Five Quick Tips to Launch Early (and Lasting) Success in 2015 by Jae-ann Rock
Looking for ways to get the new year off to a great start? From eliminating time wasters, to accelerating the sales cycle, these tips will put you on the path to early success in 2015. When reading these tips, think about which two you will commit to this year. Write them down, make them visible during your work day. Then, begin incorporating them into your daily work habits starting THIS WEEK, to launch 2015 on a path of success. Ready…? 1.) Focus on one thing at a time. It has been proven that multitasking does not work well. In fact, it is a drain on productivity. The Research:...
Read MoreUsing Social Networking to Find Decision Makers – Part 2 by Aleshia Humphries and Pat Ryan
In our last article, we explored the pitfalls of using social media to locate decision makers – the people YOU want to sell to. Using B2B social networking sites to locate decision makers is time consuming and too limited in scope to get the real results you need. But, there is a better way! We left you with the following questions in our last post: What do “best-practice” sales people do? What do optimally-effective sales people do? So… what DO great sales people do? What are some of their best practices we can follow to determine if and how to use social networking as a lead...
Read MoreUsing Social Networking to Find Decision Makers – Part 1 by Aleshia Humphries and 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 MoreHow to Avoid the Bad Data Trap by Jae-ann Rock
Here’s a question for you: What’s the real cost of using poor data sources in your business? Everyone marketing and selling to corporate training and HR is looking for a silver bullet to reach qualified decision makers. While there is no one right way to market to this sector, one thing is clear – you must avoid the “bad data trap” if you are to achieve success selling to these markets. Exhausting your time trying to manage poor data while marketing your products and services can cause immense setbacks to your business. Using “inexpensive” lists with inaccurate information will negatively...
Read MoreHow to Create 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. This week, we dig deeper by sharing Question Guidelines, designed to help you build a more comprehensive prospect profile. Ask your prospects these questions to help them open up, allowing you to quickly identify key areas of pain and/or need. So, let’s get right into it… Here are the kind of prospecting questions you should be asking… Question Guidelines When speaking with prospects,...
Read MoreHow to Create a Comprehensive Prospect Profile (Part 1 of 2) by Pat Ryan
Some lead generation organizations simply don’t understand the vital role that DETAILS play in helping a sales person 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 with traditional telemarketing companies actually led to the founding of Mentor Tech Group. We saw a need to COUNTER the shortfalls of these companies to: Focus on one area...
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