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First Research and MZ Bierly Consulting to Host Targeted Prospecting Web Seminar Series
Seminars designed to improve the business development skills of bankers calling on small businesses and professional practices
RALEIGH, NC – August 29, 2006 – First Research Inc., the leading provider of Industry Intelligence, today announced that it will co-present a series of web seminars in conjunction with MZ Bierly Consulting designed specifically for bankers calling on professional practices and for their sales managers. Through this series, participants will obtain practical insights on how to develop new business relationships in the professional market.
“After working in the banking industry for six years, I understand the pains a professional may experience when reaching out to all types of small businesses,” stated Bobby Martin, co-founder and president, First Research. “I’m excited about the opportunity to share the best practices I’ve accumulated, through personal experiences, with the participants.”
The seminar series will integrate proven market management concepts for generating leads with effective sales techniques for getting in the door with business prospects. Topics covered will include identifying the best prospects, pro-actively selling a value proposition, using industry and business research, building referrals, objectives for first calls, and selling against the primary bank. The series will take on a case study format, allowing the audience to identify with real-life scenarios.
“All sales professionals want to succeed, but many do not know how and are not provided with the support and resources to accomplish their sales goals,” said Buck Bierly, founder and president, MZ Bierly Consulting. “Prospecting is difficult. If sales managers break the prospecting process into a series of defined steps, give people guidance on how to use tools like First Research as they prepare for calls and then spend time coaching them, their teams are much more successful.”
Each 60-minute webinar will be held at 11:00 am EST. The schedule is as follows:
- September 11 - Dental Practices
- September 25 - Law Firms
- October 16 - Accounting Firms
- October 30 - Physician Practices
- November 13 - Architects
For more information and to register visit: www.mzbierlyconsulting.com/new/coming_events.htm
About First Research
First Research is the leading provider of Industry Intelligence Tools that help sales and marketing teams perform faster and smarter, open doors and close more deals. First Research performs the “heavy lifting” by analyzing hundreds of sources to create insightful and easy to digest Industry Intelligence that can be consumed very quickly to better understand a prospect’s or client’s business issues. Customers include leading companies in banking, accounting, technology, telecommunications, business process outsourcing and professional services such as Bank of America and Merrill Lynch. Used by more than 50,000 sales professionals, First Research can benefit any organization which has prospects in multiple industries. First Research is headquartered in Raleigh, North Carolina. For more information, visit www.firstresearch.com.
About MZ BIERLY CONSULTING
For over twenty years MZ BIERLY CONSULTING, INC. has helped regional and community banks grow top line revenue. Our philosophy is simple: A bank’s sales force is only as good as its sales management process. When we look at high performing sales organizations in banking, we always see three related elements: an articulated sales management process at every level of the bank; a clearly defined market management process; and a carefully positioned value proposition that guides face-to-face selling. Headquartered in suburban Philadelphia, MZ BIERLY CONSULTING provides consulting services and turnkey sales and sales management solutions for commercial, small business, professional and executive and consumer banking. For more information contact Ned Miller at 610-296-4772 or visit www.mzbierlyconsulting.com.
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Media Contacts:
Shawn Ramsey
Crossroads Public Relations (on behalf of First Research)
(919) 782-3262 (office)
(919) 621-0737 (mobile)
sramsey@crossroadspr.com
Kristin W. Bear
Crossroads Public Relations (on behalf of First Research)
(919) 784-0445 (office)
(919) 349-1856 (mobile)
kbear@crossroadspr.com