Sales prospecting is both a science and a discipline. So why are sales teams looking for growth tactics in unproven places? We believe that following a structured set of steps and tactics based on proven results is what yields growth for sales professionals.
Cold calling, cold emails and social selling are not antiquated methods by definition. But if executed poorly – they’re wildly ineffective. We analyzed more than 100,000 sales prospecting calls at 100 companies across 19 industries to determine which sales prospecting tactics work and which don’t. We know the most common pitfalls, and have built prospecting training materials that help organizations overcome them.
The course begins with an overview of what to expect, reflection on the common pitfalls of prospecting and a framework for daily practice.
This section teaches sellers techniques on how to efficiently identify, map reporting structures and reach these decision makers quickly through online and phone research. It includes using tools like LinkedIn and other outreach techniques for turning gatekeepers into access providers.
Learn how to foster interest through all the essential channels; phone, email, voice mail and more to improve the percentage of initial calls that result in an engaged, professional-to-professional conversation.
This section teaches sellers how to establish credibility in a short time. Sellers learn which opportunities are promising and how to secure an increased number of scheduled appointments.
Get a social media-friendly Certificate of Completion validating your successful achievement of learning prospecting best practices and how to avoid common failure points that limit sellers’ success while prospecting.
These subsequent four sections offer review of the Fearless Prospecting© content and include additional assignments and tests to continue on your path to mastery.
Disregard the tired excuses claiming that traditional sales prospecting tactics don’t work. Have the courage to refine your approach with sales prospecting solutions that break through common barriers, build rapport and professional credibility, and ultimately grow qualified leads. Clients that have completed this prospecting training experienced 200-300% increases in qualified leads. Fearless Prospecting© focuses on the tactics of reaching people through phone, email and social media with a renewed approach that builds professional credibility and common ground.
3x3 Research© is a step to take in your pre-call prep: find 3 unique pieces of research on the contact or company in 3 minutes or less. Doing this step helps you create curiosity in your prospecting outreach. The 3x3 Research© approach got its start with Funnel Clarity and we’ve incorporated it into many of our trainings, including this sales prospecting training course.
Prospecting training with our online platform is impactful for sales professionals and insightful for sales leaders. Gain insight into each team member’s participation, completion, comprehension and engagement with course material. Team members can interact in group exercises and discussions to increase continuity across the organization.
Funnel Clarity's prospecting training had an immediate and positive impact on our business development organization. We were given an understanding of the 'balance between art and science' of prospecting through an engaging two-day training workshop. We learned "lab" tested best practices and how to best use them in applicable situations. Having gone through the training twice now, I can confidently say that I am better for it. I would recommend the training course at least once per year!
Funnel Clarity training provided my team and I will excellent training in how to approach real-life objections. I would highly recommend Funnel Clarity training to any sales organization.
The creative material is unique to itself and really works. Funnel Clarity's representatives are able to teach true sales professionals new ways to approach clients that provide positive results.
Best sales training we've received by far. Our team still refers to the Funnel Clarity manuals regularly and uses the terminology we learned from Funnel Clarity.
Funnel Clarity is a well organized, highly responsive, and utterly professional organization. They engaged me as a customer and were a pleasure to interact with.
The modern sales professional needs more than just a questioning model. To maximize success a seller needs to understand how to “counsel” buyers to make great decisions. This course focuses on the tactics and strategy of providing this kind of buying guidance to every decision maker.
The challenges facing inside sellers differ from those that face a field salesperson. This course teaches inside/digital sellers the tactics and strategy necessary for maximum results when selling to remotely located decision makers they may never meet in person.
Selling an innovative and/or disruptive solution is different than selling a competitive offering in a mature market. This course teaches sellers with start-ups, emerging growth companies or those with innovations from mature companies how to make immediate significant penetration in a new marketplace.
Effective account management requires more than just reacting to customer inquiry. This course teaches the techniques required for proactive account management. These tactics are essential in order to create value for existing customers, ensure ease of renewal and for uncovering upsell/cross-sell opportunities.
One area where sales organizations lack an effective tool is recognizing how qualification is an ongoing part of a sales process, not a step in that process. This course teaches the skills that ensure each sales call is most effective and the sales funnel contains only real opportunities.