Pros and Cons of Buying Leads (5 Questions to Ask) by Jae-ann Rock
It’s always important to review the pros and cons of buying leads before you dive into investing in a marketing list. When thinking about the pros and cons of investing in a marketing list, here is the first rule to remember: Not all list companies are created equal! As a matter of fact, purchasing a poor quality, INEXPENSIVE list of contacts can actually result in HUGE issues for your business. Did you know that email to a poor quality list can actually DAMAGE your domain reputation score? That is serious. So, before you invest in any marketing list again – do your homework. Know...
Read MoreThe Best (Literal) Break He Ever Had by Jae-ann Rock
Sometimes opportunities arise out of the strangest circumstances. Such was the case with the situation that led Wayne Provart to come to work with Mentor Tech Group more than 17 years ago, at the age of 68! Having been in sales for many years, by the time he was in his mid-60’s, Wayne Provart was a senior sales rep for a custom content development company. When the company needed a marketing list, they reached out to Pat Ryan, President of Mentor Tech Group, and purchased a small Corporate Training marketing list to test. Being the senior salesperson, Wayne was asked by the company...
Read MoreSobering Lead Gen Statistics & Effective Remedies by Pat Ryan & Jae-ann Rock
We know 2020 has been a challenging year on many fronts. But, by focusing on what you CAN control, you can stay on a positive track and regain control over your lead gen & pipeline development process. After all, remaining positive is ESSENTIAL, especially in SALES! So let’s investigate some lead gen statistics and determine what actions you can take TODAY to regain control over your sales pipeline development process. First, according to Hubspot, more than 40% of salespeople recently interviewed say PROSPECTING is the most challenging part of the sales process, followed by closing...
Read More30+% Turnover in Training & HR…How Stale is YOUR List? by Jae-ann Rock
High Turnover in Corporate Training & HR means your in-house list data is constantly changing. The fact is, list data grows stale quickly, resulting in wasted time and energy marketing/selling to those contacts. So what factors should you consider to mitigate “stale data”? What is the average “change rate” in corporate training & HR? How quickly does data become stale in the L&D industry? Let’s review a few facts here to help you gauge the depth of the data quality issue… FACT #1: Data quality decays quickly in the Training & HR industries, especially now… Over...
Read MoreAsk THESE 5 Questions before Purchasing Another List by Jae-ann Rock
When marketing and selling to Corporate Training and HR, you are always looking for better ways to find quality 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 quality leads. Although buying an inexpensive list may appear to be a good option to secure lots of prospects for little investment, this is probably the worst way to go about sourcing leads. Why? Well, that “inexpensive” list you purchased probably...
Read MoreHow to Build a Comprehensive Prospect Profile (Part 2 of 2) by Pat Ryan
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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