Leaders at the highest corporate levels don’t avoid sales pitches; in fact they welcome them—provided the sales person approaches them the right way.

—Nicholas A.C. Read, Dr. Stephen J. Bistritz, Selling to the C-Suite

Finding and Winning New Business

A Webinar presented by Don Gracy, partner with NewLeaf Partners, and Dan McDade, president and CEO of PointClear (March 18, 2010)

What level is more responsive to voicemail and email: C-level or lower level executives?
How many calls does it take to follow-up on a lead?
Is the Fortune 1000 a target market?
What are key attributes of a well-qualified lead?
What is the biggest mistake sales people make in approaching an opportunity?

Don Gracy and Dan McDade answer these compelling questions, and more, as they join forces in this insightful Webinar designed to help sales and marketing executives in their continuing quest to acquire clients. NewLeaf Partners, a leading sales productivity consulting firm, and PointClear have collaborated over the years, and have compiled best practices surrounding the finding and winning of new business.

During this one-hour Webinar, Don and Dan also cover:

A sophisticated approach to segmentation that lets you identify characteristics of the most-likely-to-buy targets in your market—giving you more prospects for less spend.
Keys to effective deployment of your sales resources—offering you unconventional ways of thinking about deployment that have more to do with the strengths of individuals, and less to do with things like territory demarcations.
New insights into the drivers of that pesky gap between marketing and sales, and how to close it once and for all.

View the on-demand webinar (no registration required).