Training and HR

#1 Productivity Killer in Prospecting by Pat Ryan

Posted on Aug 13, 2019 in Blog, Meeting/Event Planning, Training and HR

The most critical factor in determining if you will achieve your goals this year is how productive your team is at PROSPECTING. After all, poor prospecting = poor sales results! When it comes to prospecting within corporate training, e-learning and talent management, we have seen companies make many mistakes and missteps. But, there is one common mistake topping the list of productivity killers that: Wastes 75% of prospecting time, and Deflates Return-On-Investment of prospecting dollars Let’s talk about this list-topping mistake. First, a statement of the obvious – many times...

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5 Questions to Ask Before Purchasing a Marketing List by Jae-ann Rock

Posted on Jul 30, 2019 in Blog, Training and HR

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...

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Solution to Summer Sales Slump – Don’t Let off the Gas by Aleshia Humphries

Posted on Jul 8, 2019 in Blog, Meeting/Event Planning, Principles of Success, Training and HR

Most companies wind down in the summer months because prospects are on vacation, employees take time off, kids are out of school, etc.  But is that really the best strategy?   The physics concept of “a body in motion stays in motion” comes to mind when I think of taking time off from my sales and marketing efforts.  I once read that it takes twice the effort to get something moving than it does to keep it moving — and this also applies to business.    So instead of slacking off on your outreach because you think nobody’s in the office or will pay attention to you, think again.  Here...

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Is Your Aging In-House Database Killing Your Business? by Jae-ann Rock

Posted on Jun 14, 2019 in Blog, Meeting/Event Planning, Principles of Success, Training and HR

Aging data in your B2B marketing database is a serious issue that can slowly KILL your business. It can be costly to address, but even MORE costly to IGNORE. Data ages at an alarming rate. The truth is ALL data is fluid, constantly changing.  Why? Because people change jobs, they move, retire, change industries, and (unfortunately) they die. People today are moving around much more than you might think. In the US, people change jobs an average of once every 4.2 years. (Bureau of Labor Statistics 2018) Millennials change jobs every 2.8 years! (Dept. of Labor 2018) The average tenure at Google...

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5 Tips to Post-Show Success! by Jae-ann Rock

Posted on Jun 7, 2019 in Blog, Training and HR

You’ve attended a trade show, met a number of prospects and now it’s time to follow up. So, how can you maximize your trade show ROI? How soon should you follow up? What follow-up approach should you use? Below are five tips to help you get the most out of every qualified conference lead. 5 Steps to Trade Show Success – After the Show Sort and Qualify All Trade Show Leads.  Immediately categorize your show leads into hot, warm and cold categories. Designate each lead as A, B, or C. Create your own “rules” to assign each lead quality. Here are a few suggestions to consider: A Leads: You...

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Where Are All The Training Decision-Makers Hiding? by Jae-ann Rock

Posted on Jun 3, 2019 in Blog, Principles of Success, Training and HR

Like most professionals marketing and selling to Corporate Training and HR, you may have found it difficult to find the exact decision-makers you need to target. Why? Because most large list providers use AI (Artificial Intelligence) to comb the internet, building a massive database of contacts from other online sources. But – there is one problem with this approach – and it is a BIG ONE. Often, the real decision-makers you need are hiding behind obscure or non-descriptive titles. AI does NOT have the ability to drill into this information any further, and can only provide you...

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