Training Course Outlines:

The workshop approach concludes with seller dialogue and actions intended to initially qualify the opportunity being prospected into. Solution Selling Prospecting is not a territory or account planning workshop but it does provide a starting point to begin initiating activity in a portfolio of potential opportunities.This 1 day approach allows participants to delve deeper into advanced concepts, methods and messaging tools for targeting, contacting and qualifying ideal prospects.

Training Course Outcomes:

Upon completion of this workshop participants will be able to:

• Describe the important steps in a prospecting / business development process
• Leverage key information resources to conduct pre-call planning and research
• Identify the appropriate prospect target for entry into a potential opportunity
• Develop and execute a sound business development strategy supported by targeted business development job aids and vehicles
• Anticipate and react to potential road blocks such as gatekeepers and voicemail
• Apply a consultative sales call model to lead to the admission of pain

• Improve prospect targeting and messaging during business development
• Improve initial opportunity qualification and disqualification
• Increase consideration rate and qualified opportunities in the pipeline
• Increase the efficiency in the use of company resources

Course Accreditations:

Course Prerequisites:

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