Recording duration: 54 minutes

Sam Richter
SBR Worldwide, LLC

During times of uncertainty, you have three choices as it relates to sales:

1. Curl up, feel sorry for yourself and hope things get better soon
2. Identify prospects and start building relationships so when we return to some sense of normalcy, your business development efforts are ready to hit the ground running
3. Identify opportunities that need your solutions right now, and reach out in a highly relevant and highly differentiated way. 

Option 1 is not really an option. For Options 2 and 3: What worked in the past won’t necessarily work today and might never work again. The answer: Leverage sales intelligence to locate the right prospects at the right time with the right message. 
In this dynamic program, discover: 

• How to generate opportunities using sales trigger events and powerful introductions so that you’re calling on the prospects who most likely need your solution, right now. 
• How to use search engines, social media and the Invisible Web as powerful sales and competitive “intelligence agents,” ensuring you know how to align your value proposition to what prospects care about. 
• How to leverage information to make a great impression, ensure relevancy, gain permission to ask challenging questions and provide ongoing value to both prospects and customers. 

The Evolution of Sales is not a new sales process – so you’re not starting over. Rather, it’s an evolution of how to identify opportunities and approach prospects in ways where your message is welcomed and appreciated – even in tumultuous times. Plus, what you learn and implement today will work even better when our world returns to some sense of normalcy.

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Categories: Technical topics, Miscellaneous, Training, Convention presentations, Rewind 2020

Tags: Sales

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