What's Included?
- Five live training sessions, all dedicated to prospecting and new business development
- Each training session is 60 minutes in duration (one session per week).
- Each session is led by Dan Fisher, owner of Menemsha Group
- Workshop is online via live video gototraining conferencing
- All you need is a computer w/speakers, computer headset or VOIP and an Internet connection
- All workshops will be recorded & made available for streamed viewing following the live session
- Final comprehension exams following each class
- Live chat room, Q & A and email support
- All members will receive workbooks including handouts, job aids, sales playbooks and scripts/templates.
$475.00 Per Person.
New Account Development Training
Friday, July 18, 2014 at 1:00 pm EST Defining Your Target Market & Building Your Call List
Learning objectives include:
- Define their target market of accounts that will give them the highest likelihood for success
- Shorten the sales cycle and quickly build institutional knowledge
- Identify & master the ideal customer account portfolio mix
- Apply new, strategic lead generation strategies
Monday, July 21, 2014 at 1:00 pm EST Building an Impactful Value Proposition
Learning objectives include:
- Quickly pique the interest of your prospects and rapidly build credibility with IT decision makers
- Learn what prospects really value (it’s not your service) and what they perceive as risk
- Deliver a value proposition that cuts through the clutter and differentiates from the competition, leaving prospects asking for more information
Monday, July 28, 2014 at 1:00 pm EST Cold Calling Best Practices & Leaving Effective Voice Mail Messages
Learning objectives include:
- How to eliminate traditional call techniques that actually create resistance and client objections
- Completely eliminate common blow-offs-“I have no time,” “I have no needs,” We’re all set” and “call HR”
- How to make prospects feel comfortable speaking and sharing information with you
- Speak the language of IT decision makers to build credibility and differentiate
- The framework and methodology for email and voice mail messages that drive call backs
Monday, August 4, 2014 at 1:00 pm EST Objection Handling
Learning objectives include:
- Learn the keys to objection prevention (and how sales people often create the objections)
- Learn the four step objection resolution model
- Learn objection handling tips and rebuttals for common IT staffing objections
Monday, August 11, 2014 at 1:00 pm EST Launching Your New Account Acquisition Campaign
Learning objectives include:
- 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
