Keeping Sales Teams Productive Instead of “Busy” (5 Steps) by Jae-ann Rock
We all know there is a vast difference between being productive and being “busy.” It is critical to reduce or eliminate “busy work,” particularly for your well-paid professional sales staff. Left unaddressed, busy work can quickly erode sales and company profits by reducing time for the more important, truly productive work. So, are your sales reps productive with their time? Or, are they just “busy”? What steps can you take to reduce their admin work? How can you maximize their productivity by increasing the time spent selling? According to the process optimizing company, Nintex, 67% of...
Read MoreLose the weight – of DEAD data! by Jae-ann Rock
Some people make new year’s resolutions. Few people keep them. According to U.S. News, 80% of new year’s resolutions fail by mid-February! I’m not surprised… It’s hard to create new habits that actually “stick.” For most organizations, the same holds true for cleaning up their data: There are great intentions to clean up the data and keep it clean. But in reality, it’s a difficult, ONGOING process. (As in never-ending, continuous, incessant, unrelenting…you get the idea!) But, if you market and sell to Corporate Training and HR, you’re in luck! We can help you revolutionize the process...
Read MoreHow Much Did Bad List Data Cost You in 2018? by Jae-ann Rock
Here’s a question for you: What’s the real cost of using poor data sources in your business? Everyone marketing and selling to corporate training and HR is looking for a silver bullet to reach qualified decision makers. While there is no one right way to market to this sector, one thing is clear – you must avoid the “bad data trap” if you are to achieve success selling to these markets. Exhausting your time trying to manage poor data while marketing your products and services can cause immense setbacks to your business. Using “inexpensive” lists with inaccurate information will negatively...
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 MoreWhat WORKS when Marketing to Corporate Training & HR? by Jae-ann Rock
After almost 20 years in this industry, we know a thing or two about what works when marketing to Corporate Training and HR. As a matter of fact, working with our clients has provided us with some incredible insights regarding the secret to sales and marketing success in this industry. This week, we are excited to reveal the secrets behind how Acumen Learning leveraged the MTG database to yield some incredible results! Using a multi-faceted marketing approach, in their six years using the MTG database, Acumen has achieved the following results: Invoiced more than 21 times the cost of the...
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