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Sales Prospecting and Business Development
Free sales training webinar: "Strategic Prospecting & Business Development"
The Sales Prospecting and Business Development training program focuses on how to identify and gain access to the best prospects, with emphasis on prospecting techniques for sales lead generation. Participants learn how to get the first appointment and to then qualify prospects by using effective questioning techniques.
Sales lead management and generating new business is critical, yet most sales professionals hate to do it. Salespeople frequently make the same common mistakes when they prospect for new business. The Sales Prospecting and Business Development training program addresses common business development mistakes, such as focusing on the wrong accounts, not having enough leads in your sales pipeline, and spending time on low payoff activities such as cold calling.
The Sales Prospecting and Business Development workshop can be customized in content and duration, depending upon the needs and experience of your salespeople and business development managers. We encourage sales management to participate so that they can reinforce the sales techniques and sales process with their entire sales force.
Sales Training And Results, Inc. (STAR) provides a full line of sales, sales management, and customer service training programs including customized instructor-led training, online sales training, blended learning, sales coaching and consultation and train-the-trainer programs. View one of our free webinars by visiting our Online Sales Training page.
Sales Prospecting and Business Development Workshop Objectives
- Follow a sales pipeline process to identify the ideal prospects and separate suspects from prospects
- Use sales lead generation techniques to get the first appointment rather than just cold calling
- Learn a variety of prospecting techniques, such as effective elevator speeches
- Ask better questions to probe and qualify prospects
- Learn how to prepare and implement a business development strategy
- Respond creatively to common sales objections that occur throughout the sales prospecting process
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