Lead Generation: Creating Qualified Business Leads in the 21st Century
What do “gargling bleach,” “crawling over broken glass,” and “having a root canal done without Novocain” all have in common? These are all activities that high performing sales professionals have claimed they would do rather than spend time cold-calling and focusing on lead generation-related activities.
This workshop will introduce a highly interactive five-stage learning process (L.E.A.D.S.™) for participants to learn & apply lead-generation skills. I will offer practical and concrete ideas to help attendees advance within the prospecting phase of the sales process, teach them how to effectively engage both gatekeepers and targeted executives, and share crucial principles that get you closer to the signed deal. This approach will tap into everyone’s positive, competitive spirit and frame things in a way that one will celebrate the small wins and feel like they are winning when they spend time doing lead-generation activities.