Sales Prospecting - In House

Think Selling Sales Solutions Limited
Course summary
1-3 days
Full time
Corporate Training for Teams
Next available date: Enquire for more information - Online courses
Course Dates
Online courses
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United Kingdom
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Course description

Sales Prospecting - In House

Sales prospecting has changed more than any other aspect of sales in the last decade, many sales teams are discovering that It is more difficult than ever to get through to decision makers and securing meetings.

​Many sales teams tend to rely heavily on one approach to lead generation or only prospect when they have run out of sales leads.

​The sales pipeline is the lifeblood of every sales person and if you don’t continuously fill your sales pipeline eventually it will run out, the problem is that if leads start to dry up, there is no contingency plan in place, this course will develop a positive and proactive mind-set within your team to ensure that they understand the importance and value of continuous prospecting.

​By completely this course your sales team will learn how to effectively position value, secure  new customer appointments, access senior decision makers, and generate opportunities and referrals from existing contacts. 

​This course will ensure that your sales teams benefits from a steady stream of qualified sales leads from multiple sources and will increase your effectiveness in gaining access to prospect opportunities and generating new sales opportunities.

Suitability - Who should attend?

  • Field sales people
  • Business to business sales people
  • Sales people who need a refresher
  • New sales people
  • Client relationship managers
  • Internal telesales people
  • Account managers
  • Business development managers
  • Commercial managers •
  • Sales people who have had no formal training on the subject
  • Those who have experience selling and want to develop their ability to sell solutions and take a more strategic approach to account development and account growth.

Outcome / Qualification etc.

Key Business Outcomes 

  • Upon completing the sales prospecting training programme your sales team will experience the following business benefits:
  • ​Increase in the number of successful new contacts made and meetings scheduled
  • Building and expanding relationships by reaching senior decision makers
  • Generating more leads by better using referral sources

Training Course Content

  • Learn how to write a lead generation strategy
  • Define your ideal lead persona
  • Discover how to identify, target and convert new prospects
  • Develop, apply and follow a proven prospecting process
  • Implement a proven, multi-touch prospecting sequence
  • Develop a compelling value proposition to engage with decision makers
  • Deliver the value proposition over the phone, email, social media, and other methods to secure appointments
  • Learn how to succeed with Selling via Social Media
  • Overcome the challenges posed by gatekeepers through effective strategies and best practices
  • Work with gatekeepers to increase prospecting success
  • Leverage the power of LinkedIn to develop relationships
  • Establish credibility, trust, and rapport early in the sales process
  • Using multiple lead generation approaches
  • Implementing a referral system that works
  • Using cold calling as part of a lead generation strategy
  • Reach new opportunities by effectively asking for customer referrals

Course delivery details

Engage us to design and deliver a completely bespoke in house sales training program for your sales team, delivered over 1, 2 or 3 days and covering the aspects of account management that are relevant to your team. 

Why choose Think Selling Sales Solutions Limited

99.2% of our training delegates say they would recommend us to a colleague

Due to our post training coaching program 71% of the material is retained and implemented by our delegates

Clients typically see a 17.5% uplift in sales as a result of investing in our training programs


Please contact Think Selling Sales Solutions for pricing details. 

About provider

Think Selling Sales Solutions Limited

Think Selling Sales Training has been delivering the highest quality sales training to companies across the UK for over 15 years, we take a bespoke approach to every training project we work on to ensure that we deliver practical and...

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Think Selling Sales Solutions Limited

1st Floor
28 Sutton Road
ME15 9AH Maidstone Kent

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Average rating 5

Based on 2 reviews.

N. Bennett
It has helped me to structure my sales calls and sales appointments in a much more productive way.
J. Mcfaden
I have learnt so much during the day and it will be really useful for my day to day sales role, it made me think about the sales process in a different way.
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