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Smarter Prospecting
Members £235 + VAT
Non-members £330 + VAT
Advanced
Summary
For an industry experienced in raising the profile of organisations, people, products and services, we are often really poor at doing the same for ourselves. This practical session will focus the mind on why it's important to have a plan and how a sales focused culture is critical to success. It will also look at the importance of growing existing client relationships.
Trainer: Alison Clarke FPRCA
Who should attend
Anyone inhouse or agency looking to make new business prospecting a manageable and proactive exercise.
What attendees will learn
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
Delegate instructions
No pre-work for this course