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Who is this Course for: Outside Sales Development Rep, Outside Business Development Rep, or New Sales Managers.
Course Length: 20 hours. Pricing: $750.00 Group Size: Small Groups, One on One. Location: On site, Online and In the Field. |
We tailor our training to align with your business goals, providing your team with a clear plan from the outset. Our focus is on creating an actionable strategy to market your products or services to the people most likely to purchase them.
Prospecting is one of the most challenging aspects of a salesperson's role. According to HubSpot, 42% of salespeople find prospecting more difficult than closing deals.
The Prospecting Training program is designed to enhance sales representatives' skills and efficiency in finding potential customers. Key learning topics include:
- Sales Skills Assessment: Sales reps begin with a Sales Self-Assessment to evaluate their current abilities and experiences.
- Target Market List Creation (4 hours): Identifying target customers using tools like Google, AI, business directories, CRM data, or sales notes.
- Compelling Message Creation (4 hours): Craft messages that address prospects' pain points through various methods, including in-person interactions, phone calls, emails, and A/B testing for warm inbound or cold outreach.
- Sales Process (2 hours): Building process skills such as note-taking, tagging, using keywords, milestone reporting, and CRM Best Practices.
- RFP, RFQ or Quote Request: Get a clear understanding of how they compare and when they are most effective in prospecting.
- Sales Activities (2 hours): Planning routes, calls, and follow-ups via different communication channels.
- Field Training (8 hours over 2 days): Covering professional aspects like dress code, marketing materials, tone, rapport, and next steps.
- Sales Activity Follow-Up: Providing feedback and monitoring progress, with a 30-day review to assess improvements.