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 useable 6-month territory or account plan to drive new opportunities Objective Penetrate and grow territories through: Targeting best-odds markets Consistent, planned and systematic lead generation activities Deliberate strategic territory planning Benefits Generate own leads to maintain a full, consistent and targeted pipeline of best odds opportunities Initiate planned lead generation campaigns to proactively drive leads into the territory Sustain effective communication with current customers and prospects establishing your company as valued professionals they can come to with opportunities Incorporate and motivate an extended network of partners and resources to drive additional leads Focus on key differentiators to maximize best-odds opportunities and improve closing ratios Additional Information Contact us at sales@klagroup.com

Who Should Attend Sales Managers & Executives  Positioning within KLA  Curriculums PowerProspecting How to Sell  Course Format 1 Day Territory based Interactive & practice  Prerequisites Pre-work Computer access required Basic Microsoft® Excel skills       What Participants are Saying