WEBINAR - Sales prospecting skills - building a quality pipeline

This session looks at how we build a pipeline of quality target prospects using an effective referral process, and a best practice prospect contact strategy in the modern virtual and hybrid world.

Objectives: Understand the importance of creating and understanding an accurate Ideal Client Profile both for sales outcomes, client retention and profitability.

Understand how to build a pipeline of high quality, realistic opportunities

Explore how we need to adjust in the virtual and developing hybrid worlds of sales

Content and Learning:

Know your client - Understanding your value proposition and ideal client profile.

Lead generation – and building a multi-source referral process.

Connecting with prospects o Buyer-led approach - the importance of research, personalisation and bringing insight. o Motivation and proactivity.

Dealing with call reluctance.

o Contact strategy –building a multiple touchpoint strategy. Social media, email, call, video. Cluster strategy, Persistence

o Bringing value –Resonate, Differentiate, and Substantiate o Execution – scheduling, habits, planning and productivity.

o Adapting to the virtual world – e-channel saturation and reduced response rates. How to cut through the noise

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