CPD WEBINAR: Sales Prospecting Skills- building a quality pipeline

Having established our Ideal client Profile [ICP], this session looks at how we can generate target leads in a way that overcomes the challenges of the new hybrid workplace.

Objectives
• To understand the challenges of the hybrid working world for lead generation
• To explore the strategies and principles to overcome these challenges
• To maximise opportunities to generate warm leads
• To be able to build a strategy that ‘warms up’ a cold contact approach

Content and Learning

•ICP and your value proposition – a refresh
•The challenges of lead generation in the modern age – to include buyer overwhelm
•Prioritising warm leads and how to build an effective referral process
•Warming up a cold contact approach – strategy. Cutting through the noise.
o Buyer-led approach
o Motivation and proactivity. Dealing with call reluctance.
o Multi-touchpoint
o Bringing value –Resonate, Differentiate, and Substantiate
o Execution – scheduling, habits, planning and productivity.

CII Accredited

This demonstrates the quality of an event and that it meets CII member CPD scheme requirements. 1 hour 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/learning/cpd/.

Sales Prospecting Skills- building a quality pipeline

CII Accredited

CPD WEBINAR: Lloyds and the London Market

CPD WEBINAR : Closing the deal - objection handling and closing [75-minute session]