Training overview
10 hours
1,394 CAD
English
Next start date: 4/22/2020 09:00 - Toronto
Canadian Professional Sales Association

Course description

Advanced Prospecting

The Advanced Prospecting course develops and equips sales professionals with more strategic and practical prospecting techniques. In this one-day classroom course, participants gain the skills to independently establish in-depth sales prospecting strategies by leveraging industry research, developing detailed customer personas, and refining the positioning and value proposition of their organization’s products and services.

This course is a combination of in-class and online learning.

Who should attend?

This course will help you maximize the value of your prospecting time and improve your funnel quality by preparing you to better identify and approach strategic clients to build long-lasting strategic relationships with.

This course is for you if you're a:

  • Key Account Manager
  • Business Development Representative
  • Business Owner/Entrepreneur
  • Territory Manager
  • Sales Manager
  • Certified Sales Professional (CSP) candidate
  • Sales professional looking to improve performance.

A minimum of 4 years of sales experience is recommended.

Training Content

After completing this course, you will be able to:

  • Independently investigate and leverage research to properly position yourself in the marketplace and understand where your products/services stand 
  • Refine your personal Unique Value Proposition statement to competitively position yourself in the market
  • Utilize market research to guide conversations with prospects and better understand client needs
  • Provide valuable recommendations and product adaptations to clients based on strengths and weaknesses found in discovery phase
  • Develop SMART goal-based prospecting action plans that align to company objectives
  • Create ideal client personas and independently generate a list of sources for acquiring prospects
  • Establish an in-depth sales prospecting process including qualification questions specific to your organization
  • Utilize appropriate sales technology and social media platforms to prospect and highlight company resources and content.

Costs

New Attendees: $1,394.00 (includes a one-year CPSA Membership)

Members: $1,095.00

Certification / Credits

Upon completion of this ten-hour program, learners will receive a certificate of completion from CPSA. The program is aligned to meet partial educational requirements for the Certified Sales Professional (CSP) designation offered by the CPSA Institute.

About Canadian Professional Sales Association

Canadian Professional Sales Association

Canadian Professional Sales Association

For as long as sales has existed in Canada, the Canadian Professional Sales Association (CPSA) has provided sales professionals with ongoing support and resources to accelerate their success and advance the profession. CPSA sales training offers salespeople the opportunity to...


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Contact info

Canadian Professional Sales Association


 Show phone number
www.cpsa.com


Reviews

Average rating 5

Based on 2 reviews

M. Congi
(5)
The facilitator did a fantastic job bringing the course material out in a good and interactive way. They kept people involved, and engaged very well.
S. McGann
(5)
The facilitator was excellent at helping with me specific to my industry and provided many great examples of how I could adjust my language and approach.
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