The Truth about the “Big HR Show” by Aleshia Humphries

Posted on Jul 7, 2015 in Archive

Trade shows are challenging. I’ve done my share, including the one-person stints where you have to take on all the responsibilities by yourself, like working long shifts over three days at the “big HR show.” (You can substitute “big Training show” and the story will be the same.)  But, what’s even more challenging is when the show is over and you go back to your office with a nice big stack of “leads.” As a former Marketing Director for a large training company, I know.  I’ve been there, done that…sorted through the “hot”...

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The Secret to a Highly Effective Prospecting Effort By Pat Ryan

Posted on Jun 24, 2015 in Archive

It’s not news to say that everyone wants better results from their prospecting efforts.  But, HOW do we make it happen? Ask yourself: How will we meet our corporate sales goals this year? Are we talking to enough targeted prospects on a weekly or monthly basis? How can I increase results from my team’s prospecting efforts? Your sales reps are already working hard – making calls, writing proposals, and sending follow up emails to move leads through the sales pipeline.  But…do they have sufficient time for prospecting? I’m sure many of you have read the best-selling book, “The 7 Habits of...

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The Number One Productivity Killer in Prospecting by Pat Ryan

Posted on Jun 9, 2015 in Archive

The most critical factor in determining if you will achieve your 2015 goals is how productive your team is at PROSPECTING. After all, poor prospecting = poor sales results! When it comes to prospecting within corporate training, e-learning and talent management, we have seen companies make many mistakes and missteps. But, there is one common mistake topping the list of productivity killers that: Wastes 75% of prospecting time, and Deflates Return-On-Investment of prospecting dollars Let’s talk about this list-topping mistake we see all the time. First, a statement of the obvious – many times...

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Five Questions to Ask before Purchasing Another List – by Jae-ann Rock

Posted on May 27, 2015 in Archive

When marketing and selling to Corporate Training and HR, you are always looking for better ways to find quality leads. You might attend trade shows, network via LinkedIn, and/or purchase marketing lists from time-to-time. But – if you are purchasing an INEXPENSIVE list of contacts – you may be inadvertently using THE most expensive way to source quality leads. Although buying an inexpensive list may appear to be a good option to secure lots of prospects for little investment, this is probably the worst way to go about sourcing leads. Why?  Well, that “inexpensive” list you...

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Things to Consider before Your Next Trade Show Event by Jae-ann Rock

Posted on May 12, 2015 in Archive

In today’s highly competitive and cost-reducing environment, performance counts more than ever. Making the most of your trade show dollars is  key. There are many factors to consider before signing up to exhibit at that next conference, such as: Does your team have the capacity to make follow-up sales calls in a timely fashion? Does your customer service center have the staff to take care of all the new customers? Do you have enough personnel to handle any newly created work? Can you continue to deliver top-notch quality service to current customers, if many new sales result from the show?...

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3 Steps to Increase Trade Show ROI by Pat Ryan

Posted on Apr 20, 2015 in Archive

Each week we talk with prospects and clients marketing to corporate training & HR.  In some  ways, you could say we have our “finger on the pulse” of the mood in the corporate training/HR world.  We understand the buying habits, market trends and ongoing challenges in this industry – all from a prospecting perspective. One ongoing challenge we see for companies marketing to corporate training and HR is: How to Achieve Higher Trade Show Return-on-Investment (ROI) It’s important to realize that many times, we don’t have to make fancy or massive changes to get better results — fundamental...

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