This presentation will be focused on developing and executing on a strong sales pipeline process. The 'billable hours shield' is alive and well as it relates to the time our client service professionals are willing to put to their business development efforts. Key points of this presentation include setting up a consistent and efficient follow up plan with a focus on holding people accountable as they build their sales pipeline. This presentation will also discuss a methodology to limiting the number of key prospects per client service professional and an example of a marketing campaign and process utilized to improve your win rate.
After attending this presentation, attendees should be able to:
1) Assess their own current business development process and determine in what areas, as it relates to holding their client teams accountable, they need to tighten up the process.
2) In addition, attendees should recognize instances where it is time to escalate any concerns to their executive team and should feel empowered to do so.
3) Finally, attendees should be able to use the example of a marketing campaign and to construct one of their own or infuse their own plan.