Prospecting

Prospecting (3DPR™)

Taking a strategic approach to account entry and/or development

This 1-day programme provides in-depth, digitally-aware skills to help drive your prospecting – and, just as importantly, to gain the commitment of your sales teams to do it. It covers the who, what, when, where, why and how of prospecting, and leverages social, digital and behavioral skills for inbound and outbound lead generating. Ultimately, attendees practice connecting with Centres of Receptivity within target companies who can validate their hypothesis and identify problem owners.

Sales Leadership Decoded

Digitally Enabled

Modern prospecting needs to span the online and offline worlds with equal power

Inbound and Outbound

Salespeople are taught to attract inbound leads by creating a compelling  presence, but also to undertake proactive, targeted outbound prospecting

Practical

The programme is highly practical, with attendees contacting referees, new and existing contacts in real-time during the day

Explore the modules

  • PR

    Selling the Meeting

    Impact: Number of Leads

    Sell the value of a more in-depth discussion with a Centre of Receptivity, to explore possible ways you could add value to their organization. Leverage Insight, Influence and Trust to make sure that the perceived benefits of a discussion outweigh the costs.”

    PROSPECTING
  • PR

    Outbound Prospecting

    Impact: Number of Leads

    Find specific individuals who meet your target profile, and referrers who can connect you. Connect with them using Insight, Influence and Trust to shape a compelling initial approach. Leverage value-adding content to engage with them before seeking a more detailed discussion.

    PROSPECTING
  • PR

    Inbound Prospecting

    Impact: Number of Leads

    Identify where your targets tend to spend time, both online and in real life, and build an effective individual presence there. Extend that presence by creating and sharing the right type of content, in a timely and efficient way.

    PROSPECTING
  • PR

    Defining Target Profiles

    Impact: Number of Leads

    Define the type of individual you would like to connect with through your prospecting activity, using the five Ws of targeting (Who, Where, When, What and Why).

    PROSPECTING