Finding Prospects – Mailing, Emailing or Calling – Which Works BEST? by Pat Ryan
There are many theories about what is the best way to find prospects. Certainly large advertising campaigns and trade shows take up a lot of the marketing budget. But when you need to reach specifically-targeted individuals on a large-scale basis, it really boils down to three options: Mailing them, emailing them, or calling them directly. The context of our discussion will be from the frame of reference of a company that targets the corporate training or talent management decision maker. Mentor Tech Group (MTG) works exclusively with clients that market to the corporate training & human...
Read MoreThe Key to Maximizing Sales & Marketing Productivity by Pat Ryan
General Electric Company has been known as one of America’s best-managed companies for decades (up until just a few years ago)… At the helm of this conglomerate for over twenty years was GE’s Chairman, Jack Welch. He has become a legend not only for providing stellar leadership, record growth and profits, but also for his strong personal philosophies – that he gladly “shared” with his team. As a General Electric Management Training Program Graduate who went on to spend six years with GE’s Aircraft Engine Business Group, I first learned of Mr. Welch’s powerful philosophies nearly 30...
Read MoreUsing Social Networking to Find Decision-Makers – Part 2 of 2 by Aleshia Humphries and Pat Ryan
In our last article, we explored the pitfalls of using social media to locate decision makers – the people YOU want to sell to. Using B2B social networking sites to locate decision makers is time consuming and too limited in scope to get the real results you need. But there is a better way! We left you with the following questions in our last post: What do “best-practice” sales people do? What do optimally-effective sales people do? So… what DO great sales people do? What are some of their best practices we can follow when determining how and if to use social networking as a lead...
Read MoreUsing Social Networking to Find Decision Makers – Part 1 of 2 By Aleshia Humphries and Pat Ryan
Although the economy is slowly showing some signs of recovery, doing more with less has become a permanent part of the “new reality” across American companies. Of course, tough times are not new to training or HR. When there is a downturn in the market, we are always the first to feel the pinch (along with marketing!). Yet, whether times are good or bad, keeping your sales pipeline flowing is essential – perhaps more so during bad times. Management doesn’t care what the excuse is – they expect sales to have a full pipeline. In the spirit of trying to do more with less, some sales...
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