Principles of Success

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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5 Ways to Boost Sales Results by the End of 2022 by Jae-ann Rock

Posted on Aug 15, 2022 in Blog, Principles of Success, Training and HR

We all know that August/September means “back to school” and “back to business”!  The push is on. The end of the year is now in sight. So, how do you make the most of the next several months to develop and close business before the close of 2022? The 5 tips below can help you achieve the sales results you need when marketing to Corporate Training & HR! 1.)    Reward the Sales Behavior you Want: It may be time to develop sales kickers to ramp up end-of-year sales activity.  Just be certain you are rewarding the right behavior, aligned with your corporate mission and goals.  Identify...

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5 Tips to Increase Sales Call Performance by Pat Ryan

Posted on May 2, 2022 in Meeting/Event Planning, Principles of Success, Uncategorized

During the Call—Be Your Best We know there is a huge amount of work that often goes into securing an opportunity to present to a prospect. There are key steps you should take DURING every sales call that will help SET THE PROPER TONE for you to become a peak sales performer. So, what are the top 6 things you should always do during every sales call to greatly improve results?  Read below, then determine which tips you use regularly and which areas might need a little work… 1. Personality, Voice Tone, and Projection First rule: Be friendly and sincere. Nothing can take the place of someone...

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How is The Great Resignation Affecting Your Marketing List?

Posted on Apr 20, 2022 in Blog, Meeting/Event Planning, Principles of Success, Training and HR

We hear it all over the news these days… The Great Resignation has taken hold and shows no signs of letting up. For B2B marketers, this can prove especially challenging as you try to keep up with the huge amount of change happening to your in-house list! FACT #1: High Turnover in Corporate Training & HR means your in-house list data is constantly changing. If your database isn’t being kept current, your team will be wasting time and energy marketing/selling to outdated contacts. FACT #2: Adding high-quality NEW DATA to your marketing process TODAY is critical to achieving...

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3 Reasons Your Message Isn’t Getting Noticed

Posted on Apr 4, 2022 in Blog, Meeting/Event Planning, Principles of Success, Training and HR

If your emails aren’t getting noticed, it could be due to one of several common mistakes: 1.) WRONG TARGETS One reason your emails aren’t getting noticed could be because you’re marketing to the wrong contacts – this could be due to the fact that you have outdated info, or because they are not the L&D decision-makers you need to succeed… Junky In-house Data:  If you’re only marketing to your in-house database, know that it is very likely loaded with bad information – i.e. JUNK. Sure, there are lots of good contacts in it, but those are right alongside invalid or irrelevant...

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