Five 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 MoreMake this One Change and Watch your Sales Numbers Soar By Jae-ann Rock
Ask any professional business developer the type of work activity they like the least and the majority will likely mention “the admin work”. Admittedly, having been a sales rep/business developer for many years, I can certainly attest to the fact that admin work is the necessary drudgery involved in any professional sales job. It may be hard to ever eliminate it completely, but we should always be looking for ways to dramatically reduce it… Any time spent doing admin work as a sales rep takes time away from the work that really matters when you’re in sales – the SELLING! So, what would...
Read MoreThree Steps to Make 2014 a Blockbuster Year by Pat Ryan
Can you believe it’s the end of another year? Before planning for 2014, 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 2014. 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?...
Read MoreConfessions of a Former Marketing Director by Aleshia Humphries
As a former Director of Marketing for a large training company, I have a confession to make. Though it pains me to say it, I now know that we could’ve gotten our leads for a lot less money than we ended up spending on them. Live and learn. But, in today’s highly competitive and cost-reducing environment, it hurts to know that you may not have gotten the best value out of your marketing dollars. Everyone marketing to corporate training (or HR) has one goal in common: To get your marketing message in front of decision makers. Are Trade Shows Effective? Like many people, I felt...
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