Programme Overview

This two-day sales prospecting and business development masterclass focuses on how to improve sales by improving your team’s lead generation, and prospecting skills. The quantity and the quality of the opportunities in your team’s sales portfolio (pipeline), revenue results, and ultimately income are largely determined by their effectiveness in sales prospecting. This advanced prospecting course is designed to empower participants with proven, research-based repeatable process and skills for generating more qualified opportunities.

Learning Objectives

In the Lead Generation & Prospecting Masterclass, participants will learn how to:

• Develop a persuasive value proposition and reason to get decision makers to accept a meeting


• Build credibility, trust, and rapport at the on-set of the sales process


• Find a way to get the cooperation of gatekeepers


• Develop powerful value propositions to win appointments


• Generate more leads by leveraging existing networks/contacts


• Enhance productivity and efficient optimization in prospecting time


• Implement a proven, multi-touch prospecting sequence


• Identify trigger events to personalize your outreach

Course Outline

Day 1:

The Importance of Prospecting vs. Call Reluctance

• Recent research findings backing the importance of prospecting


• Differences between average salespeople and those at the very top of their profession


• How prospecting call reluctance affects performance negatively

Lead Generation Strategies 

• How to use the best practice and researched techniques in leads generation


• How to develop an ideal customer profile and buyer persona


• Understand the influence map of decision makers


• How to generate leads through cold calling using telephoning, emailing and social media platforms like LinkedIn as well as other social selling tools


• How to use trigger events, dynamic referral systems, and leads optimization.    

How to Find and Convert Profitable Prospects

• Qualifying and disqualifying potential leads


• Prospect prioritization


• Getting passed those ruthless gatekeepers and make those appointments


• How to be engage effectively over the telephone, through e-mails and social media

Day 2:

How to Find and Convert Profitable Prospects

• Qualifying and disqualifying potential leads


• Prospect prioritization


• Getting passed those ruthless gatekeepers and make those appointments


• Be effective over the telephone, through e-mails and social media, and face-to-face. 

How to Manage the On-going Discussions with Prospects

• Set prospecting milestones, and a probability ratings


• Keeping your prospects ‘on the boil’ by taking actions that will accelerate your prospects through your pipeline


• Managing the pipeline to improve the consistency of results

How to Leverage Traditional and Prospecting 2.0 Tools

• Master the art and science of using the telephone to prospect for new business


• Learn how the internet has changed the way the buyer buys


• Lead generation and prospecting has changed in the internet world


• The multiplicity of channels prospects can be reached in the internet age


• How to use Social Selling and Sales 2.0 tools for sales prospecting

Plan, Launch and Drive Prospecting Campaign

• Learn how to use a step-by-step Prospect Engagement Framework to plan, launch and drive a prospecting campaign. 

Action Plans and Close

• After completing this program, participants will establish a 90-day prospecting and business development plan that includes a monthly plan of action designed to achieve specific action goals and reach measurable results goals.

Who should attend?  

Individuals in B2B/B2C Sales Environment: - Sales Executives/Reps, Business Development Officers, Relationship & Account Managers, Lead Generation Executives, Inside Sales Reps, Telesales Executives, Sales Team Leaders etc.

Dates:

19th & 20th February 2019

Fee:  GHS995 (Excl VAT)