Where Are All The Training Decision-Makers Hiding? by Jae-ann Rock
Like most professionals marketing and selling to Corporate Training and HR, you may have found it difficult to find the exact decision-makers you need to target. Why? Because most large list providers use AI (Artificial Intelligence) to comb the internet, building a massive database of contacts from other online sources. But – there is one problem with this approach – and it is a BIG ONE. Often, the real decision-makers you need are hiding behind obscure or non-descriptive titles. AI does NOT have the ability to drill into this information any further, and can only provide you...
Read More7 Tips to ATD Trade Show Success {a Checklist} by Aleshia Humphries
Exhibiting at trade shows can be an incredibly effective promotional tool if done right. Whether you are wildly successful or a total flop depends a great deal on your advance preparation, and how you determine qualified and unqualified leads. By implementing certain steps, you can lower the cost of your sales process and improve your overall ATD trade show ROI. Of course, in a world of websites, emails, and voice mails, the ATD trade show offers a unique opportunity to build relationships with face-to-face contact. Of course, the number one goal of exhibiting at ATD is to increase the...
Read MoreKeeping 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 More7 Tips to Motivate Your Sales People by Jae-ann Rock
In today’s tight labor market, it is critical to keep your most valued employees – especially those in sales! Study after study has shown that money isn’t a significant factor to retain employees. So, what can YOU do to keep your sales people motivated and happy to remain with your company? What tactics can you employ to increase employee engagement? How can you improve morale to better retain key talent? There are several timeless factors that are likely to motivate sales people to achieve huge success – for themselves, for their sales team, and for your company. In this week’s...
Read MoreThree Steps to Make 2019 a Blockbuster Year by Pat Ryan
Happy New Year! As you develop your 2019 sales plans and goals, it’s important to determine what worked well and what didn’t over the last 12 months: What plans and processes helped move your company toward its goals? What needs to be tweaked, modified, or improved upon? What should be SCRAPPED altogether?? And, if you are marketing to corporate training and HR, you must also answer the following three questions which will be CRITICAL to your company’s success next year. Question #1: Have you set clear, specific metrics? “If you don’t know where you are going, you will probably end up...
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