For most sales leaders, time itself is the equivalent of one's worst nightmare. In some cases, waiting until the next day to follow up with a lead or not contacting the right person off the bat can potentially hinder the deal completely. The result: a potential deal breaker if your contact leaves the company/changes roles, competitors step-in or budget dollars freeze up overnight. How can we as sales leaders make sure we are putting time on our side and contacting the right people from the start?
Mark Ruthfield will show how to open up sales cycles quicker by getting referred by top decision makers from the very beginning of the sales cycle. He will demonstrate with real-life examples how easy it can be to get the attention of a top leader by using quick nuggets of information via web references such as quotes, initiatives, and awards.