Lee shared his Secret Formula for Creating High Quality Opportunities at the recent 2024 Pavilion Palooza, on June 25th at noon. Link to session and recorded video.
Here's the abstract:
"Most sales people struggle to create new opportunities. Faced with a patch of 20 or 100 or more accounts, they pick at the edges – making a few cold calls, sending connection requests on LinkedIn, blasting bulk emails. Then they give up, waiting instead for more inbound leads.
To create high quality opportunities, sales people must employ a different approach, one that creates interest, alignment and engagement. This approach is built on the following foundation:
Buyer “value alignment”
Tailored messaging for the individual, the objectives and the business
Proven techniques to get attention and build access
In this 20 minute lightning talk, Lee outlines an approach that drives results – high quality opportunities that convert into successful engagement, revenue and customer satisfaction.
Attendees will gain an understanding of how individual sales people can effectively build pipeline and how their organization can support this initiative on a repetitive, scalable, and efficient basis."
