Know & Match these Four Buyer Types to Increase Sales by Jae-ann Rock
So, you’ve found the Corporate Training or HR decision-makers at target prospect companies. They have shown interest in your marketing outreach, and now it is time to follow up with a phone call. But, wait! Don’t blow it…How will you make the most of this opportunity? How will you make a positive first impression? How should you communicate your message to maximize call results? What’s the best approach to get them to open up – should you be chatty or direct? Once you find the decision-maker at a target account, it is important to reduce tension and build trust early in your contact...
Read MoreHow to Rev Up Results when Marketing to Corporate Training & HR by Jae-ann Rock
Now that we’re two full weeks into September, your focus has likely shifted “back to business,” and a looming question remains: HOW will you make the MOST of the next few months to reach your 2016 sales goals? The push is on…with only 3 months left! So, how do you make the most of the next several months to develop and close business before the end of the year? How can you increase sales pipeline activity now, resulting in more closed business before 2016 is out? We have some tricks to help you achieve the results you need when marketing to Corporate Training & HR! Prepare to rev...
Read MoreSix Takeaways from Disney’s Model of Success by Jae-ann Rock
The Walt Disney Company is inarguably one of the most successful corporate brands in the world. Like it or loathe it, there are certainly valuable lessons we can learn from Disney’s success over the years. Originally known for its animated films and theme parks, The Walt Disney Company has developed into a “Diversified international family entertainment and media enterprise.” Today, with more than $46B in revenue, 175,000 employees worldwide, and five mammoth business segments, Disney is considered one of the most valuable brands on the planet. So, what practical strategies can we learn from...
Read MoreDecision Making Strategies for Success by Jae-ann Rock
Did you know that your ability to make decisions may determine your success in life? The number one reason for not accomplishing success in life is indecision and procrastination. Which is exactly why the ability to make decisions is a critical attribute of most successful business people. But, how do successful leaders avoid common decision traps of “analysis paralysis,” or fear of making the WRONG decision which can result in NO decision at all? Personal success author and guru, Napoleon Hill, had a lot to say about decision-making, and considered it one of the primary keys to...
Read MoreHow 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
Some lead generation organizations simply don’t understand the vital role DETAILS play in helping a sales person 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 with traditional telemarketing and “list” companies actually led to the founding of Mentor Tech Group. We saw a need to COUNTER the shortfalls of these companies to:...
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