By Mike Monocello, Business Solutions magazine.
Great products and services? (Check.) Great employees? (Got ‘em.) Sales presentation? (Ready to go.) Prospective customer to present to? (Need more, please!) Like most VARs, you probably can't have enough prospects lined up for your sales pitch. In fact, in the past 18 months, there's a good chance you didn't have enough prospects lined up. If your funnel withered and sales suffered in 2009, you weren't alone. But, how did you react? Did you cut expenses and try to ride out the recession? Try out new markets? Take on new product lines? Integrator CDCE decided to take its core business (mobility solutions) on the road. Specifically, to fill its sales funnel with city and county government prospects, CDCE created a series of road shows (essentially a showcase of new technology) that are filling the integrator's sales funnel and are expected to play a large part in its projected 30% revenue growth in 2010.
Used with permission from Business Solutions magazine.