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Knapp Center January Lecture: Prospecting

IIT Entrepreneurship Academy

Wednesday, January 27, 2010 from 6:00 PM to 8:00 PM (CST)

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Event Details

pros-spect (pros-pekt)

1. mining
2. a potential or likely customer, client, etc.
3. a potential or likely candidate

1. to search or explore (a region), as for gold

Any way we choose to define it, we all know how important prospecting is. Unfortunately we all know how painful the process can be as well. In this program we’ll take a deeper look at prospecting:
  • Prospecting activities; what is the difference between active and passive prospecting?
  • Prospecting channels; what are they and where should you focus your attention?
  • Prospect barriers; where, why and how do sales people get stuck and what can you do about it?
  • Messaging; how can you develop an effective message to help you get in the door?
This interactive session may be a review for some but promises something new for all. It will be delivered by Ted Wallhaus, an accomplished business development and strategic sales specialist with a proven track record as a top sales performer.  He has a keen eye for helping companies generate revenue and a record of enhancing growth in organizations. He has served in a wide range of business development roles including sales management, strategic account development, and complex consultative selling to the Fortune 500 as well as small to mid size businesses.

Ted's experience includes the development of strategic business units, national dealer networks, alliance partner programs and the successful growth of business in three start-up companies. He is familiar with a wide range of industries including pharmaceutical, medical devices, technology, health and fitness, financial services, global tradeshow design/marketing and consumer packaged goods. Clients served include: GE Medical Systems, Zimmer, Abbott, Takeda, Merck, True Value Hardware, Motorola, Navistar International, Bally Total Fitness, Sears, and Masterlock.

Throughout his career Ted has mentored, coached and taken a personal interest in the success of every individual on his teams.  He is a frequent speaker at industry events and conferences.

Have questions about Knapp Center January Lecture: Prospecting? Contact IIT Entrepreneurship Academy
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When & Where

Technology Business Center Atrium
University Technology Park at IIT
3440 South Dearborn Street
Chicago, IL 60616

Wednesday, January 27, 2010 from 6:00 PM to 8:00 PM (CST)

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