I attended the semi-annual conference given by Objective Management Group and was in the room with 17O+ of the best sales development experts from all over the world. One question one my colleagues asked was whether any of us were working with clients that are growing in this economy. Everyone raised their hand. She then asked is anyone working with companies that are growing over 20% and everyone still raised their hands. So the message is very clear, companies can grow.  After spending two days with my fellow colleagues we all agreed that now more than ever it is important to focus on keeping our sales pipelines full.  While there is no denying that this may be more challenging then ever Dave Kurlan and our group of 170+ worked through ways to keep our pipelines full.  The following are ways that you should be using right now:

1. Contact all your past clients and current clients -  If you are currently doing business find out how you can start doing business again. If you are doing business find out how you can do more. Most importantly ask for referrals.
2. Hold executive breakfast or luncheons – Hold executives luncheons with target clients and give them information that can help their business. Of course, tie this back to what you do.
3. Networking events – attend networking events that are populated with the people you are trying to meet.
4. Personal networking group – Join and be active in your local chambers of commerce and other networking groups that will surround you with the right people.
5. On-line business networks – If you are not connected on-line using business networks like LinkedIn or are connected but are not using it to generate business it is time to get with the times.
6. Expert Sites – Write articles and get published on sites that published on sites like  http://www.evancarmichael.com and http://ezinearticles.com  to help you get known as an expert in your field. The more specific to your field the better.
7. Blog – Create your own blog and get your ideas out there.
8. Webinars – Offer webinars to share your ideas and make it easy for people to attend your seminars.
9. Boards and Committes – Join at least one for nonprofit or for-profit board. This will help surround you with people that can do business with you or can help connect you with potential prospects.
10. Book – If you have something unique to say that is different from what is out there in your industry than write a book and get it in the hands of your potential customers.
11. Speaking engagements – Get out and speak about things that are important to your target audience.
12. Cold call – No one is too successful for cold calling. If you have stopped cold calling you are leaving business on the table. A few calls a day will increase success dramatically in the long run.

Most importantly, prospecting needs to be a daily habit. It was surprising to learn over the last few days that even amongst our esteemed group. most admitted being sloppy when it came to prospecting and were not doing it enough and/or consistently!