Driving New Business
Does your management and sales team understand the changes that have occurred in prospecting within the last few years? Are your closing ratios as high as they have been in the past? Is your sales force leading within your market and out-performing against your competitors?
This workshop illustrates many of the reasons prospecting efforts need to be different today to ensure business development success. It is not so much that a company’s sales staff is not doing exactly what it has done in the past or that a company may not have the quality closers they once had.
The workshop will outline the major and subtle changes within the new sales process and guide your company along a newer way of thinking, which generates qualified leads.
We will base the specific content of the workshop on what we find when we survey your current process.
Typically, we cover the following topics:
• Establishing the appropriate tools and approaches for the sales force’s prospecting efforts
• Identifying the timeline and expectations in the prospecting cycle
• Determining the balance of where to invest the sales force’s time and efforts when it comes to prospecting
• Defining the commitment needed to succeed
• Understanding major cross-cultural influences
• Measuring the results of prospecting
• Understanding what to expect for your investment
Additional Sales and Marketing courses:
Sales Force Effectiveness
Networking
Expanding Current Business
Understanding Basic Survey Design
Designing Electronic Surveys
Conducting Effective Informational Interviews
