The Truth about the “Big HR Show” by Aleshia Humphries
Trade shows are challenging. I’ve done my share, including the one-person stints where you have to take on all the responsibilities by yourself, like working long shifts over three days at the “big HR show.” (You can substitute “big Training show” and the story will be the same.) But, what’s even more challenging is when the show is over and you go back to your office with a nice big stack of “leads.” As a former Marketing Director for a large training company, I know. I’ve been there, done that…sorted through the “hot”...
Read MoreThe Secret to a Highly Effective Prospecting Effort By Pat Ryan
It’s not news to say that everyone wants better results from their prospecting efforts. But, HOW do we make it happen? Ask yourself: How will we meet our corporate sales goals this year? Are we talking to enough targeted prospects on a weekly or monthly basis? How can I increase results from my team’s prospecting efforts? Your sales reps are already working hard – making calls, writing proposals, and sending follow up emails to move leads through the sales pipeline. But…do they have sufficient time for prospecting? I’m sure many of you have read the best-selling book, “The 7 Habits of...
Read MoreFive Questions to Ask before Purchasing Another List – by Jae-ann Rock
When marketing and selling to Corporate Training and HR, you are always looking for better ways to find quality 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 quality leads. Although buying an inexpensive list may appear to be a good option to secure lots of prospects for little investment, this is probably the worst way to go about sourcing leads. Why? Well, that “inexpensive” list you...
Read MoreUsing Social Networking to Find Decision Makers – Part 2 by Aleshia Humphries and Pat Ryan
In our last article, we explored the pitfalls of using social media to locate decision makers – the people YOU want to sell to. Using B2B social networking sites to locate decision makers is time consuming and too limited in scope to get the real results you need. But, there is a better way! We left you with the following questions in our last post: What do “best-practice” sales people do? What do optimally-effective sales people do? So… what DO great sales people do? What are some of their best practices we can follow to determine if and how to use social networking as a lead...
Read MoreUsing Social Networking to Find Decision Makers – Part 1 by Aleshia Humphries and Pat Ryan
We know that selling and marketing to Corporate Training and HR is no easy job, and keeping your sales pipeline flowing is essential. In an ongoing effort to locate potential sales opportunities, sales people can get creative, engaging in social networking in hopes of finding leads and generating sales. What could be better than connecting to hundreds, if not thousands, of business professionals for FREE? Management should be happy with these efforts, right? Well — it depends… Many salespeople are looking to various B2B networking websites to find business contacts, interact with...
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