NEW CUSTOMER
ACQUISITION
This programme will give participants the tools to maximise prospecting, qualifying and onboarding new B2B customers.
Participants will learn how to manage their sales activity ratios in order to keep their sales funnel full as well as gain confidence in using professional sales tools.
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This course is targeted at anyone who sells outbound to businesses. It's fantastic for someone starting their sales journey as well as a refresher for the more experienced.
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One-day classroom-style training
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Eight module weekly instructor-led webinar programme
The world of selling has changed. Customers have evolved and the best sales professionals are developing new tactics to win business. This course will sharpen your prospecting and sales skills. We focus on the B2B sales process, with practical practice sessions throughout. Participants will focus on how to increase conversions and shorten their sales process as well as manage customer data throughout.
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Understanding the sales process
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Using data for acquisition
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Influence and persuasion
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Cold-calling and warm-calling
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Articulating your value proposition
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First appointments
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Finding customer motivation
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Preparing and presenting proposals
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Picking up buying signals
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Overcoming objections
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Closing
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Managing workflows
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More focused and effective prospecting
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Focus time and resources on the best opportunities for revenue
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More effective contact techniques
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Base scripts that help get to the right person
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Tools and techniques for proposals
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Integrating marketing through the sales process
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Better performance and results
+ Greater confidence and credibility
