New business sales
pr ospecting and lead
gener ation master class
Introduction
This two-day intensive training course will...
•

New business sales professionals

Overview
Generating new leads and new business can be both time-consuming and frustra...
• Learn to how to improve your conversion of calls to appointments by using
more effective questions and sales messages

•...
2. Making appointments by telephone: Planning the call, telephone techniques,
integrating with email and online marketing....
•

Make outbound sales or appointment calls with improved confidence, control
and results

•

Learn to how to improve your...
5. Organised persistence: CRM and prospect tracking
•

Organised persistence – sales tracking, following up on 'sleeping' ...
5. Organised persistence: CRM and prospect tracking
•

Organised persistence – sales tracking, following up on 'sleeping' ...
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Sales lead generation and new business prospecting full outline 1a

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Transcript of "Sales lead generation and new business prospecting full outline 1a"

  1. 1. New business sales pr ospecting and lead gener ation master class Introduction This two-day intensive training course will provide participants with the proven strategies and tactics to build a sustainable new business pipeline. • How to self-generate new business leads and opportunities • Gain additional business and referrals from existing customers and contacts • Learn new and proven business-development skills • Hit your new business sales target every month! Includes: On-line lead generation, Email marketing, telephone appointment making, networking and referrals, new business skills and CRM management This highly-interactive training course has been specifically designed to provide sales and marketing professionals, managers and new business development consultants with the most-effective tools, tactics and techniques to develop new-business leads and opportunities. Delegates will leave this training course with new skills and improved practical knowledge on best practices in using five main methods of generating new business sales and opening new accounts. It includes the best of best online and off-line sales and prospecting techniques – uniquely combining them for maximum effectiveness. Who Should Attend? • Sales and Marketing Professionals, Managers and Directors • Business Development Team Members • New Business Professionals • Team Leaders and Supervisors • Administrators Page 1
  2. 2. • New business sales professionals Overview Generating new leads and new business can be both time-consuming and frustrating. Creating and generating new business leads, calls or appointments is becoming an increasingly important part of many businesses. However, it takes skill, careful preparation and creation of effective “models” and methods, even perhaps using formal approaches and scripts. Once generated a new lead or enquiry most be careful managed to maximise the potential revenue conversion. The overall objective of this seminar is to give delegates practical and proven methods and tips to getting new business – that really work and can start working now! Key Learning Points and objectives: • Develop a clear and consistent process to new businessdevelopment and lead-generation • Master the secret of effective new business-development and leadgeneration – “only sell the appointment or next stage of the sales process not your product or service” • Set and achieve the right level of new business-development and lead-generation activity to achieve your personal and organisational sales goals • Apply the key principles of effective prospecting and pipeline management generation using a proven toolkit and approach • Be able to overcome most common put-off’s when new conducting telephone or face-to-face business-development and lead-generation activities • Develop an engaging telephone voice and manner plus 'networking personality' • Qualify potential opportunities with more accuracy on a consistent basis • How to prioritise opportunities and manage your time when sourcing new business • Online sources of leads, contacts and referrals • Overcome psychological blocks to cold or warm calling - yours and the client's • Identify potential prospects with greater accuracy and decision makers and influencers within target prospects • Make outbound sales or appointment calls with improved confidence, control and results Page 2
  3. 3. • Learn to how to improve your conversion of calls to appointments by using more effective questions and sales messages • Get past gatekeepers and assistants more effectively • Time management and appointment scheduling; prospect tracking • Utilise the best CRM software tools and solutions Training Methodology This training workshop is highlyinteractive and encourages delegate participation through a combination of lectures, group discussion, practical exercises, case studies, and breakout sessions designed to reinforce new skills. The comprehensive course manual has been developed to be practical, easy to use and facilitate learning. Organisational Impact • Improved public image and credibility • Increased revenues through enhanced lead generation and brand awareness • Competitive advantage in your marketplace • Expanded market penetration of products and services • Cost savings on new business-development marketing activities • Improved target marketing Personal Impact • The skills to design a comprehensive new business sales and marketing plan • A greater appreciation of the impact of proven sales technique when generating new business opportunities • Increased ability to measure and monitor your new business sales and marketing activities • Improved non-verbal communication and persuasion skills – by email, on the telephone and face to face • The ability to combine social media and traditional marketing strategies to generate new business leads, enquiries and opportunities Programme Outline – Five essential areas for new business-development 1. Online marketing: Linkedin for lead generation, email marketing, lead generation websites, video based marketing Page 3
