corporate blog, an e-newsletter, and various social media channels.
  • Create a website landing page where you will direct prospects to sign up for a webinar or to receive a white paper.
  • Follow up on all email click-throughs with a personal phone call within 48 business hours. Determine the prospect’s interests, needs, and next steps…

The result? You will now have:

a.) A list of interested “hand raisers” who have requested information.

b.) The opportunity to build your credibility and brand in your target market.

c.) A pipeline of qualified prospects with an interest in your services.

d.) The ability to achieve greater ROI on your list purchase due to increased business in your sales pipeline!  What could be better?


Leverage these five tips to rev up your sales results, and make the most of the balance of 2016! What are you waiting for? With only three full months left in the year, it’s time to get back-to-business.

And remember – if you need to cast a wider net to reach decision-maker contacts in Corporate Training, HR, Talent Management, or e-Learning, look no further.  Please contact Mentor Tech Group today for a sneak peak of our database.

Call (651) 457-8600 Ext. 3. 

Wishing you much success!


P.S. Follow us on LinkedIn or via Twitter @MTGLists, and remember, referrals are always appreciated!

*Free 4-month updates included with minimum list purchase


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