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Building a Qualified Sales Pipeline: What’s Working Now

Recording Date: January 23, 2008
Price: Free

Attending this Webcast is free. Registration is required.
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Are you generating enough leads to support your sales quota? Is your management team asking you to build your pipeline?

If you’re like most people in sales, prospecting is your least favorite activity. However, it should be obvious that finding qualified leads is the key to your sales success.

To be a top-performer you must have a consistent approach to prospecting that includes conducting research, segmentation strategies, customer-centered messaging, ways to overcoming objections and a networking strategy.

What You Will Learn

Discover proven methods to find and develop a pipeline of qualified leads that will drive your sales, including:
  • A consistent approach to sales prospecting that will enable you to build a qualified pipeline
  • How sales research tools can streamline your prospecting efforts
  • The importance of developing an ideal customer profile and how it supports your segmentation strategy
  • The role customer-centered messaging plays in prospecting results
  • Approaches to maximizing your time using a "Qualify In vs. Qualify Out" approach
  • Tips and techniques to leverage networking activities

The discussion will be followed by a live Q&A session—where we will address specific sales challenges faced by members of the audience!

About the Presenters

Rick Wnuk is an experienced sales executive and founder of Sales POP! He works with his clients on the ABCs of selling: Acquiring new business, Building consistent processes and creating a culture of continuous improvement. He has 20+ years of sales experience with a background in consulting and years of experience mentoring and coaching sales personnel to success in both public and private companies.


Technical Requirements

To fully participate in this electronic, interactive and live session, please check your system (or ask your IT department) to ensure it meets the following requirements:

Supported OS, Browser and Additional Requirements

Microsoft® Windows® 98 SE, 2000, XP, Windows VistaTM Home Basic, Home Premium, Ultimate, Business, or Enterprise (32-bit or 64-bit editions)

  • Internet Explorer 5.0 or higher
  • Netscape Navigator 7.1
  • AOL 9
  • Mozilla Firefox 1.5 or higher

Macintosh (OS X 10.2, 10.3, 10.4)

  • Safari 1.1 or higher
  • Mozilla Firefox 1.5 or higher


  • Mozilla Firefox 1.5 or higher


  • Mozilla 1.7 or higher

Additional Requirements:

  • Macromedia Flash Player 8 or higher
  • Macromedia Flash Player 9 or higher for Linux and Solaris
  • Minimum bandwidth requirement is 56 kb/sec

Important tip - Please allow 15 minutes prior to joining a session to conduct your set-up and testing! Dial-up connectors - please allow more time.