Just like a football game, client building requires a solid strategy executed by a series of well-designed plays. While the ultimate objective of a sports team is to put points on the board, the plays are designed to systematically get the team into scoring position. The score itself -- a touchdown, a goal, a home run -- is the closing play. But you can't get there without great opening plays.
In this workshop, business development guru Andrew Dietz provides a step-by-step process for optimally positioning your sales organization for successful openings. Drawing upon his newly published book The Opening Playbook: A Professional's Guide to Building Relationships that Grow Revenue (McGraw-Hill, 2014), Dietz will help participants put their sales teams several steps ahead of the competition in developing winning business relationships.
