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Proven Ways to Generate New Leads During an Economic Downturn

September 2 @ 10:00 am - 11:00 am

There is no surprise that COVID-19 has had a tremendous impact on companies. Manufacturers cannot attend tradeshows or hold events at this time, so they will have to rethink the way they generate leads, network and do business overall.

This webinar will review DVIRC’s proven lead generation process that aligns companies’ capabilities with market opportunities to drive measurable growth by generating qualified prospects. Few business challenges compare to the urgency of maintaining a pipeline of sales opportunities. Without a steady flow of qualified prospects that match companies’ capabilities and will be receptive to your sales message, no business can sustain itself for long.



Chris Scafario, DVIRC

Chris Scafario is the Vice President of Consulting Operations at DVIRC. He works in Philadelphia and across the nation’s Manufacturing Extension Partnership (MEP) to support the advancement of small to midsized manufacturers and their supply chain through leading the design, implementation, and oversight of consulting services in areas related to operational excellence, top-line growth, and business management.

For the past 11 years, he has been leading DVIRC’s Sales and Marketing Services practice, where he uncovers and analyzes meaningful insights for clients and helps them execute on this information to become high-performance organizations. Chris developed DVIRC’s Lead Generation Program, which has been delivered to more than 250 companies and has been adopted by MEP Centers throughout the country. His expertise includes sales, marketing, product development, trade marketing, brand management, current state analysis, competitive analysis, benchmarking, SWOT analysis, primary research, lead generation, new market identification, messaging and marketing tactics and execution, and market segmentation.


This webinar will cover:

  • Building a lead generation plan
  • Formulating your company’s value proposition and evaluating your core competencies
  • Leveraging market research to identify top prospects
  • Identifying and pursuing specific companies and titles
  • Effectively deploying a business development outreach program
  • Bonus: Examples of how manufacturing leaders have effectively generated increased sales using this process



September 2
10:00 am - 11:00 am
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