This scalable 2 to 3-day workshop presents prospecting fundamentals, a standard highly effective prospecting process, prospecting tactics, & best practices and is reinforced with review exercises & skill building role-plays. The workshop is tailored to meet the specific needs of the client.

The core of the workshop presents the proven 5-Step TeleProspecting®  process (incorporating the Solution Selling®  methodology), developed and employed by Meta Marketing since 1996 in the execution of thousands of sales prospecting campaigns for hundreds of clients selling a wide variety of offerings from technology to consulting across a broad range of markets.

This workshop is for organizations with hard-to-sell offerings selling to medium-to-high level decision makers employing phone-based sales prospectors, sales agents, and/or sales representatives responsible for developing numerous new business opportunities.

Participants will learn:

• Sales prospecting fundamentals – key prospecting terminology and concepts
• The proven 5-Step TeleProspecting®  process incorporating Solution Selling®
• Valuable prospecting tactics to identify and reach medium-to-high level decision makers (Power Sponsors)
• Prospecting best practices for increasing targeting effectiveness, improving prospect quality, leveraging the Internet, and managing the caller's prospect pipeline

Problems addressed by the workshops include:

• The increasing cost and decreasing effectiveness of lead generation and sales prospecting
• The need to price discount due to increasing levels of competition
• Missing sales opportunities in large organizations, limited verticals, and mature markets
• Wasting time pursuing bad opportunities and the wrong people
• Good opportunities not being pursued in a timely way, or worse, completely slipping to the competition
• High prospector turnover and the long learning curve for new prospectors to become fully productive

Lack of Qualified Leads

Difficulty Targeting New Prospects