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Fundamentals Workshop Who In Your Organization Will Benefit? Any person in sales, sales management or responsible for sales in their organization.
Over the past six years, we have tested and perfected our 7-Step Framework that has produced consistent results for our clients! The “Getting In Front Of Decision-Makers” Program gives you everything we help develop for our customers to help you hit the ground running and bring in high quality leads. This program walks you through the process of setting-up telephone prospecting programs. Below we will review key techniques that we take all our clients through to give exponential results! Overview of the 7-Step Telephone Prospecting Framework – Plan for Success 1. ROI Metrics Before we start any type of lead generation planning, we must start off with a financial ROI evaluation. This is crucial to that we don’t waste money on lead sources that don’t produce high quality leads. 2. Target Market Definition – Understanding your target market is one of the most crucial steps to lead generation success. We start defining and getting lists for your target market. 3. Message – Value Proposition, Irresistible Offers Once you have decided on your target market, we will identify the key problems, pains and triggers that your target market is facing and develop value proposition statements and key irresistible offers that engage your customers. 4. Integrated Media – Supporting marketing tactics Based on your go-to-market strategy outcome, your media campaign will be determined by your ROI budget, the market and the message. This analysis provides you with the ability to choose the combination of marketing tactics that best suits your target market, product and marketing experience. 5. Project Management – Process supports the program Now that we have done all the planning, a clear project management roadmap must be set in place in order to manage the multiple steps of a lead generation campaign. The Result Source’s multi-step Sales Phase Methodology gives a powerful management tool to help senior management improve their decision-making capabilities and sales forecasting 6. Tools – CRM / Sales Management Systems Have you ever heard of the saying, if you can’t measure it, you can’t manage it? Well nothing could be truer than when it comes to your telephone prospecting program. The CRM Support system becomes a crucial link in your telephone prospecting program’s success. 7. Execution – Skill Development and Program Execution Companies that do not meet their sales goals typically do not have a product problem. What they often have is an lead generation implementation problem, which manifest itself in an inability to execute their strategy in a consistent and meaningful way. We will look at telephone prospecting skill training and program deployment strategies to smooth out the learning curve. Developing Your Message Workshop: You will work through a series of exercises to develop: 1) Value Proposition Design We will start work on creating a value proposition and positioning statement for your business. Our value propositions produce a clear statement of the tangible results a customer gets from using your product or service. It is outcome focused and stresses the business value of your offering. 2) Positioning statements and Irresistible offers Create an IRRESISTABLE OFFER. Create offers and positioning statements that setting your product or service apart and connecting with your prospects, customers and clients where they live. 3) Message Maps – Design Overview A value proposition and offer will have differing effects based on the target you are going after. We help to create a series of offers and value propositions that resonate with their target. 4) Direct-Response Copywriting Introduction Understand the difference between standard business writing and direct-response copy. Look at examples of direct-response copy created for websites, emails, sales letters, scripts, etc. 5) Scripting Introduction To start your telephone prospecting program, you will need the following types of scripts at your disposal. Remember that 30% of the success of a program depends on getting the message right! · Multiple Conversational scripts o Geared to the position you are speaking to o Modified with the “best fit” value proposition · 2-3 Voicemail scripts o Try to offer something new in each message o Give a specific follow-up activity or date, be very brief and articulate · Gatekeeper script o Be prepared to offer the “value” of him/her putting you through to her/his boss o Treat with same professionalism as anyone else you would speak to in the organization · Referral script · Find the decision maker script Deliverables/Takeaways from Getting In Front of Decision-MakersTM Workshop:
Course Format and Length: This one-day interactive workshop is designed for 10-21 participants. The workshop develops improved prospecting and qualifying skills through a carefully designed series of learning activities that include:
In-House Sessions We create custom programs for your team Public Sessions Call us for the next public session near you Times - 8:30 a.m. to 4:30 p.m. Course cost: $595 per attendee, group rates available |
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