How 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...
Read MoreHow to Build a Comprehensive Prospect Profile (Part 1 of 2) by Pat Ryan
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 negative experiences...
Read More5 Ways to Nurture your “Not Now” Prospects by Jae-ann Rock
You’ve worked hard to turn a number of leads into a pipeline of qualified prospects…BUT, not every prospect is ready to buy when you contact them. So – how do you stay in front of prospects when they’ve said, “not now”? Prospects need time to develop trust in you, your company, and your services before they will consider buying from you. As a matter of fact, data has shown it takes an average of seven impressions before a prospect will remember your company. But, it’s not just the number of touches that matters…it is also the quality of those touches. What does this mean for those in...
Read MoreHow to Create Value-Added Marketing Content by Jae-ann Rock
In our last article, we presented information about emerging marketing trends during the COVID19 pandemic. One key take away from these trends shows an increased appetite for value-added, marketing style content, versus “salesy” content. So this week, we thought it would be helpful to dive deeper into the topic of value-added content while answering commonly asked questions: How do we create engaging, value-added content? How do we promote our content to the right target audience in our industry? How do we leverage email marketing while minimizing our email opt-outs? The key to...
Read MoreEmerging B2B Marketing Trends [during COVID19] by Jae-ann Rock
There are important marketing trends emerging as businesses learn to adapt during this age of COVID19. We’ve gathered some of the latest research regarding marketing opportunities and pitfalls with recommendations for how you might best adapt to these ongoing changes. We encourage you to use this information to be PROACTIVE in formulating more effective and appropriate marketing plans during these tumultuous times. And remember, if we can help in any way, please contact us. We’re here to assist in your Corporate Training, e-Learning & HR outreach as you work hard to keep the wheels of...
Read MoreYou Reap What You Sow (with video message from Pat Ryan)
During these uncertain times, with many conferences and in-person meetings being canceled due to COVID-19, Mentor Tech Group stands committed to helping you stay on track in your sales outreach efforts. To that end, we know you still need to market to Corporate Training, e-Learning and HR decision-makers. That’s why we’ve put together the following video message with helpful tips to keep your sales funnel flowing during challenging times. Please click here for Pat Ryan’s new video message The RIGHT marketing efforts NOW will yield sales results in 6-12 months, when business gets back on...
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