The High Cost of Inexpensive Lists (5 Questions) Part 2 by Jae-ann Rock
In our last article, we discussed the common ways people look for leads when marketing and selling to Corporate Training and HR. From attending trade shows of performing LinkedIn searches to purchasing marketing lists from time-to-time, there are a number of ways to source leads. However, NOT all leads are created equal. If you purchase an INEXPENSIVE list of contacts, you may actually be using THE most expensive way to source Corporate Training and HR decision-maker contacts! FACT: A list is usually LOW COST because it is LOW QUALITY. Spending money on a low-cost list will COST YOU much...
Read MoreThe High Cost of Inexpensive Lists by Jae-ann Rock (Part 1 of 2)
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...
Read MoreFive Essentials to Build a Healthy Sales Pipeline by Jae-ann Rock
A lack of qualified prospects moving through your sales process TODAY can mean trouble for your business TOMORROW. Building a healthy sales pipeline is critical to attain your revenue goals 3, 6 or 9 months from now… So what steps should you take to build and sustain a HEALTHY sales pipeline all year long? Start with ENOUGH Leads We all know that sales is a numbers game. To develop a healthy sales pipeline, you must start with enough leads to crank through your marketing and sales engine. After all, only a portion will become “qualified leads,” and of those, only a fraction will be ready to...
Read MoreThree Steps to Increase Trade Show ROI by Pat Ryan
Each week we talk with people responsible for corporate training and HR at America’s top companies. We also speak with prospects and clients marketing to corporate training & HR. In some ways, you could say we have our “finger on the pulse” of the mood in the corporate training/HR world. We understand the buying habits, market trends and ongoing challenges in this industry – all from a prospecting perspective. One ongoing challenge we see for companies marketing to corporate training and HR is: How to Achieve Higher Trade Show Return-on-Investment (ROI) This week, we...
Read MoreTwo Ways to Increase Selling Time & Improve Results By Jae-ann Rock
Any professional sales job will likely require some administrative work. However, we should always seek ways to dramatically reduce admin work and increase SELLING time for sales reps! Administrative “busy work” saps the company of valuable people’s time and resources. Why would you pay a sales rep a professional, premium rate of pay, when they are performing admin work? That would be crazy, right? But companies do it all the time… Value-added work for sales professionals is the act of SELLING! This includes any function directly related to developing, nurturing, or closing a sale. All...
Read MoreIs Your Aging In-House Database Killing Your Business? by Jae-ann Rock
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. (Dept. of Labor 2016) Millennials change jobs every 3.2 years. (Dept. of Labor 2016) The average tenure at Google is just...
Read More