Modern B2B Prospecting: How to Get More Meetings
3.6 (23 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
93 students enrolled

Modern B2B Prospecting: How to Get More Meetings

The A - Z guide of finding the right leads and securing meetings
3.6 (23 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
93 students enrolled
Created by Martin Lamberti
Last updated 3/2018
English
English [Auto]
Current price: $17.99 Original price: $29.99 Discount: 40% off
1 day left at this price!
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This course includes
  • 1 hour on-demand video
  • 7 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
  • Assignments
  • Certificate of Completion
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What you'll learn
  • Develop your own "story" (sales pitch)
  • Identify your true target market
  • Set up meetings with qualified buyers
  • Build rapport during the prospecting process
  • Increase likelihood of success
  • Effectively engage target prospect
  • Become more relevant in your conversations
Requirements
  • Must have the desire to be successful at selling
  • Should be prepared to work hard at selling
Description

Prospecting is the ability to create opportunities from nothing - the hardest part of the B2B sales cycle. This training program will teach you modern, practical tactics to make you more effective at finding, engaging and meeting with qualified prospective buyers. This is achieved by building your sales approach around your prospects, building trust and rapport in all your prospecting activities.


Who this course is for:
  • Entrepreneurs selling their products or services
  • Anyone who needs to create new B2B opportunities for their business
  • People who are new to selling and need to start on the right foot
  • Experienced salespeople looking for new skills
  • Salespeople whose role is focused on acquiring new clients
Course content
Expand 7 lectures 01:12:09
+ Introduction
7 lectures 01:12:09

In this module, I will take you through the basics of prospecting to set the scene for the rest of the program. We'll tackle simple yet confusing topics such as;

  • High level business to business (B2B) sales processes
  • What is a lead?
  • What is a qualified lead?
  • What is prospecting / modern prospecting?
  • The different sources for leads

After this module, you will have a clear understanding of what modern prospecting is, and the vital role it has in the modern B2B sales process.

Preview 15:36

Your unique "story" (also known as a sales pitch) is what sets you apart from everyone else. Being able to tell your story, by making it relevant to your potential clients will have a massive impact on your success in selling. 

In this module I will show you how to develop your own story in such a way that your prospects will listen to you, and gain trust in you. 

Everything else you do will be molded around this story - let's make it a special one!

How To Create a Relevant Story (Sales Pitch)
08:04
This module is designed to put what you have learned in module 2 into practice.
Module 2
2 questions

Being smart about who your target market really is will increase your chances of success immensely. Here I will give you practical advice on how to identify who your real prospects are, and set criteria for finding potential clients to tell your story to.

Identifying Your True Target Market
06:56
This module is designed to put what you have learned in module 3 into practice.
Module 3
1 question

Relevance. So much in sales depends on relevance. This is what Module 4 is about. I'll teach you how to take the story we devised for you in Module 2, and adapt it to the actual decision makers you are going to be speaking to, so that it's relevant to them. 

Being relevant is also key to building rapport, because it shows that you have taken an interest in their business, and are not just a fly by night.

Adapt Your Sales Pitch To Your Target Market
07:25
The purpose of this assignment is to put what you learned in module 4 into practice.
Module 4
1 question

By this point, you just need to find your potential clients, so that you can contact them and tell them your story. There are many ways to find the contact details of the prospects you are looking for. In Module 5, I will show you the most practical and effective methods to find the contact details of your prospects. I will break this up into two parts, namely;

  • Bulk
  • One by one
How To Find Your Leads and Contact Details
10:44
The purpose of this assignment is to put what you learned in module 5 into practice.
Module 5
1 question

"Sharpening your ax," so that you are set up for success is what we have been building for till this point. In module 6, I'll complete the puzzle by showing you the best methods to engage your prospects, with a high likelihood of stating a conversation. You'll learn to:

  • Introduce yourself
  • Do your research
  • Position yourself
  • Secure next steps
  • Via phone calls and direct messages

All the while, you will learn how to do these vital tasks while building rapport and trust with your prospective clients.

How To Engage Your Prospects ("Cold Initiatives")
18:35
The purpose of this assignment is to put what you learned in module 6 into practice.
Module 6
1 question

All the work you've done up until now has been to secure more qualified sales meetings with your prospects. In closing, I'll leave you with a killer tip on how you can dominate your first meetings with your prospects, and set the rest of your sales process off on the right track!

Bonus Content and Feedback
04:49
The purpose of this assignment is to put what you learned in module 7 into practice, and help you progress even further.
Module 7 Bonus
1 question