Posts Tagged "HR lists"

[5 Steps] Account-Based Marketing when Targeting Training & HR

Posted on Sep 21, 2020 in Blog, Principles of Success, Training and HR

If you’re not yet using Account-Based Marketing in your B2B outreach, it is certainly worth investigating… As a matter of fact, ABM can have a huge positive impact on your company’s bottom line as evidenced by the following. Of companies using an ABM strategy: 87% report that ABM outperforms every other marketing investment (Source: ITSMA) 91% increased their average deal size, and 25% of respondents saw increases of > 50% revenue per deal. (Source: SiriusDecisions) The average annual contract value increased by > 170% (Source: ABM Leadership Alliance) Account-Based...

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5 Ways to Sell More in Less Time By Jae-ann Rock

Posted on Dec 2, 2019 in Blog, Meeting/Event Planning, Training and HR

In any sales environment, time management is a key factor in what sets apart top-performing sales reps from all the rest.  Show me your best sales reps and I’ll show you people who have mastered time management.  But for many, time management can be an ongoing challenge. As a matter of fact, many sales reps spend only 20% of their time actually selling! Sales professionals are pulled in a myriad of directions and must perform many varied tasks, each and every day. This is why it is critical that every sales rep has an organized approach to how they plan their time.  So, let’s dive...

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The One Thing You KNOW You Need to Do…But Still Haven’t Done by Pat Ryan

Posted on Mar 20, 2019 in Blog, Meeting/Event Planning, Training and HR

After more than 20 years working with companies 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. ALL companies have...

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7 Tips to Motivate Your Sales People by Jae-ann Rock

Posted on Jan 24, 2019 in Blog, Principles of Success, Training and HR

In today’s tight labor market, it is critical to keep your most valued employees – especially those in sales! Study after study has shown that money isn’t a significant factor to retain employees. So, what can YOU do to keep your sales people motivated and happy to remain with your company? What tactics can you employ to increase employee engagement? How can you improve morale to better retain key talent? There are several timeless factors that are likely to motivate sales people to achieve huge success – for themselves, for their sales team, and for your company. In this week’s...

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5 Steps to Trade Show Success – After the Show by Jae-ann Rock

Posted on May 17, 2018 in Blog, Meeting/Event Planning, Training and HR

You’ve attended a trade show (maybe ATD last week?), met a number of prospects 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 Trade Show Success – After the Show Sort and Qualify All Trade Show Leads.  Immediately categorize your show leads into hot, warm and cold categories. Designate each lead as A, B, or C. Create your own “rules” to assign each lead quality. Here are a few suggestions to...

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