5 Questions to Ask Before Purchasing a 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 are purchasing an INEXPENSIVE list of contacts – you may be inadvertently using THE most expensive way to source quality leads. Although buying an inexpensive list may appear to be a good option to secure lots of prospects for little investment, this is probably the worst way to go about sourcing leads. Why? Well, that “inexpensive” list you purchased probably...
Read MoreSolution to Summer Sales Slump – Don’t Let off the Gas by Aleshia Humphries
Most companies wind down in the summer months because prospects are on vacation, employees take time off, kids are out of school, etc. But is that really the best strategy? The physics concept of “a body in motion stays in motion” comes to mind when I think of taking time off from my sales and marketing efforts. I once read that it takes twice the effort to get something moving than it does to keep it moving — and this also applies to business. So instead of slacking off on your outreach because you think nobody’s in the office or will pay attention to you, think again. Here...
Read MoreIs 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. (Bureau of Labor Statistics 2018) Millennials change jobs every 2.8 years! (Dept. of Labor 2018) The average tenure at Google...
Read MoreWhere Are All The Training Decision-Makers Hiding? by Jae-ann Rock
Like most professionals marketing and selling to Corporate Training and HR, you may have found it difficult to find the exact decision-makers you need to target. Why? Because most large list providers use AI (Artificial Intelligence) to comb the internet, building a massive database of contacts from other online sources. But – there is one problem with this approach – and it is a BIG ONE. Often, the real decision-makers you need are hiding behind obscure or non-descriptive titles. AI does NOT have the ability to drill into this information any further, and can only provide you...
Read MoreA, B, Cs to Qualifying your ATD Leads
The ATD Annual Conference is just a week away and we are super excited to help you achieve the best ROI possible. Below are a few helpful tips to quickly and easily Sort and Qualify your trade show leads to streamline your success. Make quick notes while on the show floor regarding any prospect conversations you’ve had. Periodically take a break to refresh. Stop by the Exhibitor Lounge* (sponsored by Mentor Tech Group) for complimentary coffee, tea and water. While on break, quickly categorize your show leads into hot, warm and cold categories. Designating each A, B, C will do by...
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