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Event Date Mon Sep 17 EDT (about 3 years ago)
Region All

Prospecting is one of the most difficult things we ask bankers to do. In this seminar Ned Miller explains what sales managers can do to improve their team’s chances of success in acquiring new clients.

Topics covered:
• Why prospecting is difficult
• Task avoidance
• The pitfalls of free-lancing
• Blitzes and campaigns
• Evaluating the market data
• The satisfaction curve
• Sources of leads
• Establishing a target profile
• Building prospect lists
• Coaching value propositions
• Getting first appointments
• Satisfied customer referrals
• Coaching business acumen
• Selected industries/ niches
• Helping team member leverage their network to get information, introductions and testimonials
• Pre-call, post-call coaching strategies

Target Audience: Executive management, commercial and small business team leaders, retail sales managers overseeing an outside business calling effort


2018 Presenter

Ned Miller
MZ Bierly Consulting, Inc.