Prospecting Strategies to Build a Qualified Pipeline Seminar # 5542
Prospecting Strategies to Build a Qualified Pipeline is no longer available as an open enrollment seminar, but it can be delivered at your site. Please consider these alternative solutions to your development needs:
- Review AMA’s complete seminar offerings in Sales.
- Call 1-877-566-9441 to speak to a sales representative about bringing this or a similar seminar to your workplace.
- Request a copy of AMA’s most recent seminar catalog.
The ability to find, qualify and expand business is consistently ranked as a top priority among sales people and sales management.
This seminar will provide you with tools and techniques to build a truly qualified sales pipeline that will grow your business—and increase your sales. You’ll learn a proactive approach to successful prospecting by first perfecting your lead qualification process. Next, practice your prospecting skills through role-plays, applying your new insights to determine what has value to your qualified customer. Finally, you’ll learn the intricacies of relationship management that will sustain an ongoing and profitable customer relationship.
How You Will Benefit
- Develop a consistent lead qualification standard to optimize your time and effort
- Establish credibility with decision makers and key influencers
- Apply the concept of “qualifying in” as opposed to “qualifying out”
- Utilize questioning techniques to pinpoint customer priorities
- Understand when and how to walk away from an opportunity
- Maximize time and resources by not chasing after unqualified leads
- Increase deal size by adding incremental value to the customer
- Close faster and more often by utilizing a better prospecting strategy
- Embrace motivation techniques to overcome common prospecting fears
What You Will Cover
- Prospecting in an Effective Sales Framework
- The importance of prospecting and a qualified pipeline
- Challenges associated with prospecting
- Determining where prospecting fits within a sales framework
- The prospecting process (DIALS approach)
- Timing Prospecting Activities to Generate the Most Qualified Leads
- Determining how much time per week to devote to prospecting
- Using a prospecting score card
- Identifying Characteristics of an Ideal Customer and Sources for Potential Leads
- Developing an ideal customer profile incorporating market segmentation strategies
- Finding sources and channels for potential leads
- Using Customer Research and Market Trends to Develop a Customer-centered Message
- Defining objectives for prospecting calls
- Identifying best practices for conducting customer-centered research
- Delving into three methods for gathering market and customer information using advanced sales intelligence tools
- Engaging the Right Contact and Developing a Customer-centered Message
- Identifying different roles and levels of customers within an organization
- How to gain access to different roles and levels
- The Telephone Prospecting Steps model
- Opening a prospecting call
- Techniques to Qualify Prospects
- Techniques to link your offering to the prospect’s needs
- Probing strategies to qualify prospects
- Applying the concept of “qualifying in” as opposed to “qualifying out”
- Approaches to address call reluctance
- Relationship Management
- Leveraging your network to identify and expand business
- Identifying techniques for external/internal networking
- Developing a networking “elevator pitch”
- Asking for a referral
Who Should Attend
Sales professionals (individuals and managers), business development managers, sales representatives (internal call center and external field representatives), and account managers, as well as professional fundraisers, and any business professionals seeking to effectively build a qualified pipeline of prospective customers.