How to Build a Comprehensive Prospect Profile (Part 1 of 2) by Pat Ryan
We know you’re working hard marketing to the world of corporate training & HR – but, how can you improve the sales results of those efforts? First, it’s important to note that some lead generation organizations simply don’t understand the vital role DETAILS play in helping a salesperson 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...
Read More5 Ways to Nurture your “Not Now” Prospects by Jae-ann Rock
You’ve worked hard to turn a number of leads into a pipeline of qualified prospects…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”? 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 MoreHow to Create Value-Added Marketing Content by Jae-ann Rock
In our last article, we presented information about emerging marketing trends during the COVID19 pandemic. One key take away from these trends shows an increased appetite for value-added, marketing style content, versus “salesy” content. So this week, we thought it would be helpful to dive deeper into the topic of value-added content while answering commonly asked questions: How do we create engaging, value-added content? How do we promote our content to the right target audience in our industry? How do we leverage email marketing while minimizing our email opt-outs? The key to...
Read More5 Tips to Increase Sales Productivity TODAY by Jae-ann Rock
We all know there is a vast difference between being productive and being “busy.” The Merriam-Webster dictionary defines busywork as “work that usually appears productive or of intrinsic value but actually only keeps one occupied.” Stated another way, busywork can refer to activity that is “undertaken to pass time and stay busy but in and of itself has no actual value.” Now, more than ever, it is critical to reduce or eliminate such busy work, particularly for your well-paid professional sales staff. Left unaddressed, busy work can quickly erode sales and company...
Read MoreRevealed: 5 Lead Gen Strategies for Peak Performance by Pat Ryan
After more than a TWO DECADES of specializing in marketing to the world of corporate training and human resources, we have formed some definite opinions about how to most effectively prospect to this group. You need prospects that want and are ready to buy your solution. But not all prospects are ready to buy today. Some will be ready to buy in three months, four months, six months, nine months, a year, etc… So – here’s the key: you must be in front of them at the right moment when they need the benefits of your solution. Repetitive Exposure To be at the forefront of your...
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