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Location: Online workshop
April 1st, 2021
11:30 am - 1:00 pm
Save time and effort by getting to the point in your career where you don't need to make another Cold Call, how to motivate customers to be your 'sales force', several strategies/methods for getting referrals and introductions
Location: TeleClass - Conference Call
April 6th, 2021
9:00 am - 10:00 am
Business development reps have 3 major challenges: Telling a story to uncover a prospect's pain, keeping the prospect engaged in the 1st conversation & landing the new meeting. In this Zoom workshop, participants will learn how to develop a prospecting formula which integrates phone, email, and LinkedIn messaging to produce a consistent, predictable number of new conversations.
At this workshop you’ll learn:
Effective formula (5x5) for uncovering the prospect's business pain
Call flow that keeps the prospect on the phone engaged
Developing low and medium performing BDRs & AEs into high performing new meeting getters
Dramatic increase in new meetings
Location: Online Workshop
April 8th, 2021
11:30 am - 1:00 pm
By establishing an up-front contract with your prospect you will develop a set of rules for your interaction. Understanding and setting expectations for your interaction with the buyer allows both parties to know exactly where they are in the selling (or buying) cycle.
Since a contract is only as strong as its weakest link, you must be able to come away from every meeting with a clear, concise, verbal agreement as to what will happen next in order to proceed forward in the selling process. The amateur salesperson that sets weak contracts, or no contracts, will get nowhere.
Selling using up-front contracts is an enjoyable experience for both you and your prospect. There’s no mystification as to what happens next and the pressure inherent in traditional selling disappears.
Location: TeleClass - Conference Call
April 13th, 2021
9:00 am - 10:00 am
You will learn the powerful DISC psychological model and how to apply it in negotiating and sales. Learn about the four basic behavioral styles, how they differ, how to spot them quickly in your prospects and customers and how to adapt to them to be most effective whether you are cold calling, selling or servicing.
Location: Online Workshop
April 15th, 2021
11:30 am - 1:00 pm
I. The average time per week you spend actually one-on-one coaching your sales teams?
a. According to RingDNA (inside sales group)-only 21.7% of companies have formal coaching programs.
b. 74 percent of leading companies cite sales coaching and mentoring of sales reps as the most important role frontline sales managers play. Forbes Press Releases
c. Less than 20 percent of the average manager’s time is spent on proactive sales coaching. Jeff Schmidt, SVP Global Sales and Services, ClearSlide
d. Effective sales coaching can drastically increase win rates – in some companies, by as much as 25%. Selling Power blog
e. 31 percent of sales leaders coach each of their reps for less than 30 minutes each week. BrainShark
Location: TeleClass - Conference Call
April 20th, 2021
9:00 am - 10:00 am
You must qualify your prospect for decision making. Let the prospect know that saying either “yes” or “no” is the only acceptable answer and that he or she cannot say, “I want to think it over.” Qualifying the prospect’s decision-making ability is paramount to getting your desired outcome. If your prospect says that he or she can make the decision alone, check it out! The prospect has probably been telling salespeople this for ages but when decision time comes, it might not be true.
Location: Online Workshop
April 22nd, 2021
11:30 am - 1:00 pm
Business development reps have 3 major challenges: Telling a story to uncover a prospect's pain, keeping the prospect engaged in the 1st conversation & landing the new meeting. In this Zoom workshop, participants will learn how to develop a prospecting formula which integrates phone, email, and LinkedIn messaging to produce a consistent, predictable number of new conversations.
At this workshop you’ll learn:
Effective formula (5x5) for uncovering the prospect's business pain
Call flow that keeps the prospect on the phone engaged
Developing low and medium performing BDRs & AEs into high performing new meeting getters
Dramatic increase in new meetings
Location: TeleClass - Conference Call
April 27th, 2021
9:00 am - 10:00 am
Learn the 3 keys to account planning.
Location: Online workshop
April 29th, 2021
11:30 am - 1:00 pm
This program is tactical in nature focusing on your most challenging prospecting and closing problems. At the beginning of the class, we set up an agenda based on what you want to work on. We work on the agenda in a highly interactive training session involving a lot of role-playing and demonstrations of best practices to help you to go to a higher level when you prospect and close deals.