Tips to Get Control Over Your Lead Gen Results by Jae-ann Rock

Posted on Aug 20, 2018 in Blog, Meeting/Event Planning, Training and HR

Admittedly, I am somewhat of a control freak. This is one of the reasons I am successful in business. But, if you ask my family they may tell you I like to control every aspect of my life. Truth-be-told, I don’t even like to use “cruise control” in my car because it makes me feel, well…out of control!

However, I do travel by plane without any issue, and often take an Uber or taxi, all of which requires me to relinquish control. I’m usually fine with handing over control in these instances. (Except for that one CRAZY taxi ride in LA traffic – I’m sure I left fingernail marks in the seat on that ride! – but I digress…)

To my defense, there are times in life when it pays to “be in control”, to take charge of what’s happening – particularly in your work. As a sales and marketing professional, you are responsible for helping companies create marketing campaigns to generate qualified leads and improve sales. You are always searching for proven ways to improve control over the campaign results – namely, to improve them!

I understand that completely. You see, years ago, I had a client that specialized in providing executive development workshops to the Corporate Training and HR markets. They had a great program, using ropes courses and other outward-bound style workshops to really get people out of their comfort zones and working together. They needed to increase the number of qualified leads being added to their sales funnel, but had no idea where to start, so they hired me to assist.

The first thing they needed was a high quality marketing list, as their inhouse list was limited. To source a list for the project, I researched a number of “list” companies. None seemed to have exactly what I was looking for. Most boasted (foolishly) of having millions of contact records for “pennies a piece.” This only lead me to question the accuracy of the contact info we would get from such a company, especially considering the following stats:

  • The average B2B database is 25% inaccurate at any point in time. (Sirius Decisions)
  • A whopping 50 million people change jobs annually, resulting in B2B contact records going bad at a rate of nearly 30% per year. (Sirius Decisions)
  • Harte Hanks and have put the “decay rate” of B2B data at between 60-70% per year

So, how could a company offering contact information for “millions of contacts” possibly be maintained with any accuracy? My suspicions were running high and my sense of control was running LOW.

I continued my search until I came upon Mentor Tech Group. MTG was (and still IS) the only company specialized in Corporate Training and HR. Unlike other “list” companies, MTG’s data is NOT aggregated from other lists. their database was hand-built via phone calls and updated every four months, keeping the data fresh, reliable and accurate. After speaking with one of their account reps, it became clear to me that this was no ordinary database. The Mentor Tech Group database was vastly different.

IN the end, I proceeded with renting the Mentor Tech Group database for my client and the lead gen project was a huge success. Mentor Tech Group had the exact decision makers we needed to reach via email and phone based business development efforts. The best part of the entire endeavor was that I felt largely IN CONTROL of the quality of the contact data being used in our marketing and sales outreach. The MTG data was better than any conference list, rented list, or in-house database I had every used in my 20+ years of professional sales experience. I was so impressed with the high quality of their data, I often called Pat Ryan, President of MTG, to tell him what a superior product/service he offered.

The MTG database, combined with a well planned and executed marketing and sales strategy, led to some great results that helped ME look like a hero to my client. Without the MTG database, I am convinced that those achievements would have been impossible. Mentor Tech Group gave me more control over the lead gen process than I had ever experienced with any other list I had used. 

Most of us may need to be reminded from time-to-time of the things we CAN control and those we CAN NOT.  Luckily, for those marketing to Corporate Training and HR, you may have more control over the lead gen process than you think! Simply by leveraging the MTG database, you can greatly improve the ability to contact the exact decision makers you seek!

It was as a directly result of my hugely positive experience in using the MTG database that I eventually became VP Marketing for Mentor Tech Group. And, as they say…the rest is history!

I strongly encourage anyone marketing and selling to the Corporate Training and/or HR industries to schedule a call to review the Mentor Tech Group offering. The MTG data quality is second-to-none. Actually, that is exactly WHY MTG was formed nearly 20 years ago… In 1999, there was no reliable resource that offered a high quality list of corporate e-learning/training decision-makers, so Mentor Tech Group decided to “take control” and do something about it. We now offer a hand-built database of more than 40,000 decision maker contacts in Corporate Training and HR. 

Mentor Tech Group’s database is highly unique. Here are a few reasons why:


The Mentor Tech Group market intelligence database was hand-built as a result of personal phone calls with each of the decision maker contacts. Our outbound phone team of industry professionals log more than 100,000 phone calls each year. Through conversations with each contact, they identify the person’s responsibilities within the organization, to determine if they qualify for inclusion in the MTG database. To be included, the contact must be:

  1. Spearheading projects, or
  2. Creating new initiatives, or
  3. Controlling the budget, or
  4. Making final decisions, and/or
  5. Someone you want to connect with!


The Mentor Tech Group data includes associated Market Intelligence for each contact record to help you better target your marketing and sales activities. Mentor Tech Group contact information includes:

  • Company name
  • Title
  • Telephone number
  • Job Responsibility (we call “Job Codes”)
  • Industry
  • Annual Sales Revenue
  • Number of Employees
  • Fiscal Year End
  • Physical mailing address (including metro area when applicable)
  • Email address
  • BONUS “comments” field for other contact details (when possible)


Data quality is critical to your business. That is why we include free updates every four months with your Mentor Tech Group investment to keep your data fresh. 


Each contact in our database is assigned a proprietary “Job Code” based on their actual area of responsibility. This is a much more useful way to segment the database than by nebulous titles. Segmenting by Job Codes allows you to perform more accurate targeting, higher response rates, and more qualified leads for your team.

The bottom line: The #1 way to gain more control over your lead generation results is to begin with a high quality list of targeted decision makers IN YOUR TARGET MARKET.  Mentor Tech Group now offers more than 40,000 high quality decision maker contacts in Corporate Training and HR. See what other clients say about the MTG database.

When you are ready to take control of your lead generation process, contact Mentor Tech Group at: (651) 457-8600, Ext. 1


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