How to Build a Comprehensive Prospect Profile (Part 1 of 2) by Pat Ryan
We know you’re working hard marketing to the world of corporate training & HR – but, how can you improve the sales results of those efforts? First, it’s important to note that some lead generation organizations simply don’t understand the vital role DETAILS play in helping a sales person determine when, how and IF to follow up with a potential prospect: Is there a project? Who is in charge of that project? What are the business drivers? What are the timelines? Is there a budget? What is it? What other companies are you talking to? Who is the decision maker?...
Read MoreThree Steps to Increase Trade Show ROI by Pat Ryan
Each week we talk with people responsible for corporate training and HR at America’s top companies. We also speak with prospects and clients marketing to corporate training & HR. In some ways, you could say we have our “finger on the pulse” of the mood in the corporate training/HR world. We understand the buying habits, market trends and ongoing challenges in this industry – all from a prospecting perspective. One ongoing challenge we see for companies marketing to corporate training and HR is: How to Achieve Higher Trade Show Return-on-Investment (ROI) This week, we...
Read MoreTwo Things Professional Sales People Need Most by Jae-ann Rock
Two foundational elements are crucial to the success of sales, without which, most sales organizations will suffer from: A weak sales pipeline Anemic revenue numbers Turnover of high powered sales reps Odds are likely that you’re making at least one of these mistakes, but choosing to ignore them or assuming you have them mastered is a HUGE mistake. Here’s the good news… You can easily fix the problem, IF you know what it is… So, what are these two critical elements to the success of sales? Do you have ENOUGH LEADS? The first question is simply this: Do you have enough new...
Read More7 Tips to Trade Show Success by Aleshia Humphries
Exhibiting at trade shows can be an incredibly effective promotional tool, or it can be a complete waste of time and money. 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 trade show ROI. Of course, in a world of websites, emails, and voice mails, trade shows offer a unique opportunity to build relationships with face-to-face contact. Despite the advantages of this in-person connection,...
Read MoreFive Sales Lessons Learned from a Gold Panning Excursion by Jae-ann Rock
Last month, 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 on “Prospecting for Gold.” On the morning of the trip, my family and I got up early, and left the house by 7 AM to drive two hours to meet up with the prospecting instructor at a beautiful, crystal clear stream in the White Mountain National Forest. Spending the day in the river would be welcome relief from the heat, and we were excited to find gold! As the class began, the seven participants listened as the...
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