In this conference talk, Tito Borht, CEO of AltiSales and renowned sales development expert, discusses the challenges of driving sales success in a down market and shares valuable insights on how to approach outbound sales effectively. Tito emphasizes the importance of understanding the buyer’s journey, particularly when targeting unaware prospects or those satisfied with their current solutions. By shifting the focus from selling problems or solutions to providing knowledge and information, Tito outlines a tactical approach that enables sales professionals to engage prospects and drive meaningful conversations. With practical examples and best practices, Tito demonstrates how this approach can be applied in various industries beyond sales development. Attendees will gain valuable tips and tricks to implement immediately and navigate the complexities of outbound sales in a downturned economy.