We all know that August/September means “back to school” and “back to business”! The push is on. 
The end of the year is now in sight. So, how do you make the most of the next several months to develop and close business before the close of 2022?
The 5 tips below can help you achieve the sales results you need when marketing to Corporate Training & HR!
1.) Reward the Sales Behavior you Want:
It may be time to develop sales kickers to ramp up end-of-year sales activity. Just be certain you are rewarding the right behavior, aligned with your corporate mission and goals. Identify specific goals/targets and incentivize people to achieve them accordingly. Develop incentives around specific metrics you’d like to boost such as:
- Number of calls per day
- Number of new prospect calls scheduled
- Number of sales quotes per month
- Call-to-meeting conversion rate
- Meeting-to-quote conversion rate
- Quote-to-sale conversion rate
- And of course, the Holy Grail: any metric related to closed deals! (Reward by # deals; total revenue; % margins; etc.)
2.) Increase Referrals:
Maximize word-of-mouth marketing to increase sales. Satisfied clients may refer you to other qualified prospects in Corporate Marketing & HR, creating a “warm lead” pipeline. But don’t just wait for referrals to happen. Use these tips to increase referrals:
- Add “Referrals Appreciated” to your newsletter or periodically to your social media posts
- Include “Referrals Appreciated” in your email signature
- Create a link to a website form for referral submissions and/or testimonials (Note: some people may not be able to provide a referral, but may be willing to provide a testimonial for marketing use, which can hold great value for your corporate marketing initiatives.)
- Create a referral program, in which you reward visitors or customers that come in via other companies’ marketing efforts.
3.) Invest in High-Quality Prospect Data:
Please don’t waste any more time! If you want to be successful in marketing your products and services to Corporate Training & HR, you should be using MTG’s Training & HR marketing database. It’s that simple. Here’s why:
- Hand-Built information: MTG’s database of decision-makers is HAND-BUILT as a result of a personal phone conversation with each contact. (You just won’t get this anywhere else!)
- Free 4-Month Updates*: Every contact in the MTG market intelligence database is updated every 4 months, to achieve the highest possible rate of accuracy for your benefit!
- Job function-based: We identify the job function of each person in our database, not just their title, ensuring that they meet certain criteria to be included in our lists. At MTG, we call these job functions “Job Codes.”
- Direct Contact Info: Our database contains direct contact information for decision-makers in your target industry (often with direct-dial phone numbers and email addresses). Mentor Tech Group’s lists are simply second-to-none!
4.) Develop a “Content Arsenal”:
Identify industry topics that are trending or those of interest to your prospects. Develop content accordingly.
Be sure you have plenty of content developed in a variety of formats including: blog articles, white papers, case studies, webinars, eBooks, etc.
According to a June 2022 Forbes article,
“…Content is king, as the saying goes. But that’s especially true in the world of B2B marketing. B2B content teams will need to create high-quality, engaging content, delivered via optimized digital channels, if they want to attract and retain customers…”
5.) USE, USE, USE your List!
Securing a high-quality, targeted list is fantastic – but ONLY if you actively USE that list!
It may seem obvious, but we should still mention this fact: You can’t buy a high-quality list, import it into your CRM system and then expect prospects to come to you… Seriously. It doesn’t work that way. You must PLAN to ACTIVELY market to your list. Use your content developed in #4 above for this purpose.
- Develop an email marketing program that provides high-value, educational content to your list. Building a positive brand is easier when you’re sharing something of value for FREE. Delivering value-added content to prospects on a regular basis builds trust. And, when they’re ready to buy, they will be more likely to think of YOU FIRST!
- Actively promote your value-added content via various marketing channels including the company blog, e-newsletter, and social media channels. Create a website landing page where you will direct prospects to sign up for an informative webinar, podcast, or white paper. The result?
- a.) A pipeline of interested “hand raisers” who have requested more information, and
- b.) The opportunity to achieve great ROI on your list purchase! What could be better?
- c.) Valuable Tip: Be sure to follow up on these leads with a phone call within 48 hours to achieve the best results. Time is of the essence!
Okay, now it’s time to get back to business and make the most of these next four months!
In the meantime, if you are looking for a high-quality prospect list of decision-makers in Corporate Training and HR, please contact Mentor Tech Group today. If you have never used a Mentor Tech Group list, you will be amazed at the quality and accuracy of our database. We guarantee it.
Remember, MTG’s database consists of decision-maker “market intelligence” information for more than 40,000 contacts in Training, HR, Talent Management, and now DEI. Each contact must meet certain criteria to be included in the MTG database. We identify the job function of each person in our database, not just their title, ensuring that they meet certain criteria to be included in our database. At MTG, we call these job functions “Job Codes”.
Just watch our customer testimonial videos, then give us a call at (651) 457-8600, Ext. 1!
We’re here to help you achieve the success you want, with the list of Corporate Training & HR decision-makers you NEED.
If you received value from this article, please share it with your network (e.g., Facebook, Twitter, and LinkedIn) and be sure to follow us on LinkedIn. Referrals are always appreciated. Thank you!
Wishing you much success…until next time.
*Free 4-month updates included with minimum list purchase.
