Referrals can be a critical lead source for businesses. These types of leads often have shorter sales cycle, are better qualified and have reduced costs when measuring lead/client acquisition. At this event, you will learn to understand the concept around centers of influence (COI), what makes a good COI and what’s most important to creating and maintaining COI’s as a lead generation channel for your business. Additionally, you learn how to find and manage your COI process using LinkedIn.
Speaker: Ray Steen, CSO of Mainspring, Inc.
Ray Steen is the Chief Strategy Officer (CSO) with MainSpring, Inc., and IT strategy, support and consulting firm supporting Loudoun County and the greater DMV area. Ray has more than 20 years of experience in strategy, consulting and communications. Ray oversees high-level consulting with new and existing clients, professional services engagements and strategic partnerships. Prior to MainSpring, he worked for General Dynamics and Booz Allen Hamilton as a strategic communications officer for the U.S. Army and stakeholder outreach project manager for the Department of Homeland Security. Ray also served as a national spokesperson for the American Red Cross National Headquarters. Ray’s a fantasy sports nut, Bears and Celtics fanatic, coach and dad to five kids.