Make 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, we can agree that the admin work is the unpleasant, but 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, and increase our time spent SELLING! So, what one change would yield the greatest impact to decrease the admin work, and increase the amount of time spent...
Read MoreFive Questions to Ask before Purchasing Another List – by Jae-ann Rock
When marketing and selling to Corporate Training and HR, you are always looking for better ways to find quality leads. You might attend trade shows, network via LinkedIn, and/or purchase marketing lists from time-to-time. But – if you are purchasing an INEXPENSIVE list of contacts – you may be inadvertently using THE most expensive way to source quality leads. Although buying an inexpensive list may appear to be a good option to secure lots of prospects for little investment, this is probably the worst way to go about sourcing leads. Why? Well, that “inexpensive” list you...
Read More3 Steps to Increase Trade Show ROI by Pat Ryan
Each week we talk with prospects and clients marketing to corporate training & HR. In some ways, you could say we have our “finger on the pulse” of the mood in the corporate training/HR world. We understand the buying habits, market trends and ongoing challenges in this industry – all from a prospecting perspective. One ongoing challenge we see for companies marketing to corporate training and HR is: How to Achieve Higher Trade Show Return-on-Investment (ROI) It’s important to realize that many times, we don’t have to make fancy or massive changes to get better results — fundamental...
Read MoreHow to Become a Peak Performer on the Telephone – Part 1 of 3 by Pat Ryan & Jae-ann Rock
Improving your abilities on the phone is critical to achieving optimal business performance. The reality is that there are some simple techniques you can use to boost your phone performance immediately! We have prepared a 3-part series dedicated to this topic, designed to help YOU become a peak performer! Here’s an overview of the series: Part 1: The top three things to do BEFORE EVERY CALL to improve the outcome of every call! Part 2: The six key steps to SET THE PROPER TONE during every call to achieve your sales goals! Part 3: The top things you must do AFTER EVERY CALL to increase your...
Read MoreSix Rules to Maximize Sales & Marketing Productivity by Pat Ryan
General Electric Company was known as one of America’s best-managed companies for decades (up until only 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...
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