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Lead Generation: Creating Qualified Business Leads in the 21st Century

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Location

Polsky Exchange - Promontory Point Meeting Room

1452 E 53rd St

2nd Floor

Chicago, IL 60615

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What do "gargling bleach," "crawling over broken glass," and "having a root canal done without Novocain" all have in common? These are all activities that high performing sales professionals have claimed they would do rather than spend time cold-calling and focusing on lead generation-related activities.

This workshop will introduce a highly interactive five-stage learning process (L.E.A.D.S.™) for participants to learn & apply lead-generation skills. I will offer practicaland concrete ideas to help attendees advance within the prospecting phase of the sales process, teach them how to effectively engage both gatekeepers and targeted executives, and share crucial principles that get you closer to the signed deal. This approach will tap into everyone's positive, competitive spirit and frame things in a way that one will celebrate the small wins and feel like they are winning when they spend time doing lead-generation activities.

To ensure that participants are confident that they can apply the workshop content on the job, the session will emphasize the skills and concepts to real client situations. At the conclusion of this learning experience, attendees will be better able to:

  • Create a sales prospecting plan
  • Evaluate sales prospects to determine which are most likely to buy
  • D​evelop a template for an email to a prospective client (and/or gatekeeper)
  • Develop a template for a written letter to a prospective client (and/or gatekeeper)
  • Create a strategy for conducting outbound phone calls
  • Engage contacts in a meaningful conversation about their situation and your services

No prerequisites are necessary. Attendees will find value if they have a need to grow their business by filling the sales funnel and building the pipeline whether they are in the role of a founder and/or sales professional.



About the instructor:

Jim McAvoy, founder and president of JWMcAvoy & Company Ltd., has over thirty years of experience maximizing sales results for clients in a wide range of industries from boutique firms to Fortune 500 companies—helping his clients secure more than $100 million of incremental revenue to date. McAvoy holds a BA in Economics and History from the College of William & Mary and has the Certified Employee Benefits Specialist (CEBS) designation. Jim is the author of. #LEADS to SALES tweet Book01: Creating Qualified Business Leads in the 21st Century.

Jim has guest-lectured at The University of Chicago's Booth School of Business Entrepreneurial Selling (ES) course for every semester that it has been offered now into the 11th year based on positive student feedback. ES was initially created by Craig Wortmann and is now being taught by Michael Alter. ES is and an award-winning course recognized by Inc. Magazine as one of the "Top Ten" courses in the U.S. Jim is now providing a similar learning experience at The Kellogg School of Management's Innovation and Entrepreneurship Initiative (KIEI).


About the guest presenter:

Nate Vanderploeg is Co-Founder & CEO MessageWrap®, based in Grand Rapids, MI. The firm is a fast-growing start-up commercializing a retail marketing innovation. They are experiencing 500% year-over-year revenue growth, supporting advertising programs for leading retailers including Target, Costco, Ahold Delhaize, Giant Eagle, Albertsons, and Kroger.

MessageWrap® is a patented solution that provides 100 square feet of clean in-store messaging space at checkout, to amplify retail marketing initiatives. It transforms the black checkout conveyor belts at retail stores into custom-printed messaging boards in the highest traffic area of the store. Internal studies by retailers show shoppers recall the message from MessageWrap at a rate 5-7 times higher than any other in-store signage. MessageWrap® is also coated with an antibacterial coating, providing a cleaner surface for shoppers at checkout and a competitive advantage to retailers who adopt it.

Nate is also a Managing Member of Jetbridge Partners, which provides capital investment and operational expertise to help entrepreneurs, venture stage, and small-to-lower middle market businesses accelerate growth. Formerly he was a management consultant specializing in business transformation and turnarounds, and studied economics and business at the University of Michigan.


Date and Time

Location

Polsky Exchange - Promontory Point Meeting Room

1452 E 53rd St

2nd Floor

Chicago, IL 60615

View Map

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