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New Account Development Sales Training

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Enroll in our 2016 New Account Development Sales Training where we will focus on Prospecting and Opening New Accoutnts. Participants will participate in a blended learning experience including our online SaaS based videos, task-based coaching and online role play scenarios and final comprehension exams.  In additon, Dan Fisher will be hosting a weekly group coach call to review, discuss and role play the concepts taught in each week's class. Learning objectives include:
 
  • Building an account call list in which you will have the highest likelihood for success
  • Developing a value proposition that actually gets the attention of IT buyers including call backs
  • Undertanding buyer personas and how to tailor your message to your unique buyers and quickly demonstrate credibility
  • How to create an effective call plan to increaes face to face meetings and eliminate objections
  • A (cold) call methodology that quickly disarms prospects, builds credibility and speaks the language of the IT buyer
  • Qualifying sales leads: When and how to shorten your sales cycle and avoid wasting time on window shoppers
  • Overcoming common IT staffing sales objections by learning our proven 4 step objection resolution model

Course Schedule & Learning Objectives

Thursday, October 13, 2016 at 4:00 pm EST

Boot Camp Kickoff Calls

  • Program overview, expectations and objectives
  • LMS overview including login access, consuming training, taking quizzes, recording and submitting missions, accessing report cards and analytics (for managers)
  • Weekly coach call expectations

Thursday, October 20, 2016 at 4:00 pm EST

Identifying Your Target Market and Building Your Call List

  • Define your target market that will give you the highest likelihood for success
  • Establish your pre-defined account qualification elements (prospects must qualify for your business)
  • Shorten the sales cycle and quickly build institutional knowledge
  • Identify & master the ideal customer account portfolio mix
  • Apply new, strategic lead generation strategies

Thursday, October 27, 4:00 pm EST

Building an Impactful Value Proposition and Using it in Email & Voice Mail

  • Quickly pique the interest of your prospects and rapidly build credibility with IT decision makers
  • Learn what prospects really want and why (it’s not your service)
  • Learn what your customer’s value and what they perceive as risk (from sales people/vendors)
  • Deliver a value proposition that differentiates and cuts through the nonsense

Thursday, November 3, 2016 at 4:00 pm EST

Understanding Buyer Personas: Why You Need Them & How to Build Them

  • Learn how to gain real insight about your customers regarding how they think & evaluate sales reps, how they are evaluated and measured, what they value and what their top concerns are
  • Learn to tailor your messaging to the specific needs and concerns of your buyer
  • Learn how using buyer personas will help you adopt a consultative sales approach 

Thursday, November 10, 2016 at 4:00 pm EST

Cold Calling Best Practices and How to Leave an Effective Voice Mail Message

 

  • Eliminate your call techniques that are actually creating resistance from prospects   
  • Completely eliminate common blow-offs-“I have no time,” “I have no needs,” We’re all set” and “call HR”
  • Speak the language of IT decision makers to build credibility and differentiate
  • A voice mail (and email) methodology that drives call backs

Thursday, November 17, 2016 at 4:00 pm EST

Qualifying Sales Leads

  • Learn the difference between leads and contacts and you must differentiate them
  • Learn our lead qualification methodology including our criteria and qualifying questions
  • Learn how to transition from your indroduction (cold call) to your qualifying questions

Tuesday, November 22, 2016 at 4:00 pm EST

Objection Handling 

  • Recognizing & understanding why you’re getting objections (learn objection prevention)
  • How prospects evaluate sales people during a sales call
  • Four steps objection resolution model (learn the #1 characteristic among top performers)
  • Controlling vs. giving control of a sales call
  • Dozens of proven rebuttals for all of the common IT staffing sales objections

Thursday, December 1, 2016 at 4:00 pm EST

Running Face to Face Sales Meetings

  • Why you must have a well thought out account acquisition campaign in order to open new accounts
  • Why the focus of your campaign must NOT focus on your company, service offerings or gimmicks (give aways, marketing trinkets)
  • How to craft a multifaceted campaign to open new accounts
  • How to craft a variety of customer centric sales tools that open accounts
  • Sample 10 week (contact) account acquisition campaign including all touch points
What's Included & Pricing
$850 Per Participant
(Group pricing available for large teams
call 617-398-6190)

  • 7 online sales training classes (includes 35 videos, downloadable scripts, templates and sales playbooks)
  • 17 online role play scenarios (missions) to be reviewed and graded by Menemsha Group & your manager
  • Final comprehension exams including report cards and certifications
  • Managers get access to all online report cards and can review video recorded role plays
  • 7 group coach calls led by Dan Fisher, owner of Menemsha Group
  • All training videos, job aids, quiz scores and missions will be made avaialble for up to 30 days after competion of training. Learners can take the classes as many times as they like.

 

 

Learn More About New Account Development Sales Training

We will contact you within 24 hours

"Menemsha Group is the sales experts for the IT staffing industry.  Their sales methodology will ensure you and your sales team hit your growth goals."


Don Catino, Owner
 
Digital Prospectors

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"Menemsha Group’s knowledge of how to sell in the IT staffing industry is second to none. We’ve seen a big improvement from using  their sales tools and methodology.”


Dave Teitelman, CEO
 
Softworld

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“Our response rate from using the IT Staffing Sales Playbook has drastically improved.   CIO’s are willing to talk with us rather than give a quick brush-off.”

Marjorie Kolkin,
VP Compass Systems & Programming
Compas Systems & Programming

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