Sales Prospecting and Business Development™

Sales Excellence International
Training overview
16-24 Hours (Customizable)
Next start date: Inquire for more information - Worldwide
On-site / Company-specific

Course description

Sales Prospecting and Business Development™

Sales prospecting, or business development, is often taken for granted. Even excellent sales professionals can use more help at building and developing their pipelines. Effective sales prospecting is critical for creating the quantity and quality of opportunities in your pipeline, which determine your revenue results and, ultimately, your income. This program is designed to empower sales professionals with the skills they need to find or create an unlimited supply of new sales opportunities.

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Who should attend?

  • Sales Representatives
  • Inside Salespeople
  • Tele-Salespeople
  • Business Development Managers
  • Account Managers
  • Sales Managers

Training Content

The Learning Objectives for this comprehensive program include:

  • Establish a repeatable, actionable 90-day business development plan designed to measure and achieve specific goals.
  • Thoroughly research target accounts and prepare a powerful approach that articulates the business value you can deliver.
  • Identify the characteristics of those who would most likely benefit from and buy your solutions and transform that into a Profile of the Ideal Client.
  • Employ proven and effective techniques for written and verbal conversations that set you apart from the average salesperson.
  • Use multiple mediums of communication to reach a variety of key people within the prospective client’s organization.
  • Craft and ask diagnostic questions to pique interest and reveal opportunities for making a positive impact the prospect’s business.
  • Propose and close on the logical next step, such as a face-to-face meeting with the prospect.
  • Track business development efforts and results to establish benchmarks and determine the greatest opportunities for improvement. 

For a detailed outline of course content, click here:

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Instructor profile

About our President

Bill Stinnett, president and founder of Sales Excellence, Inc, is a thought leader,  best-selling author, and one of the most engaging and in-demand sales teachers in the world today.

With over 25 years of experience in complex business-to-business sales, Bill regularly speaks, trains, and consults for some of the world’s largest and most highly-respected companies including  Verizon, General Electric, IBM, Microsoft, Metso, Ansell, and Continental AG as well as a variety of smaller companies from a wide range of industries.

Mr. Stinnett is the author of two best-selling books: Think Like Your Customer (McGraw-Hill 2005) and Selling Results! (McGraw-Hill 2007).

Costs

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About Sales Excellence International

Sales Excellence

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The success of any sales organization rests on the shoulders of its sales force and leadership teams, and those individuals must invest in their career development to be equipped for the evolving challenges they will meet. While the volume of...


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Contact info

Sales Excellence International

5229 Office Park Boulevard
34203 Bradenton Florida

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www.salesexcellence.com

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