5 Reasons Why Your Leads Don’t Close – And What to Do About It
NOTE: THE FIRST SESSION (7:30 AM - 9:00 AM) IS SOLD OUT. DUE TO THE POPULARITY OF THIS ROUNDTABLE, A SECOND SESSION HAS BEEN ADDED FROM 10:00 AM - 11:30 AM!
It‘s simple! Companies create revenue in one of two ways: either prospects contact them or they contact the prospects. The goal of marketing is to drive awareness, knowledge, and interest so prospects will find or go to the company (situation #1) and make it easier for direct outreach efforts to be successful (situation #2).
In retail or online businesses, prospects just show up and buy. But in most business-to-business organizations, there is some interaction between the prospect and the company. We call this sales.
The best branding, messaging, break-through-the-noise promotion won’t create revenue if the direct outreach effort is flawed. And who gets the blame if the lead doesn’t result in revenue?
If you’re tired of marketing taking the blame here’s your chance to fight back. Our June breakfast roundtable provides a process to help your clients or your sales team improve their conversion rates – and make you look even better.
Join longtime BMA member Steve Parry for this fast-paced, interactive discussion. You will leave with simple, transferable ideas to help your clients or sales team close, including:
- How to initiate the conversation
- How to leverage the emotion your message created during the sale
- How to create clear expectations of what will happen in the process – and when
- How to help the prospect close themselves
Steve Parry is President of Sandler Training by Sales Productivity, a sales development consulting firm. SPC specializes in increasing profitable revenues and sales efficiency and effectiveness through evaluations of sales processes, systems and people, business development strategies, and sales and sales management training, consulting, coaching and recruiting. SPC Diagnoses, Develops and Drives revenue for client companies.
Over the past 25 years Steve has helped sales and professional teams from 1 to 1000 in seven countries become more focused and successful. His dynamic presentation style is engaging, interactive, thought provoking and results oriented.
Steve began developing his training and communications skills as an educator in Summit County, Colorado. He has spent over 30 years as a business owner and in the corporate arena, in industrial relations, operations, quality management, training, marketing, sales and sales management. His various roles have provided him the opportunity to speak and train before diverse groups across this country, as well as in Mexico, Canada, Great Britain, Norway, Sweden and Japan.