overview

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Both prospecting and hunting projects are taught based on previous success stories, target growth sectors, and market intelligence.

(2 hours)

Online media, referrals, organisational mapping, social networking, industry partners, and more are all covered.

(2 hours)

 There is no such thing as “cold calling”; there is only calling .   The key is to know exactly what you are going to say before you pick up the phone.

(2 hours)

 The key to effectively dealing with objections is to anticipate, understand, and overcome them.

(2 hours)

Sales development people speak with dozens of people every day, so you need a well designed system for recording those conversations.

(2 hours)

You should know who is your ideal customer and only spend time with people who are proven to buy your offering.

(2 hours)

The first step to delivering a good presentation is to know the material. Spend time to practice and rehearse.

(2 hours)

Once you finish the presentation, your job is very much like a waiter in a restaurant.   Listen carefully and write everything down; preferably in their wording.  

(2 hours)

 It is important to note that managing your pipeline is not just producing a monthly or quarterly number.

(2 hours)

   The difference between wining and losing is the quality of the relationship that we have with the prospect 

(2 hours)

   Always be looking for the next step in the process; if you unsure about the action point, ask the prospect. 

(2 hour)

 You should always be closing.  This means that whenever you speak with the client, you should be looking to get some kind of commitment from them to push the opportunity forward. 

(2 hour)

 We will work with you to select the best industries and accounts to target. 

Lead generation requires a specific skillset and attention to detail in order to ask 

the right questions, speak with the right people, and generate interest in your 

business. 

 We work with you to develop a concise and powerful phone pitch based on 

your value proposition. 

 We engage with your leads at an early stage and manage this process until they 

become “sales ready”. This is an important step of the sales cycle that is often 

overlooked. 

 Many of salespeople say that if they could just get in front of a prospect, they 

can close a sale. This allows you to focus on converting qualified prospects into 

customers, not getting those prospects into the sales funnel. 

 We work with our clients to develop a strategic and well thought out sales presentation based on your value proposition and success stories.  

  We meet with the prospect on your behalf and deliver a top-notch sales presentation and continue into a process of discovery to understand key pieces of information including timelines, budgets, and identify key decision makers.   

  Deals often require relationship building over numerous discussions/interactions and many long-term leads will become a solid opportunity within 3-6 months.  

  We work together with you to present proposals, manage expectations in terms of timeframes, payment terms, and pricing as well as anticipate and overcome objections. 

  The most important stage of selling is closing the sale and, like any game, there are rules to selling; from having the best relationship, to properly understanding their motivations, to creating urgency