Vorsight’s Demand Generation clients are amazed at the high quality and quantity of meetings we are able to generate on their behalf. In response to client curiosity about our tactics, we created a highly interactive and comprehensive workshop aimed at the first third of the sales cycle: From prospecting to scheduling and securing a qualified appointment with senior executives.
Request a meeting with us to learn more.
Most sales professionals are not armed with the tactical playbook necessary to get in the door with senior executives; typical sales training focuses on how to close deals rather than open doors. Our workshop success stems from our constant application of tactics from our Demand Generation service. We are the only company that focuses solely on the first third of the sales cycle. Our workshop is a combination of classroom work, role playing, and live calls on speaker phone in front of the group. Seeing the tactics in action turns skeptics into believers. Participants leave the program feeling energized and motivated to build a culture of excitement around unearthing new business opportunities for growth.
Your peers who use our training:
- Inside Sales Reps
- Outside Sales Reps
- Field Sales Reps
- Business Development Reps
- Account Managers
- Account Executives
- Lead Generators
- Channel Sales Reps
- Customer Service Reps
- Territory Sales Managers
Vorsight customizes our onsite workshops to meet client specifications.
Prospecting
- Breaking the telemarketer mold
- Dealing with switchboards and assistants
- Securing email address and direct phone line or extension
- Researching target prospects
- Utilizing available resources (Hoovers, Jigsaw, etc.)
- Uncovering new executives at corporate or within business units
Messaging
- Streamlining the marketing message into a captivating 30 second pitch
- Deconstructing and reconstructing how you talk about your company
- Making a cold call conversational
- Energizing and differentiating cold calls
- Using pitch pace and tone
- Differentiating your message from the vendor static
- Crafting unique emails and voicemails
- Utilizing client voice
Objection Handling
- Understanding common objections to taking a meeting
- Deciphering what objections actually mean
- Differentiating objections to meet vs. objections to buy
- Preparing yourself for objections
- Overcoming objections over the phone to secure meetings
- Thinking through the price/value relationship
Qualifying & Buying Questions
- Understanding when to let a prospect go as unqualified
- Knowing when in the process you have “earned the right” to ask qualifying questions
- Using Who, What, Why, Where, When, and How questions to qualify prospects, unearth need, and build value
Email & Voicemail
- What is the purpose of your emails & voicemails?
- Personalizing your emails & voicemails to cut through vendor static
- Managing the flow of information to build value with each interaction
- Using creative subject lines and non-commercial emails to differentiate your offering
- Developing a comprehensive & effective contact plan
Planning & Process
- Leveraging call windows
- Planning contact with executives
- Scheduling meetings that stick (eliminating no shows and fall off)
- Managing your time to effectively get in the door
- Organizing data to make the most of your calling time
- Creating simple metrics to track your effectiveness
Management Toolkit
- Developing pre-sales KPIs to keep a pulse on activities that lead to a meeting
- Using process metrics as a diagnostic tool
- Developing and conducting periodic “best practice” sessions
- Understanding the psychological importance of non-financial incentives
- Implementing an effective ongoing coaching & mentoring program
* Sessions alternate between classroom work, role playing, call shadowing, and live calls on speakerphone in front of the class
For more information, email sales@vorsight.com, call (703) 637-0544, or request a meeting with us.
