Blog

Keeping Sales Teams Productive Instead of “Busy” (5 Steps) by Jae-ann Rock

Posted on Feb 18, 2019 in Blog, Meeting/Event Planning, Training and HR

We all know there is a vast difference between being productive and being “busy.” It is critical to reduce or eliminate “busy work,” particularly for your well-paid professional sales staff.  Left unaddressed, busy work can quickly erode sales and company profits by reducing time for the more important, truly productive work. So, are your sales reps productive with their time? Or, are they just “busy”? What steps can you take to reduce their admin work? How can you maximize their productivity by increasing the time spent selling? According to the process optimizing company, Nintex, 67% of...

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Lose the weight – of DEAD data! by Jae-ann Rock

Posted on Feb 5, 2019 in Blog, Meeting/Event Planning, Training and HR

Some people make new year’s resolutions. Few people keep them. According to U.S. News, 80% of new year’s resolutions fail by mid-February! I’m not surprised… It’s hard to create new habits that actually “stick.” For most organizations, the same holds true for cleaning up their data: There are great intentions to clean up the data and keep it clean. But in reality, it’s a difficult, ONGOING process. (As in never-ending, continuous, incessant, unrelenting…you get the idea!) But, if you market and sell to Corporate Training and HR, you’re in luck! We can help you revolutionize the process...

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7 Tips to Motivate Your Sales People by Jae-ann Rock

Posted on Jan 24, 2019 in Blog, Principles of Success, Training and HR

In today’s tight labor market, it is critical to keep your most valued employees – especially those in sales! Study after study has shown that money isn’t a significant factor to retain employees. So, what can YOU do to keep your sales people motivated and happy to remain with your company? What tactics can you employ to increase employee engagement? How can you improve morale to better retain key talent? There are several timeless factors that are likely to motivate sales people to achieve huge success – for themselves, for their sales team, and for your company. In this week’s...

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Three Steps to Make 2019 a Blockbuster Year by Pat Ryan

Posted on Jan 7, 2019 in Blog, Meeting/Event Planning, Training and HR

Happy New Year! As you develop your 2019 sales plans and goals, it’s important to determine what worked well and what didn’t over the last 12 months: 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?? And, 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. Question #1: Have you set clear, specific metrics? “If you don’t know where you are going, you will probably end up...

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How Much Did Bad List Data Cost You in 2018? by Jae-ann Rock

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

Here’s a question for you: What’s the real cost of using poor data sources in your business? Everyone marketing and selling to corporate training and HR is looking for a silver bullet to reach qualified decision makers.  While there is no one right way to market to this sector, one thing is clear – you must avoid the “bad data trap” if you are to achieve success selling to these markets. Exhausting your time trying to manage poor data while marketing your products and services can cause immense setbacks to your business. Using “inexpensive” lists with inaccurate information will negatively...

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6 Rules to Maximize Sales & Marketing Productivity by Pat Ryan

Posted on Nov 27, 2018 in Blog, Meeting/Event Planning, Principles of Success, Training and HR

Years ago, I attended GE’s Management Training Program, where I first learned about Jack Welch’s highly impactful  business principles. As former Chairman of GE, Jack Welch was a legendary leader, largely known for: Demonstrating effective leadership tactics Achieving record corporate growth and profits (Under his leadership, GE’s value rose by more than 4,000% as a result of Mr. Welch’s strong personal philosophies!) It is those same guiding principles that have had a lasting impact upon my life and my career. (Unfortunately, the impact on GE was not so lasting after Welch’s departure...

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