Two 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 MoreThe Secret to Highly Effective Prospecting by Pat Ryan
It’s not news to say that everyone wants better results from their prospecting efforts. But, HOW do we make it happen? How will you meet your corporate sales goals this year? Are you talking to enough targeted prospects on a weekly or monthly basis? How can you increase results from your team’s prospecting efforts? Your sales reps are already working hard – making calls, writing proposals, and sending follow up emails to move leads through the sales pipeline. But…do they have sufficient time for prospecting? In “The 7 Habits of Highly Effective People,” Steven R. Covey presents...
Read MoreTwo Things Professional Sales People Need Most by Jae-ann Rock
Two foundational elements are crucial to the success of sales, without which, most sales organizations will suffer from: A weak sales pipeline Anemic revenue numbers Turnover of high powered sales reps Odds are likely that you’re making at least one of these mistakes, but choosing to ignore them or assuming you have them mastered is a HUGE mistake. Here’s the good news… You can easily fix the problem, IF you know what it is… So, what are these two critical elements to the success of sales? Do you have ENOUGH LEADS? The first question is simply this: Do you have enough new...
Read MoreThe One Thing You Know You Need to Do…But Still Haven’t Done by Pat Ryan
After more than 17 years working with companies selling and marketing to the e-learning, corporate training, and HR industries, we have developed a wealth of knowledge about marketing and selling to these markets. Specializing in this narrow niche has given us the rare opportunity to see into the many challenges experienced by a wide variety of companies marketing to this industry. Some problems end up being unique to one company, and do not plague other companies. Then there are those challenges shared by many different companies, large and small – and we see them over and over again....
Read MoreKnow & 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...
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