Events

Getting Sales Meetings

Program Overview

Driving demand for your products and services and building a solid, predictable and extensive sales pipeline is at the very core of successful B2B sales.

This one-day program uncovers the best ways to prospect, including how to set appointments using the phone, email, social media, direct mail, and other methods available to you.

Course Objectives

After this course, participants will know how to:

• Develop a compelling value proposition and reason to get decision-makers to meet with you
• Establish credibility, trust, and rapport early in the sales process
• Develop structure and process around prospecting methodologies
• Win more meetings

Content Will Include

Understanding buyer behaviour

Developing a compelling value proposition

Prospecting principles – an integrated approach

Reaching out via LinkedIn

Using email as part of sales process

Making appointments by phone

Implementing a multi-touch prospecting sequence

Managing & measuring your prospecting efforts