5 Reasons Trade Show Leads Don’t Pan Out by Aleshia Humphries
I love getting back to the office after a trade show! Sure, there’s a lot of work to catch up on when you’ve been out of the office for a few days. But if you planned ahead, you’ve allotted yourself some time to follow up on the trade show leads, especially the HOT ones. You know the ones I’m talking about… “We have an immediate need,” “This is something we’ve been looking for,” “Send me pricing.” The list goes on and so does the follow-up. It goes on, and on, and on…. We’ve all felt the disappointment of a longer than normal sales cycle. It’s frustrating when things don’t happen...
Read More3 Surefire Ways to Kill Sales Morale by Jae-ann Rock
Your sales people’s motivation is critical to your company’s success, which is why you must know and avoid several common sales-morale-killers. You can easily fix these problems IF you know what they are. So, let’s dive right in. Here are three surefire ways to kill sales morale and ways to address each: Morale Killer #1: Misaligned Marketing & Sales Efforts. The goal of your marketing efforts should always be to support and enable your sales team. Without such alignment, you may end up with either a.) very few leads, or b.) unqualified leads (like those NON-decision-makers walking the...
Read MoreThree Steps to Make 2018 Your Best Year Yet by Pat Ryan
Can you believe it’s the end of another year? Before planning for 2018, 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, modified, or improved upon? What should be SCRAPPED altogether?? How you answer these questions will help you develop effective plans for 2018. 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...
Read MoreMatch These Four Buyer Types to Increase Sales Now by Jae-ann Rock
So, you found the Corporate Training or HR decision-maker at a target prospect company. How will you make the most of this opportunity? It is paramount that you build trust early in your contact with them! But, how? You must identify and MATCH the buyer’s “type” to reduce tension and build trust quickly. This means you must learn: Who is your buyer? What makes them tick? What annoys them? How can you make them more comfortable in the conversation? What do they ultimately need from you to make a buying decision? Below are Four Common Buyer Types you should learn to identify...
Read MoreHow to Become a Peak Performer on the Telephone – Part 2 of 3 by Pat Ryan & Jae-ann Rock
During the Call—Be Your Best In our last blog post, we brought to light three best practice techniques to employ BEFORE you make a call. This week, we will identify the top 6 things to do DURING every call that will help SET THE PROPER TONE for you become a peak performer on the telephone. So, what are the top 6 things you should always do during every call to greatly improve results? Read below, then determine which tips you use regularly and which areas might need a little work… 1. Voice Tone and Projection How is your telephone voice? Do you speak clearly? Do you enunciate your...
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