Five Essentials to Build a Healthy Sales Pipeline by Jae-ann Rock
A lack of qualified prospects moving through your sales process TODAY can mean trouble for your business TOMORROW. Building a healthy sales pipeline is critical to attain your revenue goals 3, 6 or 9 months from now… So what steps should you take to build and sustain a HEALTHY sales pipeline all year long? Start with ENOUGH Leads We all know that sales is a numbers game. To develop a healthy sales pipeline, you must start with enough leads to crank through your marketing and sales engine. After all, only a portion will become “qualified leads,” and of those, only a fraction will be ready to...
Read MoreTop Tips to Rev up your Q4 Sales Results by Jae-ann Rock
With only three months left until the end of this year, a looming question remains: How will you make the MOST of these next few months to meet or exceed your 2015 sales goals? Time is ticking and the push is on… So, can you more effectively develop and close business before the end of the year? We have some tricks to help you achieve the results you need – especially when marketing to Corporate Training & HR! Prepare to rev up your sales and marketing results! 1.) Reward the Sales Behaviors you Want to See: It may be time to develop “sales kickers” to really ramp...
Read MoreThe 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 new 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 decision-maker contacts! Although buying an inexpensive list may appear to be a smart option to secure lots of prospects for little investment, this is probably the worst way to go about sourcing leads. Why? Well, that...
Read MoreFive Lead Nurturing Techniques to Net More Sales by Jae-ann Rock
Let’s face it…your lead generation efforts may be going well, but not every qualified lead is ready to buy when you contact them. Did you know that 80% of sales are made on or after the 5th- 12th contact? It’s true. According to the National Sales Executive Association: 2% of sales are made on the 1st contact 3% of sales are made on the 2nd contact 5% of sales are made on the 3rd contact 10% of sales are made on the 4th contact 80% of sales are made on or after the 5th-12th contact So, if 80% of sales are made on or after the 5th- 12th contact, how can you remain front-and-center without...
Read MoreMake this One Change and Watch your Sales Numbers Soar 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, we can agree that the admin work is the unpleasant, but necessary drudgery involved in any professional sales job. It may be hard to ever eliminate it completely, but we should always be looking for ways to dramatically reduce it, and increase our time spent SELLING! So, what one change would yield the greatest impact to decrease the admin work, and increase the amount of time spent...
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