In this session we lay the foundation for prospecting success by outlining the mentality, approach and specific activity numbers necessary to excel.

You will walk away with:
- The key to staying relevant in Sales as the profession continues to evolve and automate
- The importance of Context ove...

In this session we outline your sales equation and break down the different channels and conversion ratios to help you understand the exact activities you need to do on a daily, weekly and annual basis to exceed your target.

You will walk away with:
- How to set SMART Goals
- The main component...

In this session we outline how to identify the details of your ideal customer profile so you can segment your territory and know what approaches to use and how to manage your time.

You will walk away with:
- The importance of tiering out your accounts based on specific demographic information
-...

In this session we dive into how to do efficient research on the accounts we want to prospect into including what “triggers” to look for and how to look for them.

You will walk away with:
- How to identify the 5 “triggers” that are most relevant to the solution you provide
- How to efficiently ...

In this session you will learn the difference between sales ready messaging and marketing messaging and how to craft attention grabbing statements you can use in your e-mails and calls to cut through the noise and increase your response rates.

You will walk away with:
- The problem with the his...

In this session we go over how to create and use Impact Questions in our prospecting efforts to help increase the volume of our outreach while still staying targeted with our approach.

You will walk away with:
- Why our job in sales is not to educate prospects on the features and functions of ou...

In this session you will learn how to put the research, messaging and questions you’ve developed in the previous section into action and execute an effective cold call with the Winning Call Equation.

You will walk away with:
- Why the phone is still a critical part of any contact strategy
- The...

In this session you will learn how to put the research, messaging and questions you’ve developed in the previous sessions into the AIDA e-mail structure.

You will walk away with:
- How to do “personalization at scale”
- The different components of the AIDA e-mail structure
- How to create templa...

In this session you will learn how to combine the Attention Grabber and Impact Questions you developed in the previous sessions with the Winning Call equation and AIDA e-mail to create an effective multitouch contact strategy that can be repeated and tested along the way.

You will walk away with...

In this session you will learn the value of building your personal brand and how to do it in an authentic way without taking too much time away from your other activities.

You will walk away with:
- The importance of building your own personal brand in today's environment and what it can do for ...