  4. 4. 2. Making appointments by telephone: Planning the call, telephone techniques, integrating with email and online marketing. 3. Power networking and B2B referral based marketing 4. Developing new business opportunities from a lead or enquiry 5. Organised persistence: CRM and prospect tracking 1. Online marketing: Social media, email marketing, lead generation websites, video based marketing • Course overview and learning objectives • Choosing your social media channels • Linkedin for sales and marketing • Designing and implementing an effective new business email campaign online • Creating a lead-generation strategy online – with case studies • Avoiding common mistakes in social media marketing • Case study: Best Practices of Social Media Sales and Marketing • Using blogs and video-based marketing (YouTube) • New trends and keeping your finger on the 'socail media' pulse • Twenty essential websites and online marketing tools 2. Making appointments by telephone: Planning the call, telephone techniques, integrating with email and online marketing • Develop a clear and consistent process to appointment making • Master the secret of effective appointment making – “only sell the appointment, not your product or service” • Set and achieve the right level of telephone activity to achieve your appointment goals • Apply the key principles of effective prospecting and pipeline management generation using a proven toolkit and approach • Be able to overcome most common put-off’s to seeing or engaging with you • Qualify potential opportunities with more accuracy on a consistent basis • How to prioritise opportunities and manage your time when sourcing new business • Sources of leads, contacts and referrals • Overcome psychological blocks to cold or warm calling - yours and the clients • Identify potential prospects with greater accuracy and decision makers and influencers within target prospects Page 4
  5. 5. • Make outbound sales or appointment calls with improved confidence, control and results • Learn to how to improve your conversion of calls to appointments by using more effective questions and sales messages • Get past gatekeepers and assistants more effectively • Time management and appointment scheduling; prospect tracking • The five keys to developing an engaging telephone voice and approaching manner 3. Power networking and B2B referral based marketing • The importance, and different types, of networking • How to work a room – preparation and strategy • Communication dynamics in networking – the power of the listening networker • Assumptions when networking • Business networking etiquette • Making connections, asking for cards, contact details and referrals, gaining a follow-up commitments • Building relationships – follow-up and follow-through 4. Developing new business opportunities from a lead or enquiry – strategies for first time sales calls • Gaining rapport and opening the first-time and new business sales call effectively • Advanced consultative selling: questioning techniques to quickly uncover opportunities, need areas and preferences efficiently • Presenting your solution to a new or first-time customer – creating an enthusiastic and compelling personalised and persuasive summary of your proposal • Value message: Differentiate your solutions clearly and accurately with tailored value statements • Presenting the right USP's, features and benefits and making them relevant and real to the customer • Smart ways to position price, emphasis value and be a strong player without being the cheapest or leading on price • Learn and use advanced techniques to develop customer needs, value and decision making criteria in depth on a first time call Page 5
  6. 6. 5. Organised persistence: CRM and prospect tracking • Organised persistence – sales tracking, following up on 'sleeping' customers, gaining referrals, time and territory management • Maintaining a good database for maximising new business ROI • Developing a contact strategy with different types and levels of contact • How to analyse your contact base using state-of-the-art software and tools • Review of main CRM systems and solutions • Your attitude makes a difference when sourcing new business • Setting SMART objectives for new business-development and lead-generation • Practical exercise: Setting Personal Development and Business Goals • Time management tips to improve daily productivity • New business pipeline management strategies for peak sales performance • Practical exercise: Developing your new-business action plan • Review and feedback This course is available on an in-house and in-company basis. Page 6
  7. 7. 5. Organised persistence: CRM and prospect tracking • Organised persistence – sales tracking, following up on 'sleeping' customers, gaining referrals, time and territory management • Maintaining a good database for maximising new business ROI • Developing a contact strategy with different types and levels of contact • How to analyse your contact base using state-of-the-art software and tools • Review of main CRM systems and solutions • Your attitude makes a difference when sourcing new business • Setting SMART objectives for new business-development and lead-generation • Practical exercise: Setting Personal Development and Business Goals • Time management tips to improve daily productivity • New business pipeline management strategies for peak sales performance • Practical exercise: Developing your new-business action plan • Review and feedback This course is available on an in-house and in-company basis. Page 6

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