Proactive Prospecting in the AI Age

Prospects have more options than ever.
Win engagement. Be relevant.
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Leading a Team — Sales Concepts

Objective

Improve the skills salespeople to approach leads and generate new business. Inspire participants to prospect consistently by setting specific prospecting goals and blocking time on the calendar to get it done.  

Course Synopsis

We all know prospecting is important when it comes to generating new business and keeping our sales funnels full, but few of us do it effectively. In this session, we evaluate what consistent, proactive prospecting is. Why it's important, and how to overcome what keeps us from doing it. We introduce an eight-step process for proactive prospecting. The goal is to create a prospecting mindset to reengage with inactive customers or even when dealing with current or active customers.

Topics Covered

What is Prospecting?
Foundations of Prospecting
Communication
Understanding and meeting expectations.
Establishing Value
How to use value questions and propositions to generate a meaningful environment for customer engagement.
Create Engaging Messages
Attendees gain a method for consistently creating compelling messages.
Leverage the Power of Cybertools such as LinkedIn
Assess the value of LinkedIn and how using it helps salespeople win more business.
Harness The Power of Your Network
We must master social networks to effectively differentiate ourselves in today’s economic environment.

Structure

  • Four interactive one-hour online sessions.
  • One-on-one Individual Coaching and Follow-up Session.
  • Mondays from to at 11:00 AM ET / 8:00 AM PT.

Price

$1,290 per attendee

Course Syllabus

  1. Session 1 — Develop and execute a prospecting strategy.
  2. Session 2 — Make a memorable impression with relevant value propositions
  3. Session 3 — Developing Compelling Prospecting Messages
  4. Session 4 — Cyber (LinkedIn) Prospecting
One-hour Individual Coaching Session — date and time to be determined with the attendee.

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For more information on this or other courses, contact us.

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