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Steve Richard: “9 Things You Don’t Know About Prospecting (from Cold Calling or Marketing Leads)”
Think you know prospecting and qualification? Think again. This is part two of the IES&BD workshop delivered by Sales Legend Tom Snyder in 2012.
Inside Sales Guru Steve Richard shared his in-depth research on prospecting and creating new sales opportunities that surprised and motivated attendees. Sales professionals left the program with 9 new tactics to implement that will help them land more new business and cross-sell into buying centers at existing accounts.
At the February 22, 2013 IES&BD Monthly Program, Steve delivered a highly engaging and interactive session that inspired participants to increase their prospecting activities the moment the workshop ends. Steve presented a high energy session that offered real-world strategies for getting through to the prospects you’ve been struggling to reach.
Steve made live calls on stage. Each attendee was encouraged to bring 2 target accounts each – either a brand new one that they’ve never spoken to before or another division or group at an existing customer that they need to make contact with.
At this program, selling professionals discovered how to:
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Arrange more qualified appointments
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Identify more opportunities at new accounts
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Convert more leads into opportunities
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Feel more comfortable making “unexpected sales calls”
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Move passive prospects into an active buying process
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Approach gatekeepers for maximum results
[This program was held at the USA Today/Gannett Building, 7950 Jones Branch Drive in McLean, VA. It began at 7:30am with networking and breakfast. The workshop ran until 10:30am.]
About Steve Richard:
Steve Richard is Co-Founder of Vorsight, the Sales Training Provider of the Year three years in a row, according to the American Association of Inside Sales Professionals. Steve has been featured in The Harvard Business Review, The Washington Business Journal, The Washington Post, CNN/Money, and is a CNBC guest contributor.