Training: Soft Skills - Prospection Skills

Target audience

This training is ideal for anyone looking to sharpen their prospecting skills, including sales professionals, account managers, entrepreneurs, business development managers, marketers, and anyone involved in identifying and approaching potential customers.

Program

PROGRAM
THE SCIENCE OF SALES: SPANCO

SUSPECT: THE IMPORTANCE OF PIPELINE MANAGEMENT AND SEGMENTATION

Criterion Selection

• Determine which criteria are most relevant for your sales process: deal size, region, product type, buyer persona.

Segment Creation

• Divide your pipeline into distinct segments based on the chosen criteria.

Mapping the Customer's Organization

• Sponsor
• Gatekeeper
• Decision Maker

Prioritizing Opportunities

• Not all leads are equal. Identify and prioritize high-value or high-probability opportunities.

Tracking Key Metrics

• Monitor metrics such as conversion rates, deal velocity, and average deal size to assess performance and identify areas for improvement.

PROSPECT: WHERE ARE THE OPPORTUNITIES?

• “Make more to make more”

PROSPECTING TECHNIQUES

Preparation

• From 'cold calling' to 'warm calling'
• Why?
• How?
• What?

Making Contact

• Setting appointments via phone or email
• Telephone prospecting

CONCLUSION + INDIVIDUAL ACTION PLAN

Results

TRAINING OBJECTIVES

• The SPANCO Science
• Customer Segmentation
• Strategic Prospecting

Practical

METHODOLOGY

• Duration: 1 Day (dates and price upon request)
• Pedagogy: Interactive approach with role-playing
• Feedback: Feedback and improvement points after each exercise
• Focus: Actions for Progress