Finding Prospects – Mailing, Emailing or Calling – Which Works BEST? by Pat Ryan
There are many theories about what is the best way to find prospects. Certainly large advertising campaigns and trade shows take up a lot of the marketing budget. But when you need to reach specifically-targeted individuals on a large-scale basis, it really boils down to three options: Mailing them, emailing them, or calling them directly. The context of our discussion will be from the frame of reference of a company that targets the corporate training or talent management decision maker. Mentor Tech Group (MTG) works exclusively with clients that market to the corporate training & human...
Read MoreThe Secret to Success in Life (& when Selling to Corporate Training & HR!) by Pat Ryan
Climbing the ladder of success is part of everyone’s life – not just those who are marketing to corporate training. So why is it, that some people are more successful than others? Is it luck? Is it who they know? Is it what they know? The truth is that success has a formula – and successful people follow it – some consciously, others unconsciously. While this formula may come naturally to some, it does not come naturally to most. Instead, most successful people have had to search for the answers to what makes people successful in the first place… Then they had to learn...
Read MoreA Simple Tool to Improve your Bottom Line Sales Results 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, the admin work is the necessary drudgery involved in any professional sales job, like it or not. We may never be able to completely eliminate the admin work from sales, but we should always be looking for ways to dramatically reduce it… After all, admin work takes time away from the work that really matters when you’re in sales – the SELLING! So, what would make the most impact on...
Read MoreThe Key to Maximizing Sales & Marketing Productivity by Pat Ryan
General Electric Company has been known as one of America’s best-managed companies for decades (up until just 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...
Read MoreHow to Create a Comprehensive Prospect Profile (Part 2 of 2) By Pat Ryan
What is the best way to build a comprehensive profile of your prospect? In our last blog post, we covered SPIN selling techniques, a framework used to gather valuable information from your prospects. This week, we dig deeper by sharing Question Guidelines, designed to help you build a more comprehensive prospect profile. Ask your prospects these questions to help them open up, allowing you to quickly identify key areas of pain and/or need. So, let’s get right into it… Here are the kind of prospecting questions you should be asking… Question Guidelines When speaking with prospects,...
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