Everyone in the industry is so busy with the number of leads coming in, less staff and an overwhelming degree of pressure from clients, that there has been a lack of strategy in the sales process. Clients are asking for more, quicker response times and some of the past client contacts are gone. The result of this intensity is less focus on proactive selling and more focus on transactional selling. We must have a balance. Proactive prospecting is critical in today’s changing marketplace. During this session we refocus, re-tool and adapt our sales approach to meet the needs of post-pandemic sales. We need to re evaluate our market segments and begin to find new business from industries and clients that are still profitable. Being flexible and demonstrating our creativity will put us ahead of the competition. We will present effective prospecting techniques and resources to strategically generate business, including how to make a presence in new markets.
Target audience: Directors of Sales, Directors of Sales & Marketing, Associate Directors, General Managers
Key take-aways
- Prospecting with purpose
- Breaking down prospecting into three effective steps
- Creating compelling messages when reaching out to prospects
- Tackling personal barriers
- Planning your time to make it happen
RSVP online today for this 60 minute webinar! IACC members maintain free access to all of our webinars and guests are welcome to attend for $70 per person. Please RSVP online and visit the IACC Store to complete payment and finalize your registration. Discounts are available when you register more than one person – you’ll find all the details in the IACC Store.
