Sales Prospecting and Business Development™

After completing this program, participants will be able to:

• Utilize a repeatable and scalable business development process to generate confidence and momentum while ensuring consistent and predictable results.
• Track business development efforts and results in order to establish benchmarks and determine the greatest opportunities for improvement.
• Identify the characteristics of those who would most likely benefit from, and buy, your solutions and transform that into a Profile of the Ideal Client.
• Thoroughly research target companies and individuals and prepare a powerful approach that articulates the business value your product or service can deliver to your client.
• Employ proven and effective techniques for creating a letter, fax, email, and voicemail, or telephone conversation that sets you apart from a the average salesperson.
• Use multiple mediums of communication to get through to a variety of key people within the prospective client’s organization.
• Craft and ask probing diagnostic questions in order to pique interest and reveal opportunities for making a positive impact the prospective client’s business.
• Propose and close on the logical next step, such as a face-to-face meeting with the prospective client.
• Establish a 90-day business development plan that includes a monthly plan of action designed to achieve specific action goals and reach measurable results goals.

. . . and much more!

Day One – Morning Session
Introduction and overview
Elements of the Sales Excellence prospecting system
The difference between marketing and prospecting
Getting off the business development roller-coaster
Introduction to the business development process
Tracking your business development progress

Day One – Afternoon Session
Understanding why customers buy
Diagnostic questioning about current state “A” (exercise)
Diagnostic questioning about desired future state “C” (exercise)
Understanding you customer’s Action Drivers
Questions to reveal your customer’s Action Drivers (exercise)

Day Two – Morning Session
Prospecting research and preparation
Using the Company Research Template (exercise)
Using the Executive Research Template (exercise)
Sources of company information
Leveraging networking and referrals

Day Two – Afternoon Session
Crafting your prospecting approach
The elements of your prospecting message
The elements of an effective prospecting letter, fax, or email
Utilizing the multi-pronged approach
Effective telephone technique
Developing a 90-Day Prospecting Plan (exercise)
Creating a monthly plan of action

OnSite Program
The onsite version of this program is typically delivered in a two-day “working session” in which attendees will apply the concepts and tools presented in the course to actual opportunities within their current sales portfolio (pipeline). The workshop involves multiple roleplays and small group exercises that give participants a chance to practice what they have learned in the course. The material in this course is frequently combined with that of other workshops to create a custom program that is tailored to address the specific needs of your sales team. The program can also, if necessary, be structured as an intense one-day program and is the perfect addition to a scheduled sales meeting or kick off.

Web Workshop Series
This program can be delivered via web conference as a series of eight (8) one-hour modules to groups of any size at a frequency that makes sense for you and your sales team. This format is perfect for companies with a distributed sales force who seek to reduce travel expenses as well as time out of the field.

Video Highlights