Sales Funnel Growth: 4-steps to accelerate prospecting
What you'll learn
- Segment and prioritize your sales territory.
- Understand and communicate your business value in terms that matter to your prospects.
- Identify and create business relationships that add value to you and your prospect.
- Explain your unique business relevance to prospects and partners.
- Rely on this sales prospecting process in every situation.
Requirements
- You want to grow your sales pipeline.
- You do not need to have had sales experience.
- You do not need experience with traditional sales methodologies.
Description
Ultimately our prospects and clients care about business value and at the end of this course you will have the confidence to discuss business value with your prospects in their terms.
This course shares with you the best of my learnings and experiences from over 30 years of strategic selling and you will be introduced to the 4 steps in my method:
- Segmentation.
- Business value.
- Relationships.
- Unique business relevance.
Each section can be executed on its own or in any combination. Importantly, each step contributes to you identifying your best prospects and accelerating your pipeline growth. By structuring and executing your go-to-market in the sequence of the sections in this course, you will have a repeatable process that will support your success year-on-year.
Before we get into the course proper, I will set the scene of each section:
- Segmentation.
- This section ensures that you have given thought to differentiating your territory and then prioritizing your accounts within your territory. By taking the time to segment, you are giving yourself the reason to be focused in a set of accounts. Without this self-belief and understanding it becomes too easy to flip accounts at the first evidence of buyer resistance.
- Business Value.
- This section is the centre piece around which all else stands or falls. You will finish this section with a framework that I have developed and road-tested for over a decade. By using this framework, you will never have to shy away from a challenge around the business value you bring to a prospect. In fact, you will lead with this discussion and in so doing immediately differentiate yourself from your competitors.
- Relationships.
- There are 2 types of relationships. Those you have and those you want to have. You will build on the Business Value section through this section and develop a repeatable process for the identification of key relationships you need and I will equip you with a way to understand what matters most to each prospect - business value.
- Unique Business Relevance.
- In this stage, you combine a detailed understanding of your competitive environment with your capability or solution. This is where you need to think deeply about whether you can win or not. In addition, you will give due consideration to the value of competing alone or with business partners.
To wrap up this introduction, I would like share the following for context:
- I worked for a start-up for 3 years then worked as an account manager on a major global bank for 5 years and my learnings from that 8-year period profoundly impacted my approach to prospecting.
- My learnings from that 8-year block is what I have honed and share with you here.
So, let's get started.
Who this course is for:
- If you need to sell a product or service - especially if you are looking for a way to break into new accounts.
- Sales managers looking for a coaching framework centered on business value.
- Entrepreneurs moving across the chasm - my framework gives you the tools to grow your pipeline on business imperatives.
Instructor
- 4.0 Instructor Rating
- 2 Reviews
- 17 Students
- 1 Course
Tony Hackett is my name, and I am based in Sydney, Australia. My working life started in construction, then education before my current career path in the technology industry. During that time, I gained my undergraduate Degree in Education and my Masters in Technology Management.
My 30+ years' experience in the technology industry has primarily been in IT sales and has spanned start-ups, domestic, major global, software, and hardware companies.
I hope this mix of teaching and business experiences will translate into courses that increase productivity and effectiveness in personal planning, team collaboration, and customer communication.
From this base of interests and experiences, I will share techniques and methods I have developed and use consistently in my business planning and execution. In addition, I will show you how I apply these practices.
My approach will be to layer the instructional steps so that a novice can start any of my courses and progress as far and as fast as they choose.