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Telephone Prospecting
Program Design Workshop Who In Your Organization Will Benefit? Business Owners/Independent Professionals - responsible for design and implementation of lead generation and telephone prospecting programs for their business Managers - responsible for design and implementation of lead generation and telephone prospecting programs for their business - responsible for managing a team of telephone prospectors / sales representatives InDepth Workshop Reviewing 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. We work through a ROI plan with call stats analysis to understand the benchmark metrics that you need in order to achieve your sales goals. 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. We start to source and prioritize data to be used in the telephone prospecting campaign. 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. Development of messaging strategy and offers to be used in program 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. Design and development of the additional marketing tactics that will support your telephone prospecting program. 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 In depth understanding of how to implement our Sales Phase Methodology in your environment and how to define and qualify leads. Project Management issues are discussed and tips and techniques for successful implementation are reviewed. 6. Tools – CRM / Sales Management Systems Define how you will use your CRM / Sales Management system to manage the telephone prospecting process. Set-up metrics to manage. Understand the types of management reports you need to generate to understand the process. 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 a 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. We also discuss hiring and management issues of telephone prospecting personnel. Deliverables/Takeaways from Getting In Front of Decision-MakersTM Workshop:
Course Format and Length: This one-day interactive workshop is designed for 5-10 participants. The workshop develops improved prospecting and qualifying skills through a carefully designed series of learning activities that include:
Check with us for dates Times - 8:30 a.m. to 4:30 p.m. Course cost: $995 per attendee, group rates available |
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