CPD WEBINAR: Sales Prospecting Skills- building a quality pipeline

Having established our Ideal client Profile [ICP], this session looks at how we can generate target leads in a way that overcomes the challenges of the new hybrid workplace.

Objectives
• To understand the challenges of the hybrid working world for lead generation
• To explore the strategies and principles to overcome these challenges
• To maximise opportunities to generate warm leads
• To be able to build a strategy that ‘warms up’ a cold contact approach

Content and Learning

•ICP and your value proposition – a refresh
•The challenges of lead generation in the modern age – to include buyer overwhelm
•Prioritising warm leads and how to build an effective referral process
•Warming up a cold contact approach – strategy. Cutting through the noise.
o Buyer-led approach
o Motivation and proactivity. Dealing with call reluctance.
o Multi-touchpoint
o Bringing value –Resonate, Differentiate, and Substantiate
o Execution – scheduling, habits, planning and productivity.