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Live Webinar – March 2nd, 2016 1:00 pm – 2:00 pm EST
Presented by:  Training Magazine
Duration: 1 Hour 1  Category C  PDU – Free PDU

This is a recommended session for Project Managers who are looking to understand the power of business referrals and how those referrals can assist them in accomplishing their tasks.

The #1 challenge salespeople face is getting to their decision-makers quickly.

Seasoned reps recognize that getting a meeting before clients know they have a need is even more critical. Some people say it takes seven to 12 touches to reach prospects.

Is that how you want your team spending their time?

Every sales leader and sales rep agrees that generating referral leads is the most productive outbound prospecting strategy. Yet, 95 percent of companies haven’t adopted a systematic, disciplined, referral program with metrics, skills, and accountability for results.

When sales organizations implement a referral program, reps don’t need to jump through hoops to get meetings.

They always get a meeting, because they receive introductions from their prospects’ trusted colleagues. It’s the one-call referral meeting!

During this webinar, you’ll learn:

  • What it takes to master the one-call meeting
  • How to get the gatekeeper on your side
  • What gets in the way of referrals
  • Why reps can’t automate referral leads
  • How to jump-start referrals with your team

Speakers:

Joanne Black (LinkedIn profile, @ReferralSales) is the founder of No More Cold Calling, Joanne helps her clients build their referral networks, attract more business, decrease operating costs, and ace out the competition. A captivating speaker innovative seminar leader,  and author of No More Cold Calling(TM): The Breakthrough System That Will Leave Your Competition in the Dust: The Breakthrough System That Will Leave Your Competition in the Dust and Pick Up the Damn Phone! How People, Not Technology, Seal the Deal. Engage Joanne to speak at your sales meeting on referral selling, or on Big Deals and High Heels: Why Women Are Naturals at Selling for your women in sales roles. Visit Joanne’s site or connect with her on Social Media She looks forward to connecting  with you!

Dave Stein (LinkedIn profile) has worked as a sales rep, sales mgr, Director of Worldwide Sales Development, VP of Client Services  – Sales – International Operations, sales strategist, and consultant. He has a unique & pragmatic view of sales methodologies, training approaches, social selling, & the cultural, behavioral, and operational changes required  at the sales function. Dave’s is the author of  How Winners Sell: 21 Proven Strategies to Outsell Your Competition and Win the Big Sale, & Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World and is considered an expert by Sales & Marketing Management, Fast Company, the New York Times, BusinessWeek, Inc., Fortune, theWall Street Journal, Harvard Business Review, and Forbes. Visit Dave’s site BeyondTheSalesProcess

Nathan Farrington (LinkedIn profile) Senior Partner at Jonathan Farrington & Associates, CEO of Top Sales World and the editor of Top Sales Magazine, is a keynote speaker, business coach, mentor, author, consultant, and sales strategist. He earned his spurs in some of the most demanding and competitive market sectors – i.e. IT, Telecommunications and Finance. Jonathanworks with a number of the largest and most successful international corporations including: IBM, Wang, Legal and General, Andersen Consulting, Litton Industries and The Bank of Tokyo, and been been republished by a host of journals, including The New York Times, The Washington Post and The London Times.

PDU Category C (PMBOK 5) documentation details:
Process Groups: Executing
Knowledge Areas: 4- Integration 5 – Scope 8 – Quality

  • 9.3 Develop Project Team
  • 10.2 Manage Communications
  • 13.1 Identify Stakeholders
  • 13.3 Manage Stakeholder Engagement

As a Category C ‘Self Directed Learning Activity’ remember to document your learning experience and its relationship to project management for your ‘PDU Audit Trail Folder’

Click to register for:
The #1 Secret To A One-Call Meeting

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Technical Project Management Leadership Strategic & Business Management