Six Rules to Maximize Sales & Marketing Productivity by Pat Ryan
General Electric Company was known as one of America’s best-managed companies for decades (up until only a few years ago)… At the helm of this conglomerate for over twenty years was GE’s Chairman, Jack Welch. He has become a legend, not only for providing stellar leadership, record growth and profits, but also for his strong personal philosophies – that he gladly “shared” with his team. As a General Electric Management Training Program Graduate who went on to spend six years with GE’s Aircraft Engine Business Group, I first learned of Mr. Welch’s powerful philosophies nearly 30...
Read MoreFive Quick Tips to Launch Early (and Lasting) Success in 2015 by Jae-ann Rock
Looking for ways to get the new year off to a great start? From eliminating time wasters, to accelerating the sales cycle, these tips will put you on the path to early success in 2015. When reading these tips, think about which two you will commit to this year. Write them down, make them visible during your work day. Then, begin incorporating them into your daily work habits starting THIS WEEK, to launch 2015 on a path of success. Ready…? 1.) Focus on one thing at a time. It has been proven that multitasking does not work well. In fact, it is a drain on productivity. The Research:...
Read MoreHow to Create 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. This week, we dig deeper by sharing Question Guidelines, designed to help you build a more comprehensive prospect profile. Ask your prospects these questions to help them open up, allowing you to quickly identify key areas of pain and/or need. So, let’s get right into it… Here are the kind of prospecting questions you should be asking… Question Guidelines When speaking with prospects,...
Read MoreHow to Create a Comprehensive Prospect Profile (Part 1 of 2) by Pat Ryan
Some lead generation organizations simply don’t understand the vital role that 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 companies actually led to the founding of Mentor Tech Group. We saw a need to COUNTER the shortfalls of these companies to: Focus on one area...
Read MoreThe One Thing You KNOW You Need to Do – But Still Haven’t Done by Pat Ryan
After more than a decade of working with e-learning, corporate training, and HR vendors, we havedeveloped a wealth of knowledge about marketing to corporate training & HR. Specializing in this narrow niche has given us the rare opportunity of taking a glimpse into the many different challenges experienced by a wide variety of companies marketing to this industry. Some problems end up being unique to one company, and do not plague other companies. Then there are those challenges shared by many different companies, large and small – and we see them over and over again. ALL companies...
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