Prepare your Business Development Team: Prospecting and Business Development™ Workshop
In this workshop, we look at traditional prospecting practices and why they are no longer effective. The workshop explores emerging technologies that can make salespeople more productive, more efficiently optimize their time spent prospecting, and suggest prospecting methods and strategies for making the prospecting and business development process more customer-centric, and therefore more appropriate for today's professional salesperson. Participants will:
- Understand prospecting and prospecting 2.0
- Become familiar with the prospecting process: Planning, Preparation, and Execution
- Understand how to calculate how many prospects are needed in order to make quota
- Become familiar with emerging technologies that can make them more productive
- Develop selling skills that will enable salespeople to improve pipeline health
- Understand the difficulties of traditional approaches to prospecting
- Cold Calling
- Email Prospecting
- Understand and identify triggering events
- Learn how to use triggering events to align with prospects and develop compelling messaging
- Utilize multiple methods and messages to engage with senior executives
- Know how to remain part of the ongoing conversation and dialogue once engaged with the prospect
- Understand the concept of a drip campaign and how to use it
Who Would Attend:
Salespeople
Marketing
Pre-sales and Post-sales Support
Sales Executives and Managers
Duration:
One day
Key Benefits:
Consistent, effective prospecting process
Multiple methods of compelling messaging that generate curiosity
Emerging technologies to automate prospecting activities
Ongoing communication strategies and tools