Course Offerings

Custom Sales Training

Selling Against the Goal

Overview

This course is based on the popular book Selling Against the Goal, which provides Sales Reps with the tools to take control of their lead generation activities. Participants acquire the skills to penetrate their territories and major accounts to drive consistent leads. Sales Reps leverage multiple resources to increase the amount of qualified leads in their sales funnels, while learning to create results-oriented lead generation activities highlighting key differentiators and placing them above the competition within their target markets. Using electronic tools throughout the course participants:

  • Begin creation of a lead generation campaign for a top target market in their territory
  • Write lead generation activity content
  • Start development of a executable 6-month territory or account plan to drive new leads and opportunities

Additional Information

Calling Your Way In

Overview

This course removes the fear from Cold Calling and provides Sales Reps with the skills and self-confidence to gain access into new accounts and generate the leads that sales executives expect. Activities and role plays will allow participants to implement the proven Get In The Door strategy using a strong value proposition to initiate the sales process. They will then focus on establishing credibility, identifying and understanding the prospect's needs, qualifying if the opportunity is of value for them, and handling any objections to begin the sales process. Participants follow the process from a mere list of target prospects to setting their second meeting with a qualified prospect and new opportunity.

Objective

Gain access to targeted prospects using the Cold Calling Process which emphasizes building credibility and presenting value on the first call while overcoming any initial objections.

Additional Information

Sales Prospecting for Profits

Overview

It’s never been more difficult to reach sales prospects. It can take as many as 9 prospecting attempts to gain access. That means you have to use multiple prospecting strategies with a message that hits the mark. And because sales reps are busy people, it must be simple to execute

In this web-based, sales expert-led program your team will learn how to combine cold calling, email, and social media prospecting strategies to gain access to their top prospects. They’ll craft attention-getting messages that will initiate memorable conversations and close appointments, and learn how to handle stubborn gatekeepers and tough objections.

In a recent program a sales team of 7 reps who completed this program secured 91 appointments and closed 8 new clients over 6 months with more new clients still in the pipeline. These are the types of significant sales prospecting results we are focused on for you and your organization.

Objective

This program provides your sales reps with the nuts and bolts to confidently prospect and fill their sales pipeline with new leads. We'll give your sales team step-by-step details on how to effectively and efficiently gain access by identifying the right people in your highest potential prospects and initiating memorable discussions to close appointments that lead to sales.

Additional Information

Explore our other Sales Training offerings