Is Your Aging In-House Database Killing Your Business? by Jae-ann Rock
Aging data in your B2B marketing database is a serious issue that can slowly KILL your business. It can be costly to address, but even MORE costly to IGNORE. Data ages at an alarming rate. The truth is ALL data is fluid, constantly changing. Why? Because people change jobs, they move, retire, change industries, and (unfortunately) they die. People today are moving around much more than you might think. In the US, people change jobs an average of once every 4.2 years. (Dept. of Labor 2016) Millennials change jobs every 3.2 years. (Dept. of Labor 2016) The average tenure at Google is just...
Read MoreThings to Consider before your Next Trade Show Event by Jae-ann Rock
Before you get lost in the maze of trade show planning, it’s important to always keep several factors in mind to make the most of your marketing dollars invested in each and every trade show. There are many factors to consider before signing up to exhibit at that next conference, such as: Does your team have the capacity to make follow-up sales calls in a timely fashion? Does your customer service center have the staff to take care of all the new customers? Do you have enough personnel to handle any newly created work? Can you continue to deliver top-notch quality service to current...
Read MoreFive Ways to Nurture your “Not Now” Prospects by Jae-ann Rock
You’ve worked hard to develop a pipeline of qualified leads…BUT, not every prospect is ready to buy when you contact them. So – how do you stay in front of prospects when they’ve said, “not now” without becoming a pest? Prospects need time to develop trust in you, your company, and your services before they will consider buying from you. As a matter of fact, data has shown it takes an average of seven impressions before a prospect will remember your company. But, it’s not just the number of touches that matters…it is also the quality of those touches. What does this mean for those in...
Read MoreThree Steps to Make 2017 a Blockbuster Year by Pat Ryan
Can you believe it’s the end of another year? Before planning for 2017, it’s always helpful to review the prior year’s efforts – determining what worked well and what didn’t: What plans and processes helped move your company toward its goals? What needs to be tweaked? What should be SCRAPPED altogether?? Answers to these questions will begin to inform your plans for 2017. But, 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. STEP 1: Have you set clear, specific metrics? “If you...
Read MoreThe Secret to Highly Effective Prospecting 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? How will you meet your corporate sales goals this year? Are you talking to enough targeted prospects on a weekly or monthly basis? How can you increase results from your 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? In “The 7 Habits of Highly Effective People,” Steven R. Covey presents...
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