Smart Sales Prospecting

Overview

Learn skills and techniques for lead generation using phone, email, LinkedIn and your CRM system.

Objectives

This highly practical training will provide participants with the proven skills, knowledge, and attitude to build a solid new business pipeline.  

You will learn how to – 

• Self-generate or respond to new business leads and opportunities 
• Gain additional business and referrals from existing contacts 
• Save time and effort using proven business-development skills 
• Implement ideas for targeting new customers and markets 

Key learning points include:

• The “organised persistence” model of sales prospecting 
• Making appointments by telephone 
• Ten ways to use LinkedIn for connecting with customers and prospects 
• Sourcing and developing referrals and professional introductions 
• How to write effective sales and outreach emails and using online tools 
• Using video, online and social media to generate interest 
• Networking skills – online and face to face 

Content

Key principles of smart sales prospecting 

• Set your sales prospecting goals and objectives 
• Elevator pitch, core messages and your value proposition 
• Targeting and segmenting your market 
• Organised persistence with CRM 

Advanced online marketing tools 

• Video email messaging and video marketing – how it works 
• WhatApp and social media channels, including YouTube, video 
• Using sales materials and tools effectively 
• Researching and following companies on LinkedIn 

Email writing and outreach 

• Using AIDA and other templates for sales emails 
• Using personalized video emails to create interest  
• Vertical targeting emails, with examples 
• Building awareness with an email chain 

Appointments by telephone 

• Creating a call prompt sheet 
  • Opening a call and taking control 
  • Giving a reason to meet 
  • Key questions to ask 
• Voice tone, power words, phrasing 

LinkedIn as a marketing tool 

• Why LinkedIn matters and how to use 
• Six essentials for a positive profile 
• Connecting with new contacts and messaging existing connections 

Networking, exhibitions and gaining referrals 

• Building on existing contacts for referrals 
• The role of networking; professional introducers 
• Working an exhibition stand or event