How 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 good news is that this is a skill that can be learned… In fact, there are some simple techniques you can use to boost your phone performance immediately! We have prepared a three-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: Key steps to SET THE PROPER TONE during every call to achieve your sales goals Part 3: Critical steps...
Read MoreThe One Marketing Initiative that Delivers Higher ROI than Any Other by Jae-ann Rock
You may have heard of Account Based Marketing (ABM), but you’re not exactly sure what it is or if it’s right for your business. If you’re not yet using ABM, it is certainly worth investigating… Consider this: 92% of companies recognize the value of ABM and see the strategy as a “must have” for B2B marketing (From the 2015 State of Account Based Marketing, SiriusDecisions.) According to the 2014 ITSMA Account Based Marketing Survey, Account Based Marketing delivers higher ROI than any other marketing initiative. So, what is Account Based Marketing? Account Based Marketing is a targeted...
Read MoreThe #1 Productivity Killer in Prospecting by Pat Ryan
The most critical factor in determining if you will achieve your goals this year is how productive your team is at PROSPECTING. After all, poor prospecting = poor sales results! When it comes to prospecting within corporate training, e-learning and talent management, we have seen companies make many mistakes and missteps. But, there is one common mistake topping the list of productivity killers that: Wastes 75% of prospecting time, and Deflates Return-On-Investment of prospecting dollars Let’s talk about this list-topping mistake. First, a statement of the obvious – many times...
Read More5 Sales Lessons Learned from a Gold Panning Excursion by Jae-ann Rock
A few years ago, my family and I took a trip to the White Mountains of New Hampshire to do some gold panning for my birthday… We actually registered for a three-hour, organized class called “Prospecting for Gold.” We left the house early and drove two hours to meet the prospecting instructor at a beautiful, crystal clear stream in the White Mountain National Forest. Spending the day in the river would be a welcome relief from the heat and we were excited to find gold! As the class began, the seven participants listened as the instructor taught us about the history of gold panning, and...
Read MoreHow to Create Engaging, Value-Added Marketing Content by Jae-ann Rock
Content marketing is all the rage these days… But, many companies are overwhelmed at the thought of producing value-added content on a regular basis. Many companies marketing to Corporate Training & HR have asked us: How do we create engaging, value-added content? How do we develop our brand as a thought-leader in our industry? How do we send content regularly while minimizing our email opt-outs? These days, the key to an effective email marketing strategy is to be sure you have a marketing and communication strategy to deliver value-added content to the right audience on a consistent...
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