Principles of Success

Top B2B Marketing Trends When Selling to L&D

Posted on Jan 31, 2023 in Blog, Principles of Success, Training and HR

We all know that the Learning and Development (L&D) industry is constantly evolving, so keeping up with the latest marketing trends is essential for success when selling to this industry. As B2B marketers, it’s important to understand the current trends to more effectively reach and engage potential customers and build a healthy sales pipeline. We have gathered information from some of the top research companies in this area to find out what’s working in 2023. First, it’s important to know that according to a recent American Marketing Association survey, more than 65%...

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5 Best Practices to Improve Time Management in Sales

Posted on Jan 10, 2023 in Blog, Meeting/Event Planning, Principles of Success, Training and HR

Part of the KEY to making the most of any new year is TIME MANAGEMENT. It is the one factor that sets apart top-performing sales reps from all the rest. But did you know that most salespeople spend only 20% of their time actively selling? It is imperative that every sales rep have an organized time management plan… That’s why this week’s tips are designed specifically for SALES professionals to get the most out of every work week to improve productivity and sales results! Five Ways to Sell More in Less Time: 1.) Do first things first. One simple key to streamlining your sales process...

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Tips to Achieve Better Marketing Results for LESS Money in ’23 by Jae-ann Rock

Posted on Dec 12, 2022 in Blog, Principles of Success, Training and HR

As you set up your 2023 marketing strategy and budget, it’s critical to assess what kind of ROI you can expect from each marketing tactic BEFORE you SPEND any money.  It’s all about HOW you spend your marketing budget and what return on investment you can expect from each marketing tactic you employ.  First, assess how much time your team WASTES by prospecting using that outdated trade show list, or by using a GENERIC marketing list that doesn’t focus on Learning & Development decision-makers. Many times, trade show lists and generic lists do not contain actual role-based decision-makers...

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The High Cost of Buying an “Inexpensive” List by Jae-ann Rock

Posted on Oct 26, 2022 in Blog, Principles of Success, Training and HR

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...

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How to Build a Comprehensive Training or HR Prospect Profile (Part 1) by Pat Ryan

Posted on Sep 27, 2022 in Blog, Principles of Success, Training and HR

We know you’re working hard marketing to the world of corporate training & HR – but, how can you improve the sales results of those efforts? First, it’s important to note that some lead generation organizations simply don’t understand the vital role DETAILS play in helping a salesperson determine when, how and IF to follow up with a potential prospect: Is there a project? Who is in charge of that project? What are the business drivers? What are the timelines? Is there a budget? What is it? What other companies are you talking to? Who is the decision maker? Previous experiences with poor...

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Success Tips: 7 Ways to Prevent “Quiet Quitting”

Posted on Sep 14, 2022 in Blog, Principles of Success, Training and HR

You may have heard of the buzz term “quiet quitting” which seems to be everywhere these days.  Simply stated, quiet quitting is when an employee decided to NOT go above and beyond at work. It’s anti-hustle culture. For some, it’s about setting boundaries to combat burnout. While not new, quiet quitting is a form of employee disengagement. Don’t let this go unaddressed because it can hurt your business badly – especially if your marketing and sales people disengage from work. According to Harvard Business Review, recent research* has shown that “least effective managers have three...

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