Prospecting for Profit

Price: £145
Duration:

To survive and grow in the long-term, businesses of all sizes need to make sure that they have a healthy pipeline of qualified new sales prospects from which to grow their customer base and as a result, realise any expansion ambitions.

This course has been designed to make sales people more successful, by helping them to take a more pragmatic approach to their prospecting activities rather than relying on customers making first contact or by luck alone.

The key course lessons teach sales people:

What organisations they should be targeting.
What essential prospect information they need to know.
How to make time to prospect for new business.
Where to source new sales leads from and who to speak to.
The importance of planning – time, approach, meetings and negotiations.
The importance of recording information; how and what information to record.
How to measure success with the use of conversion ratios.
How to make the first approach.

Each lesson is followed by a short quiz that will truly test each delegate’s understanding of the course content. An 80% pass mark is required to achieve a pass on this course so each delegate will need to fully engage with it.

Sales team Manager’s should be encouraged to complete the course to ensure their sales teams adopt the processes they are being taught. Managers will then be able to easily target, monitor sales performance and team prospecting effectiveness.

Any organisation serious about growing their business through sourcing new customers will benefit from this course; a course designed by Gary Philpott, a Fellow of the Institute of Sales and Marketing Management.

To survive and grow in the long-term, businesses of all sizes need to make sure that they have a healthy pipeline of qualified new sales prospects from which to grow their customer base and as a result, realise any expansion ambitions.

This course has been designed to make sales people more successful, by helping them to take a more pragmatic approach to their prospecting activities rather than relying on customers making first contact or by luck alone.

The key course lessons teach sales people:

What organisations they should be targeting.
What essential prospect information they need to know.
How to make time to prospect for new business.
Where to source new sales leads from and who to speak to.
The importance of planning – time, approach, meetings and negotiations.
The importance of recording information; how and what information to record.
How to measure success with the use of conversion ratios.
How to make the first approach.

Each lesson is followed by a short quiz that will truly test each delegate’s understanding of the course content. An 80% pass mark is required to achieve a pass on this course so each delegate will need to fully engage with it.

Sales team Manager’s should be encouraged to complete the course to ensure their sales teams adopt the processes they are being taught. Managers will then be able to easily target, monitor sales performance and team prospecting effectiveness.

Any organisation serious about growing their business through sourcing new customers will benefit from this course; a course designed by Gary Philpott, a Fellow of the Institute of Sales and Marketing Management.