Session 6: Efficient Research to Find Connections
Filling the Funnel • 11m
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 research your target accounts and find the triggers to use in your outreach.
- What tools/technology to use and how to set up your daily routine so you can have the information come to you.
Up Next in Filling the Funnel
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Session 7: Developing Your Message
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... -
Session 8: Creating Your Impact Quest...
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... -
Session 9: Delivering Your Message (P...
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...
