FABTECH 2023

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F113: Business Builders Workshop: Best Practices for Strategic SMB Sales Growth (Room S404A)

11 Sep 23
2:00 PM - 3:30 PM

Tracks: Marketing & Sales

*This conference session requires registration and payment.

How many customers are responsible for 80% of your revenue? Twenty, ten? Sometimes we find ourselves in a high-risk situation when it is 3-4 customers. Business growth is more than technique, it is the design of a process that proactively communicates your value propositions to strategic targets while building trusting relationships that enable you to learn about buying systems and a prospect's motivation to buy. This workshop will cover: Reverse Engineering, to design the sales process with the end in mind. Market Position, to identify your brand's market position and solidify or migrate that brand. Make Waves, learn to eliminate the variable of timing with a regular frequency of quality interaction with targets. Keep Score, build sales process dash boards, measuring activity and results. Stop Selling, build rapport to increase your odds of winning new business. Competitive Advantage, to make your business growth function a competitive advantage in the marketplace.
Mark Frasco - COACT Associates, Ltd.