Decision Making Strategies for Success by Jae-ann Rock
Did you know that your ability to make decisions may determine your success in life? The number one reason for not accomplishing success in life is indecision and procrastination. Which is exactly why the ability to make decisions is a critical attribute of most successful business people. But, how do successful leaders avoid common decision traps of “analysis paralysis,” or fear of making the WRONG decision which can result in NO decision at all? Personal success author and guru, Napoleon Hill, had a lot to say about decision-making, and considered it one of the primary keys to...
Read MoreHow to Build a Comprehensive Prospect Profile (Part 2 of 2) by Pat Ryan
What is the best way to build a comprehensive profile of your prospect? In our last blog post, we covered SPIN selling techniques, a framework used to gather valuable information from your prospects to assist in the sales process. This week, in part two of this topic, we’ll dig deeper by sharing Question Guidelines designed to help you build a more comprehensive prospect profile to improve sales results. Ask your prospects the following questions to help them open up, allowing you to more quickly understand their situation and identify areas of potential need: Question Guidelines When...
Read MoreHow to Build a Comprehensive Prospect Profile (Part 1 of 2) by Pat Ryan
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? Previous negative experiences with traditional telemarketing and “list” companies actually led to the founding of Mentor Tech Group. We saw a need to COUNTER the shortfalls of these companies to:...
Read MoreAsk These Questions before Purchasing another Marketing 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 purchase an INEXPENSIVE list of contacts – you may actually be using THE MOST EXPENSIVE way to source quality leads. Although buying an inexpensive list may appear to be a cost effective option to secure lots of prospects for little investment, this is probably the worst way to source new leads. Why? Well, that “inexpensive” list probably contains...
Read MoreTop 10 Tips when Marketing to Corporate Training & HR 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. Let’s review...
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