Meeting/Event Planning

No Lead Left Behind by Jae-ann Rock

Posted on Nov 13, 2018 in Blog, Meeting/Event Planning, Training and HR

Having a marketing plan that includes ways to nurture your “not now” leads is critical to making sure no lead is left behind. In our last blog post, we outlined ways to remain engaged with leads over time – in a way that continues to bring value to those contacts without becoming a pest. It is a balancing act, for sure. But, in our experience, a lead that has gone quiet is not necessarily a dead lead. Until you are able to fully ascertain the situation, do not assume any lead is dead. They are still “in play” until you are informed otherwise. I have personally had situations where a...

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5 Ways to Nurture Your “Not Now” Prospects by Jae-ann Rock

Posted on Oct 29, 2018 in Blog, Meeting/Event Planning, Training and HR

You’ve worked hard to turn a number of leads into a pipeline of qualified prospects…BUT, not every prospect is ready to buy when you contact them. So – how do you stay in front of prospects when they’ve said, “not now”? Prospects need time to develop trust in you, your company, and your services before they will consider buying from you. As a matter of fact, data has shown it takes an average of seven impressions before a prospect will remember your company. But, it’s not just the number of touches that matters…it is also the quality of those touches. What does this mean for those in...

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How to Build a Comprehensive Prospect Profile (Part 2 of 2) by Pat Ryan

Posted on Oct 16, 2018 in Blog, Meeting/Event Planning, Training and HR

What is the best way to build a comprehensive profile of your prospect? In our last blog post, we covered SPIN selling techniques, a framework used to gather valuable information from your prospects to assist in the sales process. This week, in part two of this topic, we’ll dig deeper by sharing Question Guidelines designed to help you build a more comprehensive prospect profile to improve sales results. Ask your prospects the following questions to help them open up, allowing you to more quickly understand their situation and identify areas of potential need: Question Guidelines When...

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What WORKS when Marketing to Corporate Training & HR? by Jae-ann Rock

Posted on Sep 17, 2018 in Blog, Meeting/Event Planning, Principles of Success, Training and HR

After almost 20 years in this industry, we know a thing or two about what works when marketing to Corporate Training and HR. As a matter of fact, working with our clients has provided us with some incredible insights regarding the secret to sales and marketing success in this industry. This week, we are excited to reveal the secrets behind how Acumen Learning leveraged the MTG database to yield some incredible results!  Using a multi-faceted marketing approach, in their six years using the MTG database, Acumen has achieved the following results:   Invoiced more than 21 times the cost of the...

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5 Hot Tips to Rev up Your Fall Marketing & Sales Results! by Jae-ann Rock

Posted on Sep 4, 2018 in Blog, Meeting/Event Planning, Training and HR

We all know that September means “back to school” and “back to business”!  The push is on.  The end of the year is now in sight and the push is on… So, how do you make the most of the next several months to develop and close business before the end of the year?  We have some tricks to help you achieve the results you need when marketing to Corporate Training & HR! The five tips below are designed to help you rev up your sales and marketing results! 1.)    Reward the Sales Behavior you Want: It may be time to develop sales kickers to ramp up end of year sales activity.  Just be certain...

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Tips to Get Control Over Your Lead Gen Results by Jae-ann Rock

Posted on Aug 20, 2018 in Blog, Meeting/Event Planning, Training and HR

Admittedly, I am somewhat of a control freak. This is one of the reasons I am successful in business. But, if you ask my family they may tell you I like to control every aspect of my life. Truth-be-told, I don’t even like to use “cruise control” in my car because it makes me feel, well…out of control! However, I do travel by plane without any issue, and often take an Uber or taxi, all of which requires me to relinquish control. I’m usually fine with handing over control in these instances. (Except for that one CRAZY taxi ride in LA traffic – I’m sure I left fingernail marks in...

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