Solution Prospecting
Solution Prospecting is a methodology where participants will learn and practice concepts, principles and methods for effective prospecting. The course is designed to apply lessons to a target account/opportunity so that the participant leaves with a business development plan (opportunity-focused) aimed at stimulating interest with a key prospect. The course approach concludes with seller dialogue and actions intended to initially qualify the opportunity being prospected into. Solution Prospecting is not a territory or account planning workshop but it does provide a starting point to begin initiating activity in a portfolio of potential opportunities. Solution Prospecting is complimentary to the "Pre-call Planning and Research" and "Stimulating Interest" modules found in Solution Selling® - Sales Execution, but it delves deeper into advanced concepts, methods and messaging tools for targeting, contacting and qualifying ideal prospects.
You Will Learn How To:
- Improve prospect targeting and messaging during the business development process
- Improve initial opportunity qualification and disqualification
- Increase consideration rate and qualified opportunities in the pipeline
- Efficient use of company resources
Learning Modules:
- Business Development Key Concepts
- Planning for the Business Development Strategy
- Prepare for the Business Development Strategy
- Practice Executing Strategy/Address Road Blocks
- Perform the Business Development
- Follow Up with the Client
Delivery Modes, Duration, and Languages:
Instructor-Led Workshop:
Durations: 1-day
Languages:
Materials in English
Instruction spoken in 7+ languages
