The High Cost of Inexpensive Lists by Jae-ann Rock
When marketing and selling to Corporate Training and HR, you are always looking for better ways to find new leads. You might attend trade shows, network via LinkedIn, and/or purchase marketing lists from time-to-time. But, if you are purchasing an INEXPENSIVE list of contacts, you may be inadvertently using THE most expensive way to source Corporate Training and HR decision-maker contacts! Although buying an inexpensive list may appear to be a smart option to secure lots of prospects for little investment, this is probably the worst way to go about sourcing leads. Why? Well, that...
Read MoreFive Lead Nurturing Techniques to Net More Sales by Jae-ann Rock
Let’s face it…your lead generation efforts may be going well, but not every qualified lead is ready to buy when you contact them. Did you know that 80% of sales are made on or after the 5th- 12th contact? It’s true. According to the National Sales Executive Association: 2% of sales are made on the 1st contact 3% of sales are made on the 2nd contact 5% of sales are made on the 3rd contact 10% of sales are made on the 4th contact 80% of sales are made on or after the 5th-12th contact So, if 80% of sales are made on or after the 5th- 12th contact, how can you remain front-and-center without...
Read MoreMake this One Change and Watch your Sales Numbers Soar By Jae-ann Rock
Ask any professional business developer the type of work activity they like the least and the majority will likely mention “the admin work.” Admittedly, having been a sales rep/business developer for many years, we can agree that the admin work is the unpleasant, but necessary drudgery involved in any professional sales job. It may be hard to ever eliminate it completely, but we should always be looking for ways to dramatically reduce it, and increase our time spent SELLING! So, what one change would yield the greatest impact to decrease the admin work, and increase the amount of time spent...
Read MoreFive Sales Lessons Learned from a Gold Panning Excursion by Jae-ann Rock
Last month, my family and I took a trip to the White Mountains of New Hampshire to do some gold panning for my birthday… We actually registered for a three-hour, organized class on “Prospecting for Gold.” On the morning of the trip, my family and I got up early, and left the house by 7 AM to drive two hours to meet up with the prospecting instructor at a beautiful, crystal clear stream in the White Mountain National Forest. Spending the day in the river would be welcome relief from the heat, and we were excited to find gold! As the class began, the seven participants listened as the...
Read More7 Steps to Increase Success in Work & Life – by Pat Ryan
Dreams can be the launching pad to take you places you may not have otherwise ventured in life. But, how do we move from “wishful thinking” to making our dreams become reality? After being commissioned to study and interview over 100 American millionaires, Napoleon Hill became convinced there is a formula for success. As a result of his work, Hill identified 13 key principles of success which can still be used today. Hill determined that once you have identified a burning desire in life – aka – “your ultimate purpose in life”, you must develop the Applied Faith that will take you...
Read More10 Things Every Corporate Training & HR Marketer Must Know! by Jae-ann Rock
In today’s complex world of B2B marketing, social media, ad words and analytics, it’s easy to get caught up in the details of marketing and forget the BASICS. I’m sure you have your hands full every week: keeping up with social media trends, measuring response rates, testing and tweaking new marketing campaigns, tracking Google analytics, identifying new markets, honing your message, and meeting your sales team’s constant requests for MORE quality leads! But — are you SURE you have the BASICS covered? If you fail to keep several marketing basics in mind…success may elude you. ...
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