CPD WEBINAR: Sales Prospecting Skills - cutting through the noise

Wednesday, 23 March 2022
12:00 pm – 1:15 pm (UK time)
    • Nick Thomas

This session explores the importance of a co-ordinated multiple touchpoint strategy to ‘cut through the noise’ and connect with prospects in an age of e-channel saturation and buyer overwhelm. We overview the reasons and strategy for this approach before drilling down to look at best practice for each of the individual contact methods

Content and Learning

· The importance of a multiple touchpoint contact strategy to overcome buyer overwhelm. Cluster strategy and cadence.

· The essential need for a buyer-led approach - the importance of research, personalisation and bringing insight.

· Bringing value – resonate, differentiate, substantiate

· Using social media – including social selling psychology

· Call planning and types of sales calls

· Cold calling - examples and best practice, handling objections and the ‘credibility call’

· Email prospecting - best practice guidelines – structure and content. How to improve response rates. Example emails

· The benefits of video and visual – best practice in structure, length, content

Learning Objectives

  • Understand the challenges of e-channel saturation and virtual/hybrid sales
  • Explore best practice guidelines to maximise successful prospect contact outcomes from a strategic perspective, and in each of the specific outreach approaches
  • Understanding how we can use technology to address some of the challenges of virtual and hybrid sales

The webinar will be held via Zoom and recorded

Upon booking a place you will be sent a booking confirmation but joining instructions will not be emailed to you until shortly prior to the event.

Any questions please contact Education Lead simon.mcgill@ecclesiastical.com

CII Accredited

This demonstrates the quality of an event and that it meets CII member CPD scheme requirements.

1 1/4 hours' CPD can be claimed for this event if relevant to your learning and development needs.

It is recommended that you keep any evidence of the CPD activity you have completed and upload copies to the recording tool as the CII may ask to see this if your record is selected for review. Details of the scheme can be viewed online at www.cii.co.uk/cpd.