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New Account Development

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
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