How 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 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...
Read More7 Tips to Trade Show Success by Aleshia Humphries
Exhibiting at trade shows can be an incredibly effective promotional tool, or it can be a complete waste of time and money. Whether you are wildly successful or a total flop depends a great deal on your advance preparation, and how you determine qualified and unqualified leads. By implementing certain steps, you can lower the cost of your sales process and improve your overall trade show ROI. Of course, in a world of websites, emails, and voice mails, trade shows offer a unique opportunity to build relationships with face-to-face contact. Despite the advantages of this in-person connection,...
Read MoreUsing LinkedIn and Other Social Sites to Find Decision-Makers – Part I by Aleshia Humphries & Pat Ryan
We know that selling and marketing to Corporate Training and HR is no easy job, and keeping your sales pipeline flowing is essential. In an ongoing effort to locate potential sales opportunities, sales people can get creative, engaging in social networking in hopes of finding leads and generating sales. What could be better than connecting to hundreds, if not thousands, of business professionals for FREE? Management should be happy with these efforts, right? Well — it depends… Many salespeople are looking to various B2B networking websites to find business contacts, interact with...
Read MoreThree Steps to Make 2016 a Blockbuster Year – by Pat Ryan
Can you believe it’s the end of another year? Before planning for 2016, it’s always helpful to review the prior year’s work – determining what worked well and what didn’t: What plans and processes helped move your company toward its goals? What needs to be tweaked? What should be SCRAPPED altogether?? Answers to these questions will begin to inform your plans for 2016. 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 set clear, specific metrics? “If you don’t...
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