The High Cost of Inexpensive Lists by Jae-ann Rock
When marketing and selling to Corporate Training and HR, you are always looking for better ways to find new 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 Corporate Training and HR decision-maker contacts! Although buying an inexpensive list may appear to be a smart option to secure lots of prospects for little investment, this is probably the worst way to go about sourcing leads. Why? Well, that...
Read MoreFive Lead Nurturing Techniques to Net More Sales by Jae-ann Rock
Let’s face it…your lead generation efforts may be going well, but not every qualified lead is ready to buy when you contact them. Did you know that 80% of sales are made on or after the 5th- 12th contact? It’s true. According to the National Sales Executive Association: 2% of sales are made on the 1st contact 3% of sales are made on the 2nd contact 5% of sales are made on the 3rd contact 10% of sales are made on the 4th contact 80% of sales are made on or after the 5th-12th contact So, if 80% of sales are made on or after the 5th- 12th contact, how can you remain front-and-center without...
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, 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 MoreSix Takeaways from Disney’s Model of Success by Jae-ann Rock
Originally known for its animated films and theme parks, The Walt Disney Company has developed into a “Diversified international family entertainment and media enterprise.” Today, with more than $46B in annual sales, 175,000 employees worldwide, and five mammoth business segments, Disney is considered one of the most valuable brands on the planet. So, what practical strategies can we learn from Disney’s success to positively impact our own sales and marketing efforts? First, know this: Disney’s success did NOT happen by chance. Only by constantly innovating and pushing the boundaries, has...
Read MoreTop 10 Marketing Tips for Corporate Training & HR Marketers by Jae-ann Rock
In today’s complex world of B2B marketing, social media, ad words and analytics, it’s easy to get caught up in the details of marketing and forget the BASICS. I’m sure you have your hands full every week: keeping up with social media trends, measuring response rates, testing and tweaking new marketing campaigns, tracking Google analytics, identifying new markets, honing your message, and meeting your sales team’s constant requests for MORE quality leads! But — are you SURE you have the BASICS covered? If you fail to keep several marketing basics in mind…success may elude you....
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