Sales Guru Tom Snyder to Present “Prospecting 201: Getting Better & Richer Engagements with Your Best Targets” on January 24 in Tyson’s Corner

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The Program, Sponsored by the Institute for Excellence in Sales & Business Development, Will Appeal to Selling Professionals in the Washington DC and Mid-Atlantic Region

Tom Snyder

For the past 10 years, Tom and his colleagues at VorsightBP have been conducting live-call research on what works and doesn’t work with regard to effective prospecting.

The Institute for Excellence in Sales & Business Development (IES&BD) today announced that Tom Snyder, author of two McGraw Hill best sellers, “Escaping the Price Driven Sale” (2007) and “Selling In a New Market Space” (2010) will present ““Prospecting 201: Getting Better & Richer Engagements With Your Best Targets” on Friday, January 24 at the USA Today/Gannett Building in Tyson’s Corner, Virginia.

Register for the program here.

“Tom will delve further into how a selling professional can effectively and efficiently fill the top of the sales funnel,” said Fred Diamond, Founder of the IES&BD and President of DIAMOND Strategic Marketing. “For the past 10 years, Tom and his colleagues at VorsightBP have been conducting live-call research on what works and doesn’t work with regard to effective prospecting. Salespeople have found that cold calling is a non-productive, defeating, disheartening process because too often they have been told that prospecting is all about energy and attitude, or that it’s just a numbers game. Tom’s research has debunked those ideas as nonsense.”

Diamond said that in addition to inside and outside sales professionals, the presentation will be particularly valuable for service professionals who are tasked prospecting for new business, such as accountants, consultants, financial advisers, recruiters, and attorneys.

Snyder said that selling professionals who attend the program will be able to understand the following:

1. The importance of breaking through the “non-listening” filters that the human mind operates in most of the time.
2. Understanding that “prospecting” is not about a single activity…doing it well requires following a simple but precise set of activities.
3. How to identify “target rich environments” of people who are likely to be interested in talking to you.
4. What defines “success” when making a first-call to a new contact.
5. What are the essential components of that first sales meeting with new potential clients/customers.

The program will start with networking and hot breakfast at 7:30 a.m. at the USA Today/Gannett Headquarters in McLean. Tom Snyder will start at 8:15 a.m. and continue until 10:30 a.m. IES&BD sponsors include Access National Bank, HireStrategy, People Stretch Solutions, Vorsight, SJV Media, Team Visibility, SysArc, DIAMOND Strategic Marketing, Bendure Communications and the Washington Business Journal.

About Tom Snyder:

Tom Snyder is an internationally recognized author, researcher, consultant and speaker on the subject of sales excellence. For more than 20 years he has led research teams to answer the question: what are the essential elements of great selling success. This particular presentation will be part one of a two-part series, with part two delivered by one of Tom’s business partners, Steve Richard, in the spring of 2014. Tom spent 10 years with Huthwaite before joining Teton Sands Consulting as Chairman and head of the Sales and Sales Strategy Practice. He also founded Business Performance Partners, a sales and strategy consulting firm, where he serves as Partner/CEO. Business Performance Partners utilizes the offerings of Miller Heiman, Vantage Point Partners and Persona Global as the centerpieces of its practice areas.

About the Institute for Excellence in Sales & Business Development

The Institute for Excellence in Sales & Business Development (IES&BD) is a center of actionable best practices, insights, tools, thought leadership, and recognition in the Mid-Atlantic region. It was created to develop excellence in sales and business development professionals and to help organizations maximize their selling efforts. The annual IES&BD Sales Excellence Awards recognize companies and organizations for excellence in sales training; sales innovation; sales management; customer partnering; and strategic alliances. The IES&BD Lifetime Achievement Award has become one of the most coveted prizes for sales professionals. Learn more about the IES&BD at or by calling 888.443.9943.

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