Refill the Pipeline

Telephone Poll Sunset

Refill the Pipeline

Business-Critical Intervention

What does it cover?

This Business-Critical Intervention is designed to give salespeople the key skills they need to refill the pipeline through active outbound prospecting. It draws on two modules from Imparta’s 3D Prospecting course and includes a range of highly practical techniques based on the latest research into the use of Behavioral Economics and Decision Strategy to influence customer behaviour.

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
Prospecting
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 organisation. Leverage Insight, Influence and Trust to make sure that the perceived benefits of a discussion outweigh the costs.

Prospecting
Prospecting

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