Prospecting. Cold calling. New business development. Whatever phrase you use to describe it, most sellers and business developers don’t love it. When outbound business development isn’t a consistent habit, we often don’t feel the pain right away.
It usually arrives further down the road, when our pipeline is weak, or we missed a significant pursuit opportunity. In professional services, this is felt even more. The balance between business development and delivery, coupled with long sales cycles makes our efforts even more complex.
Join Amy Franko for this talk on sales prospecting. With experience ranging from her days in enterprise sales at IBM to today as a CEO and entrepreneurial seller, she’ll share the strategies that have helped her to open doors and win new business.
You will learn:
1. Choosing your focus and targets in a space with unlimited opportunities
2. Strategies I’ve used to open doors and connect with decision-makers and influencers
3. Tools and hacks I’m using right now to keep me on track and organized