The Top 7 Ways to Motivate Your Sales People by Jae-ann Rock
There are endless articles, books, videos and CDs filled with ideas on the topic of sales and motivation. In the end, selling is a tough job and not everyone is cut out for it. But, for those who choose sales as a career, there are several key factors that are likely to motivate them to achieve great success. Show me the money? Although money may seem like the obvious motivator for sales people, this is certainly not always true. While receiving a handsome compensation package can be motivating for many, it is by no means the sole motivational factor to consider when trying to inspire...
Read MoreThe One Thing You KNOW You Need to Do – But Still Haven’t Done By Pat Ryan
After over a decade of working with e-learning, training, and HR vendors, we have developed a wealth of knowledge about marketing to corporate training & HR. Specializing in a narrow niche has given us the rare opportunity of taking a glimpse at the many different challenges experienced by a wide variety of companies. Some problems end up being unique to one company, and do not plague other companies. Then there are those challenges shared by many different companies, large and small – and we see them over and over again. All companies have challenges – and all companies...
Read MoreAre your Marketing Lists like the Bridge to Nowhere? By Jae-ann Rock
Despite this being an election year, we promise not to get political here. You may remember several years ago, there was a lot of talk about a Senator who was able to push through funding for his state project to build a bridge in Alaska that became known as the “Bridge to Nowhere”. If you Google this term, you will discover that there have been many such projects over the course of recent history. These are feel-good projects that: Benefit very few people Cost significant money Create the perception of progress As we know, these projects are often politically motivated and they have...
Read MoreHow to Decrease the High Costs of Sales People By Pat Ryan
Sales people are expensive—good ones and bad ones. Maybe that fact is easy to overlook for organizations churning out record sales numbers—but what about everyone else marketing to corporate HR and training? Some costs can be avoided. Beyond salary, commission and benefits, there are additional expenses you incur resulting from inefficiencies in your sales process. We can illustrate this using the subject of a recent article (“The Number One Productivity Killer in Prospecting”)—and explore the Return-on-Investment (ROI) that can be achieved when you avoid the top prospecting...
Read MoreThe Number One Productivity Killer in Prospecting By Pat Ryan
Your annual sales and marketing plan is your road map for the year. A critical factor in determining whether your plan will be successful – and whether you will achieve your annual goals – will be how productive you and your team are at PROSPECTING. 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 It has been said,...
Read MoreHow to Find Training & HR Decision Makers – Part II By Pat Ryan
Recapping Part I of this article featured in our last newsletter: Most lists do not include the training or HR decision maker You can begin the “digging” process with the VP/Director of HR You must decide whether to look at the corporate or the divisional level There is no universal title to search for, but three most common are: Director of Training and Development Director of Organizational Development and Director of E-learning Moving forward, there are many other possible titles that may be used instead of the above, particularly when looking for decision makers within...
Read More