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3 Surefire Ways to Kill Sales Morale by Jae-ann Rock

Posted on Jan 3, 2018 in Blog, Meeting/Event Planning, Training and HR

Your sales people’s motivation is critical to your company’s success, which is why you must know and avoid several common sales-morale-killers. You can easily fix these problems IF you know what they are. So, let’s dive right in. Here are three surefire ways to kill sales morale and ways to address each: Morale Killer #1: Misaligned Marketing & Sales Efforts. The goal of your marketing efforts should always be to support and enable your sales team. Without such alignment, you may end up with either a.) very few leads, or b.) unqualified leads (like those NON-decision-makers walking the...

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Three Steps to Make 2018 Your Best Year Yet by Pat Ryan

Posted on Dec 12, 2017 in Blog, Meeting/Event Planning, Training and HR

Can you believe it’s the end of another year? Before planning for 2018, it’s always helpful to review the prior year’s efforts – determining what worked well and what didn’t: What plans and processes helped move your company toward its goals? What needs to be tweaked, modified, or improved upon? What should be SCRAPPED altogether?? How you answer these questions will help you develop effective plans for 2018. But, if you are marketing to corporate training and HR, you must also answer the following three questions which will be CRITICAL to your company’s success next year. STEP 1: Have you...

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Match These Four Buyer Types to Increase Sales Now by Jae-ann Rock

Posted on Nov 28, 2017 in Blog, Meeting/Event Planning, Training and HR

So, you found the Corporate Training or HR decision-maker at a target prospect company. How will you make the most of this opportunity? It is paramount that you build trust early in your contact with them! But, how? You must identify and MATCH the buyer’s “type” to reduce tension and build trust quickly. This means you must learn: Who is your buyer? What makes them tick? What annoys them? How can you make them more comfortable in the conversation? What do they ultimately need from you to make a buying decision? Below are Four Common Buyer Types you should learn to identify...

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5 Tips to Yield an Abundant Sales Harvest Now by Jae-ann Rock

Posted on Nov 8, 2017 in Blog, Meeting/Event Planning, Training and HR

With less than eight selling weeks remaining in 2017, a few critical questions remain: Do you have a plan to hit your revenue goals? How will you make the most of these next few weeks to meet or exceed your goals? What is the highest and best use of your time each day? Here are five tips to help you yield an abundant sales harvest: 1.) Circle tightly around all NEW Leads from the past 3-6 months. Follow up with each new lead via phone and a personalized email. Where does each stand in the buying cycle? How can you move them forward? Question: Do you have enough new leads from this time...

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How to Become a Peak Performer on the Telephone – Part 3 of 3 by Pat Ryan & Jae-ann Rock

Posted on Oct 31, 2017 in Blog, Meeting/Event Planning, Training and HR

After the Call – Sales Notes, CRMs, and Remaining Positive In our last two blog articles, we covered tips and ideas that will help you BEFORE and DURING every phone call you make, helping you become a peak performer on the telephone. This week, in the third part of this series, we will cover a few important tips you should do AFTER every call to increase your sales success.  (Hint: Choose a tip or two to focus on cultivating during the coming weeks and watch your sales game improve measurably!) 1. Expand Upon Your Notes Go back to the high-level notes you wrote during the sales call—and make...

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How to Become a Peak Performer on the Telephone – Part 2 of 3 by Pat Ryan & Jae-ann Rock

Posted on Oct 16, 2017 in Blog, Meeting/Event Planning, Training and HR

During the Call—Be Your Best In our last blog post, we brought to light three best practice techniques to employ BEFORE you make a call.  This week, we will identify the top 6 things to do DURING every call that will help SET THE PROPER TONE for you become a peak performer on the telephone. So, what are the top 6 things you should always do during every call to greatly improve results?  Read below, then determine which tips you use regularly and which areas might need a little work… 1. Voice Tone and Projection How is your telephone voice?  Do you speak clearly?  Do you enunciate your...

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