Six Rules to Maximize Sales & Marketing Productivity by Pat Ryan
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 (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. You, too, can quickly and effectively maximize the results of your sales and marketing...
Read MoreTop Email Marketing Mistakes By Pat Ryan & Jae-ann Rock
Like most companies today, you may be leveraging email marketing to reach out to prospects. But, are you getting the best possible results? Ask yourself these questions: Do SPAM filters often stop your emails from “getting in”? Do your campaigns result in a low % of “opens” and “click-throughs”? Are you experiencing an increased rate of unsubscribes? Do you see diminishing returns from your email campaigns? If you’re not getting optimal results from your email campaigns, there is a high likelihood you’re making at least one of the common email...
Read MoreHow to Avoid the Costly Bad Data Trap by Jae-ann Rock
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...
Read MoreFive Essentials to Build a Healthy Sales Pipeline by Jae-ann Rock
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...
Read MoreUsing LinkedIn and Other Social Sites to Find Decision-Makers – Part II by Aleshia Humphries & Pat Ryan
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” sales people do? What do optimally-effective sales people do? So… what DO great sales people do? What are some of their best practices we can follow when determining how and if to use social networking as a lead...
Read MoreUsing LinkedIn and Other Social Sites to Find Decision-Makers – Part I by Aleshia Humphries & Pat Ryan
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, sales people 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...
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