You may know how to prospect but is it Effective?
How many times have you heard a Sales Professional say "I love prospecting"? My guess is not very often. You're more likely to hear them say "I hate prospecting" or "it's part of my job" or "I do it because I have to".
Doing something because you "have to" doesn't make it effective. In fact, it often leads to ineffectiveness, resentment and ultimately, avoidance. Trust me, I've been there!
So if you "have to" prospect (and chances are you do if you're a Sales Professional) you might as well find a way to make it work. Pipelines do not build themselves and there is simply no Easy-Button in sales. That's why I created the Prospecting Workshop.
What is the Prospecting Workshop?
The Prospecting Workshop was designed to help Sales Professionals prospect effectively and generate more leads. It combines the basic principles of territory management and targeting with modern-day prospecting techniques that are proven to open more doors.
The Workshop is beneficial to Sales Professionals at all skill levels, from Rookies to President's Club Award Winners, and formatted to strike a healthy balance between coaching and audience participation (no role play).
What do we discuss during the Workshop?
- Territory Planning & Prospect Prioritization
- Buyer Identification & Targeting
- Key Messaging & Delivery Methods
- Critical Response Tactics & Effective Follow Up Techniques
- Lead Definition, Refinement, & Classification
- Reporting, Monitoring, and Duplicating Success
What are the results of the Workshop?
At the end of the Workshop you and/or your sales team will be armed with a series of prospecting tools and tactics that are proven, practical, and ready for action.
What are the next steps and how much does it cost?
What people are saying about the Workshop!
"Great stuff Keith, my team is still talking about it."
Jason M. VP Sales, CA
"Thanks Keith, solid session. The format was perfect and the topics you covered were on point."
Mike T. Inside Sales Manager, NY
"Keith, honestly, that was the best sales training I've ever had. The email tips and tricks session was brilliant."
Bryan P. Lead Generation Specialist, TX
"That was really, really good Keith. I typically can't wait for sales training to be over. Kudos for keeping me engaged!"
Alex W. Sales Executive, MI
"It was so refreshing to talk about prospecting. I can't wait to try some of this."
Timothy S. Territory Sales Manager, Vancouver
What people are saying about me!
"Keith's performance ranks in the very top percentile of people that I have managed in my career. He is one of the most talented sales professionals I have had the fortune to be around. He possess the very rare mix of extreme hunger, activity, acumen and closing skills. All in one package. He has an incredible sense of a sale and how to navigate within it. I pity the provider that competes against him. Keith also made a strong transition to Sales leadership and management. I cannot give a stronger recommendation."
Jason Torgler, VP Sales, Reval
I worked with Keith for almost ten years and he is a legend in the financial software sales industry. If anyone could open the door for a conversation and carve out the prospect's needs it was Keith. My worst nightmare was when he went to work for a rival company and we had to compete against each other! He inspires trust and confidence in a professional consultative way and has a modern sales style that is effective and appreciated by prospects."
Michelle Walker, Sales Rep, Kyriba
"I cannot think of anyone I would recommend more highly than Keith. Keith started in a lead generation role and became the company's top sales performer in a short period of time. He is extremely personable, highly methodical and very diligent in how he goes about achieving his goals. The result is consistent over achievement. Keith is a huge asset for any organization looking for sales leadership. I would hire Keith in a second if I get the chance."
Francois Laneuville, Consultant