Desperately Seeking Prospects

Corporate decision-makers typically hang up on cold-call voice mail messages after only nine seconds.

No matter how good a sales team’s face-to-face selling skills are, if they can’t schedule meetings with prospects, they can’t win new business. But prospecting has traditionally been one of the least liked, least understood, and least effective components of major account selling.

Desperately Seeking Prospects fills an urgent need for consultative, business-to-business sales organizations that are not getting the prospecting results they require. This one-day workshop teaches practical methods for selecting the right targets and planning and executing effective prospecting calls.

Who Should Attend?

• sales professionals involved in major sales who need to generate new business
• experienced salespeople at a loss when having to initiate new business
• less seasoned sales professionals who feel that prospecting is intrusive or that they have nothing to say
• salespeople, sales managers, and marketing professionals who are involved in the generation and cultivation of leads

Contact us to learn more about how Desperately Seeking Prospects combines a conceptual framework for understanding the principles of successful prospecting with step-by-step instructions for targeting prospects, planning calls, and building messages that get results.