Webinar - Sales Prospecting Skills - building a quality pipeline

Overview

• Know your client - Understanding your value proposition and ideal client profile.
• Lead generation – and building a multi-source referral process.
• Connecting with prospects.
  
  
• Buyer-led approach - the importance of research, personalisation and bringing insight.
• Motivation and proactivity. Dealing with call reluctance. Stats on how and how often buyers want to hear from you.
• Contact strategy –building a multiple touchpoint strategy. Social media, email, call, video. Cluster strategy, Persistence.
• Bringing value –Resonate, Differentiate, and Substantiate.
• Execution – scheduling, habits, planning and productivity.
• Adapting to the virtual world – e-channel saturation and reduced response rates. How to cut through the noise.

Learning Objectives

At the end of the session, participants will be able to:

• Understand the importance of creating and understanding an accurate Ideal Client Profile both for sales outcomes, client retention and profitability.
• Understand how to build and manage a pipeline of high quality, realistic opportunities
• Explore how we need to adjust in the virtual and developing hybrid worlds of sales

Nick Thomas

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a professional coach and trainer.

Nick is an Economics graduate with over 25 years corporate insurance broking experience. He was a highly successful sales producer in the UK broking market before progressing into regional and then national sales leadership roles.

As National Development Director at HSBC, Nick was one of only 40 people from a global workforce of 265,000 selected as part of the STARS programme to recognise exceptional performance. He is a highly trained consultative sales specialist, and his experience includes a secondment with a major management consultant to design a best practice sales process.

In the mid-2000s, Nick developed a chronic health condition; his journey to recovery fostered a new range of interests, and a passion for health, and performance. He studied widely, qualifying as a Master Practitioner in Neuro-Linguistic Programming (NLP), obtaining a Diploma in Life Coaching, before going on to study Corporate/Business Coaching with The Coaching Academy. Nick is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.

In the last two years Nick has worked in a self-employed capacity in training, coaching, and consulting. He works with a specialist adviser in Insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates.