Decision Making Tips: 4 Steps to Success by Jae-ann Rock

Posted on Aug 5, 2018 in Blog, Meeting/Event Planning, Principles of Success, Training and HR

Did you know that your ability to make decisions may determine your success in life? The NUMBER ONE reason for not accomplishing success in life is indecision and procrastination.   But, how do successful leaders avoid common decision traps of “analysis paralysis,” or fear of making the WRONG decision which can result in NO decision at all? Personal success author and guru, Napoleon Hill, had a lot to say about decision-making and considered it one of the primary keys to success.  Through his research of the most successful people of his day, Hill determined decision-making is a critical...

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Five Essentials to Build a Healthy Sales Pipeline by Jae-ann Rock

Posted on Jul 24, 2018 in Blog, Meeting/Event Planning, Training and HR

A lack of qualified prospects moving through your sales process TODAY can mean trouble for your business TOMORROW. Building a healthy sales pipeline is critical to attain your revenue goals 3, 6 or 9 months from now… So what steps should you take to build and sustain a HEALTHY sales pipeline all year long? Start with ENOUGH Leads We all know that sales is a numbers game. To develop a healthy sales pipeline, you must start with enough leads to crank through your marketing and sales engine. After all, only a portion will become “qualified leads,” and of those, only a fraction will be ready to...

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Using Social Media to Locate Decision Makers (Part 2 of 2) by Aleshia Humphries & Pat Ryan

Posted on Jul 10, 2018 in Blog, Meeting/Event Planning, Training and HR

In our last article, we explored the pitfalls of using social media to locate decision makers – the people YOU want to sell to.  Using  B2B social networking sites to locate decision makers is time-consuming and too limited in scope to get the real results you need.  But, there is a better way! We left you with the following questions in our last post: What do “best-practice” salespeople do? What do optimally-effective salespeople do? So… what DO great salespeople do?  What are some of their best practices we can follow to determine if and how to use social networking as a lead generation...

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Using Social Networking to Find Decision Makers (Part 1 of 2) by Aleshia Humphries & Pat Ryan

Posted on Jun 26, 2018 in Blog, Meeting/Event Planning, Training and HR

We know that selling and marketing to Corporate Training and HR is no easy job, and keeping your sales pipeline flowing is essential.  In an ongoing effort to locate potential sales opportunities, salespeople can get creative, engaging in social networking in hopes of finding leads and generating sales. What could be better than connecting to hundreds, if not thousands, of business professionals for FREE? Management should be happy with these efforts, right?  Well — it depends… Many salespeople are looking to various B2B networking websites to find business contacts, interact with customers,...

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5 Proven Ways to Sell MORE using the MTG Database (an Interview) by Jae-ann Rock

Posted on Jun 12, 2018 in Blog, Meeting/Event Planning, Training and HR

Marketing and selling to Corporate Training & HR can be a tricky business. We know that selecting the RIGHT marketing database to reach your target market is only half of the battle… The other half is knowing what kind of outreach will yield the best results: How do you best leverage email marketing? What kind of content should you send? How do you strike the right frequency balance when emailing or calling? We have interviewed some of our most successful clients and gathered their insights regarding what works well when marketing and selling to prospects in the MTG database.  This week,...

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6 HUGE Mistakes that Will Kill Your Sales Pipeline by Jae-ann Rock

Posted on May 30, 2018 in Blog, Principles of Success, Training and HR

Companies marketing and selling to Corporate Training & HR often make several critical mistakes causing: A weak sales pipeline Anemic revenue numbers Turnover of high powered sales reps You are likely making at least one of these mistakes. Choosing to ignore them or assuming you have them mastered can lead to even bigger problems down the line.  As a matter of fact, if left unaddressed, these six mistakes can slowly kill your business. Below, we will tackle each mistake and provide recommended solutions to prevent you from falling into these pipeline-killing traps.  1.) Forcing your...

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