sales lead generation and new business prospecting full outline 1a

New business sales prospecting and lead generation masterclass

Introduction

This two-day intensive training course will provide participants with the proven strategies and tactics to build a sustainable new business pipeline.

How to self-generate new business leads and opportunities

Gain additional business and referrals from existing customers and contacts

Learn new and proven business-development skills

Hit your new business sales target every month!

Includes: On-line lead generation, Email marketing, telephone appointment making, networking and referrals, new business skills and CRM management

This highly-interactive training course has been specifically designed to provide sales and marketing professionals, managers and new business development consultants with the most-effective tools, tactics and techniques to develop new-business leads and opportunities.

Delegates will leave this training course with new skills and improved practical knowledge on best practices in using five main methods of generating new business sales and opening new accounts. It includes the best of best online and off-line sales and prospecting techniques – uniquely combining them for maximum effectiveness.

Who Should Attend?

Sales and Marketing Professionals, Managers and Directors

Business Development Team Members

New Business Professionals

Team Leaders and Supervisors

Administrators

New business sales professionals

Overview

Generating new leads and new business can be both time-consuming and frustrating. Creating and generating new business leads, calls or appointments is becoming an

increasingly important part of many businesses. However, it takes skill, careful preparation and creation of effective “models” and methods, even perhaps using formal approaches and scripts. Once generated a new lead or enquiry most be careful managed to maximise the potential revenue conversion.

The overall objective of this seminar is to give delegates practical and proven methods and tips to getting new business – that really work and can start working now!

Key Learning Points and objectives:

Develop a clear and consistent process to new business-development and lead-generation

Master the secret of effective new business-development and lead-generation – “only sell the appointment or next stage of the sales process not your product or service”

Set and achieve the right level of new business-development and lead-generation activity to achieve your personal and organisational sales goals

Apply the key principles of effective prospecting and pipeline management generation using a proven toolkit and approach

Be able to overcome most common put-off’s when new conducting telephone or face-to-face business-development and lead-generation activities

Develop an engaging telephone voice and manner plus 'networking personality'

Qualify potential opportunities with more accuracy on a consistent basis

How to prioritise opportunities and manage your time when sourcing new business

Online sources of leads, contacts and referrals

Overcome psychological blocks to cold or warm calling - yours and the client's

Identify potential prospects with greater accuracy and decision makers and influencers within target prospects

Make outbound sales or appointment calls with improved confidence, control and results

Learn to how to improve your conversion of calls to appointments by using more effective questions and sales messages

Get past gatekeepers and assistants more effectively

Time management and appointment scheduling; prospect tracking

Utilise the best CRM software tools and solutions

Training Methodology

This training workshop is highly-interactive and encourages delegate participation through a combination of lectures, group discussion, practical exercises, case studies, and breakout sessions designed to reinforce new skills. The comprehensive course manual has been developed to be practical, easy to use and facilitate learning.

Organisational Impact

Improved public image and credibility

Increased revenues through enhanced lead generation and brand awareness

Competitive advantage in your marketplace

Expanded market penetration of products and services

Cost savings on new business-development marketing activities

Improved target marketing

Personal Impact

The skills to design a comprehensive new business sales and marketing plan

A greater appreciation of the impact of proven sales technique when generating new business opportunities

Increased ability to measure and monitor your new business sales and marketing activities

Improved non-verbal communication and persuasion skills – by email, on the telephone and face to face

The ability to combine social media and traditional marketing strategies to generate new business leads, enquiries and opportunities

Programme Outline – Five essential areas for new business-development

1. Online marketing: Linkedin for lead generation, email marketing, lead generation websites, video based marketing

2. Making appointments by telephone: Planning the call, telephone techniques, integrating with email and online marketing.

3. Power networking and B2B referral based marketing

4. Developing new business opportunities from a lead or enquiry

5. Organised persistence: CRM and prospect tracking

1. Online marketing: Social media, email marketing, lead generation websites, video based marketing

Course overview and learning objectives

Choosing your social media channels

Linkedin for sales and marketing

Designing and implementing an effective new business email campaign online

Creating a lead-generation strategy online – with case studies

Avoiding common mistakes in social media marketing

Case study: Best Practices of Social Media Sales and Marketing

Using blogs and video-based marketing (YouTube)

New trends and keeping your finger on the 'socail media' pulse

Twenty essential websites and online marketing tools

2. Making appointments by telephone: Planning the call, telephone techniques, integrating with email and online marketing

Develop a clear and consistent process to appointment making

Master the secret of effective appointment making – “only sell the appointment, not your product or service”

Set and achieve the right level of telephone activity to achieve your appointment goals

Apply the key principles of effective prospecting and pipeline management generation using a proven toolkit and approach

Be able to overcome most common put-off’s to seeing or engaging with you

Qualify potential opportunities with more accuracy on a consistent basis

How to prioritise opportunities and manage your time when sourcing new business

Sources of leads, contacts and referrals

Overcome psychological blocks to cold or warm calling - yours and the clients

Identify potential prospects with greater accuracy and decision makers and influencers within target prospects

Make outbound sales or appointment calls with improved confidence, control and results

Learn to how to improve your conversion of calls to appointments by using more effective questions and sales messages

Get past gatekeepers and assistants more effectively

Time management and appointment scheduling; prospect tracking

The five keys to developing an engaging telephone voice and approaching manner

3. Power networking and B2B referral based marketing

The importance, and different types, of networking

How to work a room – preparation and strategy

Communication dynamics in networking – the power of the listening networker

Assumptions when networking

Business networking etiquette

Making connections, asking for cards, contact details and referrals, gaining a follow-up commitments

Building relationships – follow-up and follow-through

4. Developing new business opportunities from a lead or enquiry – strategies for first time sales calls

Gaining rapport and opening the first-time and new business sales call effectively

Advanced consultative selling: questioning techniques to quickly uncover opportunities, need areas and preferences efficiently

Presenting your solution to a new or first-time customer – creating an enthusiastic and compelling personalised and persuasive summary of your proposal

Value message: Differentiate your solutions clearly and accurately with tailored value statements

Presenting the right USP's, features and benefits and making them relevant and real to the customer

Smart ways to position price, emphasis value and be a strong player without being the cheapest or leading on price

Learn and use advanced techniques to develop customer needs, value and decision making criteria in depth on a first time call

5. Organised persistence: CRM and prospect tracking

Organised persistence – sales tracking, following up on 'sleeping' customers, gaining referrals, time and territory management

Maintaining a good database for maximising new business ROI

Developing a contact strategy with different types and levels of contact

How to analyse your contact base using state-of-the-art software and tools

Review of main CRM systems and solutions

Your attitude makes a difference when sourcing new business

Setting SMART objectives for new business-development and lead-generation

Practical exercise: Setting Personal Development and Business Goals

Time management tips to improve daily productivity

New business pipeline management strategies for peak sales performance

Practical exercise: Developing your new-business action plan

Review and feedback

This course is available on an in-house and in-company basis.