SALES PROSPECTING & LEAD GENERATION

Build your prospecting plan & generate leads

Who will benefit?

Salespeople who want to increase their sales and reach their tragets.

 Why this material?

This training is designed by experts to boost leadership skills. It has been trained and updated since 2010.  

Why from URG?

Take full advantage of the combination of this live training and the eTraining access offered afterward. An exclusive offer in the Kenyan market.

 Why Now?

Do not just wait to gain experience through time and hardship. This training will allow you to boost your sales skills NOW and gain a life time experience in just few days.

Prospecting is one of the keys to your sales success. Keeping your pipeline full ensures that you will continue to attract new business, and so your success today is a result of the prospecting you did six months ago.

IN SUMMARY: SALES PROSPECTING & LEAD GENERATION

In this one day workshop, participants will become skilled at prospecting and learn the 80/20 rule. They will learn to target and how to target prospects, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking.

Participants will also build their personal prospecting plan and learn how to ensure their future by planting seeds daily. Participants will also learn how to identify their target market, use a prospect dashboard, and set goals. They will also learn how to find prospects through networking, trade shows, lost accounts, and cold calls. 

Sales is a constant cycle. In order to make sales in the coming weeks and months, you need to start planting the seeds today. Understanding how to identify and manage prospects is a key part of your sales success.

WHAT YOU WILL LEARN

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This course will teach you how to identify your target market, use a prospect dashboard, and set goals.

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You will also learn how to find prospects through networking, trade shows, lost accounts, and cold calls.

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You will learn how to start planting the seeds today, in order to make sales in the coming weeks and months by understanding how to identify and manage prospects, a key part of your sales success. 

TRAINING OBJECTIVES

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The importance of expanding your client base through effective prospecting.

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How to use a prospecting system to make you more successful.

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How to identify target markets and target companies with the 80/20 rule in mind.

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How to develop and practice networking skills at every opportunity.

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How to develop, refine, and execute the art of cold calling.

TOPICS COVERED

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Targeting your market

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The prospect dashboard

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Setting sales goals

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Why is prospecting important?

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The art of networking

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Public speaking and presentation

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Trade shows

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Regaining lost accounts

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Warming up cold calls

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The 80/20 rule

HAVE SOMETHING IN MIND?

Let’s chat!

Training Curriculum:

In this 1day training, participant will have the chance to engage with a professional qualified trainer and coach and participate in numerous exercises and live quizzes to acquire the skills, theories, methods in this training. 

What’s Included:

Instruction by an expert trainer
Small, interactive classes
Specialized manual and course materials
Personalized certificate of completion

Related Training:

Building Relationships for Success in Sales
Dynamite Sales Presentations
Overcoming Objections to Nail the Sale
Advanced Selling Skills
CRM: An Introduction to Customer Relationship Management

Section One

1

  Course Overview

The first part of the day is about getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives. 

2

  Pre-Assignment Review

To start the day, participants will review their pre-assignment quiz.

3

  Targeting Your Market

Next, participants will learn eight ways to target their market. Then, they will fill out a worksheet for their target market.

Section Three

6

  Why is Prospecting Important?

Next, participants will look at some myths behind prospecting and what characteristics will ultimately determine their success.

7

 The Art of Networking

During this session, participants will learn all about networking, a key component of prospecting.

Section Five

8

  Warming Up Cold Calls

During this session, participants will learn how to make the most of another essential prospecting tool: cold calls.

6

  The 80/20 Rule

Next, participants will learn how Pareto’s 80/20 rule applies to sales and prospecting.

Section Two 

3

  The Prospect Dashboard

This session will show participants what a prospect dashboard is and how to use it. Participants will also have an opportunity to create a draft prospect board.

4

  Setting Goals

During this session, participants will learn how to set goals with SPIRIT to make their dreams a reality.

Section Four

8

  Public Speaking

Good speaking skills can give sales people a real advantage. This session will give participants some ways to build their confidence and send out the right message when speaking in public.

9

  Trade Shows

Next, participants will explore what to do before, during, and after trade shows to ensure success.

10

 Regaining Lost Accounts

This session will explore an easy way to increase business: regaining inactive or lost clients.

Section Six

8

  It’s Not Just a Numbers Game

This session will look at the 3 R’s of successful prospecting.

6

  Going Above and Beyond

To wrap up, we will give participants 21 ideas for a successful career in sales and ten questions they can ask themselves about each prospect.

Let’s GET STARTED

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