This one-day workshop from Huthwaite teaches sales teams practical prospecting methods to get the results they need. It covers selecting the right targets and planning effective prospecting calls. Attendees will learn to craft compelling opening statements, credential themselves, link business issues to solutions, and leverage expertise to convert interest into real conversations. Upon completing the workshop, participants will be able to build prospecting plans, create value before sales begin, increase qualified appointments, shorten sales cycles, and improve prospecting messages.

1. Desperately Seeking Prospects
Corporate decision-makers typically hang up on cold-call
voice mail messages after only nine seconds. No matter how
good a sales team’s face-to-face selling skills are, if they
can’t schedule meetings with prospects, they can’t win new
business. But prospecting has traditionally been one of
the least liked, least understood, and least effective compo-
nents of major account selling. Desperately Seeking Pros-
pects helps consultative, business-to-business sales organi-
zations get the prospecting results they require. This
one-day workshop teaches practical methods for selecting
the right targets and planning and executing effective pros-
pecting calls.
Desperately Seeking Prospects will provide you the skills
necessary to:
• Build short, compelling and specific opening
statements, voice mails and emails
• Credential yourself immediately by exhibiting About Huthwaite
knowledge of customer business issues As the world’s leading sales
• Link business issues to problems your company performance improvement
can solve organization, Huthwaite drives
• Leverage your expertise rather than talk about increased top line performance
your products for our clients by optimizing
every sales and marketing
“With Huthwaite, we have seen a 38% increase interaction with the buyer
in sales productivity and our pipeline has throughout the shifting
increased in size by more than 250%.” revenue continuum. Founded on
scientifically validated behav-
— John Jenkins
ioral research, our methodolo-
Inside Sales Director Microsoft Mid-Market
gies which include the interna-
tionally renowned SPIN® Selling
Upon completion of the Desperately Seeking Prospects program, guarantee sales
program, you will be able to: success. Huthwaite assesses
• Build prospecting plans that advance the sale your organization’s needs
• Begin to create client value even before the sales and develops customized sales
performance improvement and
cycle begins
coaching programs that drive
• Increase the number of qualified appointments in real business results.
new and existing accounts
• Shorten the sales cycle by improving the content
of prospecting messages
• Convert interest into conversations that uncover
real needs
www.huthwaite.com ©2012 Huthwaite, Inc.

2. Desperately Seeking Prospects
The Aberdeen Group’s
2011 research on sales
Huthwaite’s Public
training showed Huth-
Workshops
Huthwaite’s Public Workshops
waite customers out-
impart the skills, tools and
performed all other firms
strategies you need to gain the
surveyed in team attain-
competitive edge. These
ment of quota, customer
dynamic workshops give you
renewal rate and lead
and your sales people the
conversion rate.
springboard to maximize sales
skills, shorten sales cycles and
close more business.
Huthwaite Offerings
Delivery Options
This is a one-day, participatory program with frequent oppor- SPIN® Selling – Proven method-
tunities to practice the skills and behaviors that lead to sales ology to improve sales perfor-
success. mance
Here’s how you can take part in our programs: Winning Sales Strategies™ – Get
• Have a customized on-site session delivered for your team tools for analyzing competitive
(includes Integrated Learning Experience) account positions
• Participate in our Train the Trainer program
Buyer Focused Marketing™ –
Create customer demand by
resonating, motivating and
differentiating
Reinforcement and Integration with CRM Negotiating Skills™ – Using the
Huthwaite’s Call Plan integrates seamlessly with most sophisticated negotiating
Salesforce.com and is available for free. The Call Plan and model ever devised, plan for
Call Plan Template can be saved, shared, and exported. For win-win results
more information on downloading this app, please visit us at
www.huthwaite.com. Desperately Seeking Prospects –
Attain practical methods for
Huthwaite Dealmaker reinforces positive selling behaviors selecting the right targets and
by embedding them into daily use. Huthwaite Dealmaker planning and executing
works with most CRMs or as a standalone tool. Learn more effective prospecting calls
about Huthwaite Dealmaker by visiting us at
www.huthwaite.com. * Each offering above has a
one-day coaching component
www.huthwaite.com ©2012 Huthwaite, Inc.