How 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:...
Read MoreFive Steps to Successful Trade Show Follow Up by Jae-ann Rock
You’ve attended a trade show (maybe ATD last week?), met a number of prospects (hopefully!), and now it’s time to follow up. So, how can you maximize your trade show ROI? How soon should you follow up? What follow up approach should you use? Below are five tips to help you get the most out of every qualified conference lead… 5 Steps to Successful Trade Show Follow Up Sort and Qualify All Trade Show Leads. Immediately categorize your show leads into hot, warm and cold categories. Designating each lead as A, B, or C will do. Create your own “rules” to assign each lead quality....
Read More7 Tips to Trade Show Success by Aleshia Humphries
Exhibiting at trade shows can be an incredibly effective promotional tool, or it can be a complete waste of time and money. Whether you are wildly successful or a total flop depends a great deal on your advance preparation, and how you determine qualified and unqualified leads. By implementing certain steps, you can lower the cost of your sales process and improve your overall trade show ROI. Of course, in a world of websites, emails, and voice mails, trade shows offer a unique opportunity to build relationships with face-to-face contact. Despite the advantages of this in-person connection,...
Read MoreUsing LinkedIn and Other Social Sites to Find Decision-Makers – Part I by Aleshia Humphries & Pat Ryan
We know that selling and marketing to Corporate Training and HR is no easy job, and keeping your sales pipeline flowing is essential. In an ongoing effort to locate potential sales opportunities, sales people can get creative, engaging in social networking in hopes of finding leads and generating sales. What could be better than connecting to hundreds, if not thousands, of business professionals for FREE? Management should be happy with these efforts, right? Well — it depends… Many salespeople are looking to various B2B networking websites to find business contacts, interact with...
Read MoreThree Steps to Make 2016 a Blockbuster Year – by Pat Ryan
Can you believe it’s the end of another year? Before planning for 2016, it’s always helpful to review the prior year’s work – determining what worked well and what didn’t: What plans and processes helped move your company toward its goals? What needs to be tweaked? What should be SCRAPPED altogether?? Answers to these questions will begin to inform your plans for 2016. But, if you are marketing to corporate training and HR, you must also answer the following three questions which will be CRITICAL to your company’s success next year. STEP 1: Have you set clear, specific metrics? “If you don’t...
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