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Richmond Hill Public Library

1 Atkinson

Richmond Hill, ON

Canada

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It’s a simple equation: 0 = 0. No matter how many tools we put in place to help our sales people be successful, the truth of the matter is that if there are no prospects at the top of the pipeline then there’s no deals at the bottom. Filling the top of the pipeline isn’t getting easier – today’s buyers are empowered by the internet. They’re more knowledgeable and discerning than they’ve ever been. To reach them we need to understand not just what our customers will buy but how. Our prospecting methodology needs a multifaceted, adaptable approach. Just like the old adage says, don’t put all your eggs in one basket and don’t rely on the same old approach to fill the top of your pipeline. In this seminar, we will:

1) Review the buyer journey

2) Brainstorm the different prospecting avenues

3) Design a balanced approach to prospecting

4) Set the activity metrics to hold ourselves accountable


Described as influential and inspirational by her clients and peers, Agnes Lan helps organizations grow through change. She has a knack for breaking down complex strategies into tangible business tactics; this makes her very effective as a business lead and change agent.

Agnes has considerable experience on the assessment, strategy, design and implementation of business transformations in various industries with a focus on Sales - customer focused business strategies, organization design, sales efficiency and transformation. Agnes has consulted for clients in Broadcast and Media, Distribution and Warehousing, Education, Manufacturing, Professional Services, Marketing and Construction.

With degrees from the University of Toronto, Indiana University and Hong Kong University of Science and Technology, her passion for learning contributes to numerous professional designations as a Professional Engineer, Lean Black Belt Professional and most recently as an ADKAR Change Management Practitioner.

Specializations: Leadership Training, Sales Transformation.



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Richmond Hill Public Library

1 Atkinson

Richmond Hill, ON

Canada

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