Finding Prospects – Mailing, Emailing or Calling – Which Works BEST? by Pat Ryan
There are many theories about what is the best way to find prospects. Certainly large advertising campaigns and trade shows take up a lot of the marketing budget. But when you need to reach specifically-targeted individuals on a large-scale basis, it really boils down to three options: Mailing them, emailing them, or calling them directly. The context of our discussion will be from the frame of reference of a company that targets the corporate training or talent management decision maker. Mentor Tech Group (MTG) works exclusively with clients that market to the corporate training & human...
Read MoreA Simple Tool to Improve your Bottom Line Sales Results 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, the admin work is the necessary drudgery involved in any professional sales job, like it or not. We may never be able to completely eliminate the admin work from sales, but we should always be looking for ways to dramatically reduce it… After all, admin work takes time away from the work that really matters when you’re in sales – the SELLING! So, what would make the most impact on...
Read MoreThe Truth about the “Big Training Show” By Aleshia Humphries
Trade shows are challenging. I’ve done my share, including the one-person stints where you have to take on all the responsibilities by yourself, like working long shifts over three days at the “big training show.” (You can substitute “big HR show” and the story will be the same.) But, what’s even more challenging is when the show is over and you go back to your office with a nice big stack of “leads.” As a former Marketing Director for a large training company, I know. I’ve been there, done that…sorted through the “hot”...
Read MoreThe Key to Maximizing Sales & Marketing Productivity by Pat Ryan
General Electric Company has been known as one of America’s best-managed companies for decades (up until just a few years ago)… At the helm of this conglomerate for over twenty years was GE’s Chairman, Jack Welch. He has become a legend not only for providing stellar leadership, record growth and profits, but also for his strong personal philosophies – that he gladly “shared” with his team. As a General Electric Management Training Program Graduate who went on to spend six years with GE’s Aircraft Engine Business Group, I first learned of Mr. Welch’s powerful philosophies nearly 30...
Read MoreHow to Find Meeting and Event Planner Decision Makers – Part II By Aleshia Humphries
Recapping Part I of this article featured in our last newsletter: Most lists do not include the meeting or event planning decision maker You can begin the “digging” process by asking targeted questions. Familiarize yourself with the various types of meetings & events. You must decide whether to look at the corporate or the divisional level There is no universal title to search for, but four most common are: Director of Special Events Director of Corporate Event Planning Trade Show Manager Corporate Meeting Planner Moving forward, there are many other possible titles that may...
Read MoreHow to Find Meeting and Event Planner Decision Makers – Part I By Aleshia Humphries
One thing all corporations, organizations, and associations have in common no matter what industry they serve is they all plan meetings, and to some extent, events. Crucial to a successful business is the ability to effectively communicate your company’s vision, strategy, and goals through meetings. Trying to find the meeting or event planner is not always easy, as they may have various titles that may not depict their duties as such. If you do not know the right questions to ask in order to find the decision maker then be prepared to sit on hold; get bounced around from one person to...
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