Sales Training Workshops: CustomerCentric Selling® - Prospecting & Business Development™ Workshop

"Prospecting is necessary and difficult, which is why we're offering this valuable workshop for our clients. Prospects are more than leads - they are people. A good salesperson will learn how to efficiently target and identify them, but beyond that, the truly successful salesperson will know how to effectively engage with them and remain relevant."

-- Gary Walker, Vice President of Channel Sales & Operations, CustomerCentric Selling®

Objective:	In this sales training workshop, we look at traditional prospecting practices and why they are no longer effective. The workshop explores emerging technologies that can make salespeople more productive, more efficiently optimize their time spent prospecting, and suggest prospecting methods and strategies for making the prospecting and business development process more customer-centric, and therefore more appropriate for today's professional salesperson.
After attending the workshop, attendees should be able to:	After completing this workshop, students will: understand prospecting understand prospecting 2.0 become familiar with the prospecting process: --Planning --Preparation --Execution understand how to calculate how many prospects needed in order to make quota become familiar with emerging technologies that can make them more productive understand the difficulties of traditional approaches to prospecting --Cold Calling --Email Prospecting understand and identify triggering events how to use triggering events to align with prospects and develop compelling messaging utilize multiple methods and messages to engage with senior executives know how to remain part of the ongoing conversation and dialog once engaged with the prospect understanding the concept of a drip campaign and how to use it
Workshop materials will include:	Workshop materials include tools and content necessary to support prospecting and business development skills and strategies taught in class. Included is a workshop manual.
Who should attend:	Sales executives, sales managers, sales representatives and/or account managers, pre-sales technical support, marketing, anyone within the organization or channel who interacts with prospects and/or customers or who supports the sales function would also attend. The value of the model is that it is a uniform company sales strategy process around prospecting and business development efforts. Everyone in the organization would have the same vocabulary and understanding of the sales strategy, extending and reinforcing the learning from the CustomerCentric Selling® sales methodology.
Prerequisite:	None (CustomerCentric Selling® Prospecting & Business Development™ Workshop is a stand-alone workshop. It can be delivered on its own, often as a precursor to the core CustomerCentric Selling® Sales Process Workshop, or to reinforce the CustomerCentric Selling® sales methodology.)
Duration:	One (1) full day
Cost:	$795 per attendee/student (stand-alone registration), $495 per attendee/student (if registered for the subsequent 4-day CustomerCentric Selling® Workshop)