Seminar # 1627

Establishing a Business Development Roadmap GOV

The ability to find, qualify and expand business is consistently ranked as a top priority among sales people and sales management.

The seminar will provide you with tools and techniques to build a truly qualified sales pipeline that will grow your business and increase your sales. You will learn a proactive approach to successful prospecting by first perfecting your lead qualification process. Next, practice your prospecting skills, applying your new insights to determine what has value you’re qualified customer. Finally, you’ll learn the intricacies of relationship management that will sustain an ongoing and profitable customer relationships.OV

BENEFITS OF ATTENDING

Develop a consistent lead qualification standard to optimize your time and effort
Establish credibility with decision makers and key influencers
Apply the concept of “qualifying in” “qualifying out”
Utilize questioning techniques to pinpoint customer priorities
Understand when and how to walk away from an opportunity
Maximize time and resources by not chasing after unqualified leads
Increase deal size by adding incremental value to the customer
Close faster and more often by utilizing a better prospecting strategy
Embrace motivation techniques to overcome common prospecting fears

TOPICS COVERED

Effective prospecting: the key to exceeding sales quotas consistently
Finding and expanding your business
Defining your ideal customer
Aligning sales, marketing and corporate leadership
Using research to identify the right people at the right time
Making contact effective access strategies
Establishing credibility with decision makers
Managing, building and leveraging your professional network

WHO SHOULD ATTEND

Sales professionals (individuals and managers), business development managers, sales representatives (internal call center and external field representatives), and account managers, as well as professional fundraisers, and any business professionals seeking to effectively build a qualified pipeline of prospective customers.

EXTRA – Lunch (Catering) included.