229 Emerald Ridge, Santa Rosa Beach, FL 32459
Phone: 850-622-5772 * 404-822-9082 * Email: Contact Us
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Quid Pro Quo Lead Generation and Pipeline
Building Workshop Description
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The reason we designed this workshop is because we realized that the way business is done today has certainly changed. To be successful in today’s selling environment the sales executive needs to be flexible, adaptable and resourceful. The sales executive must take control of all the factors leading to their continued success. That being said virtually no sales executive has had any formal training on how to generate their own leads and develop a qualified pipeline.
This QPQ workshop will focus on how the sales executive can maximize the equation of success:
ACTIVITY X TIME = RESULTS
During the workshop we will examine what it means to run your territory with a “franchise mentality” and the actions which will yield the best lead generation and sales results. We will discuss how to farm for referrals by utilizing the simple question of “Who else do you know?” and unlocking a world of opportunities.
We will review the sales executives ability to build a strong pipeline through self marketing, how to build a personal network, the practice of giving something in return for a qualified opportunity and tips on what to look for in building their network. We will discuss the 3 types of network people:
Mavens – Perceived Content Experts
Connectors – People who know lot of People
Salespeople – Sale reps that call on the same people but offer a different solution
We will continue our workshop with an in depth discussion of how to be successful at cold calling, dealing with the executives’ gatekeepers, and how to make effective use of email and voicemail in as an integral part of their cold calling.
Several other methods of lead generation will also be discussed including how to execute a high quality seminar, effective use of direct mail and selling at trade shows and of course measuring there success.
The final area of the workshop is a discussion of coincidental selling and discovering why it’s really not a coincidence.
Again, the entire workshop is designed so that the sales executive can leave the class with a series of actions and methods for increasing their ability to generate their own leads and controlling their destiny through self generated qualified sales opportunities.
The Result: Sales Executives Taking Ownership of their Sales Success
Mutual Respect by Bob Beck
Relationship Selling Redefined