Prospecting for Today's Economy - New Approaches and Techniques - ITA Conference 2010

Ron Silver, Founder & CEO of Novation Selling recently conducted a workshop at the annual Information Technology Alliance conference in Atlanta. Below is a brief recap of the topic he presented on. Pictures to follow soon!

Facts

• You cannot rely on your current book of business
• Most prospects have cut back
• Your competition (as you read this) is hitting hard on your existing customers and prospects

Questions

• Where are you vulnerable and how will you address your vulnerabilities?
• In uncertain times, decisions are often pushed up a level or two. Do you have the contacts at those levels?
• Are your customers and prospects becoming more demanding?
• Do they still see you as a critical resource?

The #1 reason why companies do not have consistent sales right now is because they are not prospecting effectively on a consistent basis. Keeping the pipeline full of prospects that are real buyers (not tire kickers and time wasters) is the fuel that keeps your company running. Too many companies are running our of fuel.

If you have been putting off regularly scheduled prospecting because it has been unsuccessful in the past, then this session by ITA member Novation Selling will teach you secrets of prospecting to fill the pipeline. You will learn to:

• Keep your sales people focused
• Avoid time-wasting activities that lead nowhere
• Identify who and when to prospect
• Ge more leads into the pipeline immediately
• Implement effective ways to prospect
• Gain market share rapidly in a new niche
• Develop your customized 30 second "Power Introduction"©