Smarter Prospecting

Event Overview

This practical session will focus the mind on why it’s important to have a plan and how a sales focussed culture is critical to success. It will also look at the importance of growing existing client relationships.
Section 1 – New Business observations

• The competitive landscape
• Toolkit for success
• Where new business comes from

Section 2 – New Business Strategy and process

• Prospect targeting
• Strategy and process
• Prospecting messages
• Opening doors

Section 3 – Sales Strategies

• Building and managing a pipeline
• Recruiting to sell
• Selling not telling

Section 4 – Existing Clients

• Upselling & cross selling
• Team focus
• Loyalty and profit

Discussion & Close