The economic shifts of the early twenty-first century have prompted many organizations to make renewed commitments to stronger prospecting and business development efforts.

We all know that a customer base will shrink if it's not continually refreshed - but adding new customers and clients is easier said than done! Who should we call? It seems prospects have "heard it all" before; is there a fresh approach we might consider? What benchmarks should we set for the sales force? What metrics and goals should we set? What communication and prospecting tools work best?

This program will provide answers to all the above-listed questions and more. Participants will learn to develop new perspectives about the art of prospecting and business development, and will leave with a new level of enthusiasm for pursuing market share, territory and sales growth.

We will also identify a proven business development process, discuss common challenges, share preparation and networking strategies, present a plan for effectively dealing with gatekeeprs and voicemail systems, and discuss ideas for creating a value-added prospecting message.