Sales Lead Roundtable
Sales Realities in Lead Qualification
As sales and marketing departments continue to align their lead optimization efforts, they are losing sight of the most important people: their prospects and their sales teams.
The result? Unskilled or poorly trained sales reps who don’t get results.
Prospects have lost patience with vendor qualification questions—they are tired of the same questions and annoyed with outdated sales tactics. Too often, reps either don’t ask enough questions, waste time asking meaningless questions of the wrong people, or put prospects in a headlock with a barrage of questions that sounds like an interrogation. Worse, salespeople continue to make poor choices on the leads they have—either by holding on to the wrong ones too long, or letting go of the right ones too fast.
Today’s opt-out prospects are already distracted and risk-adverse. Salespeople need to regain trust and adopt a stronger qualification strategy—now!
This popular and interactive session trains three must-know topics:
• How Qualification Paralysis Sets In
• BANT—Dead or Alive?
• Sales 2.0 Sales Trends and Realities
Participants will be jolted awake by new, fresh, and highly relevant ideas that will help them catapult their sales and marketing efforts as they start focusing on a new year.
Date/Time:
Thursday, February 4th
8:30 a.m. to 10:00 a.m.
Location:
Scott's Seafood Restaurant and
Grill
855 El Camino Real
Town and Country Shopping Center
(Embarcadero and El Camino)
Palo Alto, CA 94301
(650) 323-1555
Directions
Welcome Non-Members
Free to BMA Members, plus your own breakfast tab.
$15 for non-members, plus your own breakfast tab.
(CASH or CHECK ONLY, please)
RSVP:To help the restaurant hostess plan
appropriate seating, please RSVP ONLINE
no later than 3:00pm on Wednesday, February 3rd.
About Our Speaker:
JOSIANE FEIGON is the founder and CEO of TeleSmart Communications. A 20-year veteran of the industry, Josiane is recognized as one of the world’s leading experts on inside sales team and manager talent, providing consulting, coaching, and training solutions for hundreds of Fortune 1000 companies, including Cisco, EMC, Microsoft, Autodesk, Hewlett-Packard, and VeriSign. Josiane is the author of the blog Cubicle Chronicles. Her articles have appeared in Selling Power, Salesopedia, and other industry publications.
Moderated by:
TOM JUDGE, a fifteen year industry veteran and VP of Strategy at Direct Marketing Partners, Founder of the Lead Management Certification Center, and former Instructor of B2B Sales Lead Management at the Univ of California and San Jose State. 2009 Member of the Sales Lead Management Association’s First Annual “50 Most Influential Sales Lead Management Professionals’ List”.