Prospecting

3DPR™

Prospecting Program

Take a strategic approach to account entry and/or development.

This 1-day program 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.

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Inbound and Outbound

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

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Practical

This program 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
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
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
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
PROSPECTING

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