6 Rules to Maximize Sales & Marketing Productivity by Pat Ryan
Years ago, I attended GE’s Management Training Program, where I first learned about Jack Welch’s highly impactful business principles. As former Chairman of GE, Jack Welch was a legendary leader, largely known for: Demonstrating effective leadership tactics Achieving record corporate growth and profits (Under his leadership, GE’s value rose by more than 4,000% as a result of Mr. Welch’s strong personal philosophies!) It is those same guiding principles that have had a lasting impact upon my life and my career. (Unfortunately, the impact on GE was not so lasting after Welch’s departure...
Read MoreNo Lead Left Behind by Jae-ann Rock
Having a marketing plan that includes ways to nurture your “not now” leads is critical to making sure no lead is left behind. In our last blog post, we outlined ways to remain engaged with leads over time – in a way that continues to bring value to those contacts without becoming a pest. It is a balancing act, for sure. But, in our experience, a lead that has gone quiet is not necessarily a dead lead. Until you are able to fully ascertain the situation, do not assume any lead is dead. They are still “in play” until you are informed otherwise. I have personally had situations where a...
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 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 MoreDecision Making Tips: 4 Steps to 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. 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 success. Through his research of the most successful people of his day, Hill determined decision-making is a critical...
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