Business Development & Prospecting Success
‘Growing MY business’
Overview In a fast-paced commercial world where everyone is expected to achieve more in less time, the ability to focus and spend time on the right activities and get things done, is becoming increasingly more stressful and challenging. Yet, there are ‘world-class’ sales professionals who, despite having the same workload, the same resource issues and the same logistical constraints as their colleagues, still manage to get everything done…on time! So how do they do it? They do it by working smarter than their colleagues! The ‘world-class’ sales professional knows exactly where their numbers need to be, at every step of the sales process to hit and exceed their targets. Through their sales map, and working FROM their goal, they know the precise levels of activity required at each stage of the process, their conversion rates and timescales. They are focused on SMART sales, business development and lead generation activities that will give them the greatest return for their time, effort and resources. Lead nurturing is an art and a science. Through a breadth and depth of understanding of The Customer Buying Zone®, ‘world-class’ sales professionals truly make every CONTACT® count to advance the customer through the buying cycle. Finally, ‘world-class’ sales professionals value their own time and their customer’s time. Therefore, through focused and structured high performing days and weeks they know precisely what they need to be doing, and when they need to be doing it. Disciplined execution through focusing on the RIGHT things is part of the DNA of a world-class sales professional.
The Business Development & Prospecting Success modules: Creating MY sales map The science behind the numbers! Knowing precisely what MY numbers need to look like on MY weekly/ monthly/quarterly/yearly tracker to hit and exceed MY targets
Building MY business funnel and pipeline What are the SMART sales, business development and lead generation activities which will deliver the highest conversion rates, at the lowest acquisition cost?
MY lead nurturing strategy Why customers buy and The Customer Buying Zone® Developing a deep understanding of the science and psychology behind why customers buy, and the skills required to advance the customer through the buying cycle…creating ‘win-win-win’ relationships.
Executing MY high performing weeks/months/year Knowing precisely where I need to be spending my time and developing a ruthless edge in my time allocation and self management through disciplined execution.
Is it for your team of sales professionals?
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The benefits for your organisation
Who is this programme for?
• Accelerated and sustainable sales growth through a structured and systematic approach to acquisition, maximisation and retention • Increased sales conversion rates at a higher margin • Higher levels of customer satisfaction, advocacy and retention through increased ‘win-win-win’ outcomes • A shorter sales cycle • A common language and approach to qualifying, planning and reporting sales activity • A team of ‘world-class’ sales professionals with strong personal brands and the mindset, skillset and toolset required to create differentiation from your competition
Business Development & Prospecting Success is for organisations who want to grow, nurture and develop their current and aspiring sales professionals, providing them with the mindset, skillset and toolset required for business development and prospecting success:
Flexibility in delivery Our passion and focus is on applied learning. We are what we repeatedly do – excellence, then is not an act, but a habit. Business Development & Prospecting Success is highly interactive with formal learning woven into high levels of delegate participation focused on:
Mindset
Skillset
Toolset
Designed as a blended solution, Business Development & Prospecting Success consists of face-to-face interventions with pre and post work, web based modules, podcasts and multi-dimensional support tools. Together with checks and measures for applied learning, it creates a transformational learning experience. The end result is a tailored solution for creating sustainable and accelerated business growth through unlocking the potential in your people.
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Field based teams Telephony teams Business development teams Portfolio/Relationship management teams Customer support teams
Business Development & Prospecting Success is also relevant to individuals who are in direct or indirect sales/customer support roles to improve common language, speed and accuracy of communication about sales opportunities.
“The best, and most beneficial training session I have had in all of my years in Sales” Territory Manager Pharmaceuticals
Let’s talk... If you would like to find out more about Business Development & Prospecting Success, or discuss your sales development requirements in more detail simply call or email:
+44 (0)870 850 8931 www.pti-worldwide.com
enquiries@pti-worldwide.com