The High Cost of Inexpensive Lists by Jae-ann Rock
When marketing and selling to Corporate Training and HR, you are always looking for better ways to find 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 Corporate Training and HR lists! 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...
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...
Read More10 Things Every Corporate Training & HR Marketer Must Know! by Jae-ann Rock
In today’s complex world of B2B marketing, social media, ad words and analytics, it’s easy to get caught up in the details of marketing and forget the BASICS. I’m sure you have your hands full every week: keeping up with social media trends, measuring response rates, testing and tweaking new marketing campaigns, tracking Google analytics, identifying new markets, honing your message, and meeting your sales team’s constant requests for MORE quality leads! But — are you SURE you have the BASICS covered? If you fail to keep several marketing basics in mind…success may elude you. ...
Read MoreUsing Social Networking to Find Decision-Makers – Part 2 of 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 when determining how and if to use social networking as a lead...
Read MoreUsing Social Networking to Find Decision Makers – Part 1 of 2 By Aleshia Humphries and Pat Ryan
Although the economy is slowly showing some signs of recovery, doing more with less has become a permanent part of the “new reality” across American companies. Of course, tough times are not new to training or HR. When there is a downturn in the market, we are always the first to feel the pinch (along with marketing!). Yet, whether times are good or bad, keeping your sales pipeline flowing is essential – perhaps more so during bad times. Management doesn’t care what the excuse is – they expect sales to have a full pipeline. In the spirit of trying to do more with less, some sales...
Read More