Tech Sales Training: Practical B2B Sales Prospecting

? Objective: Equip learners with a structured approach to prospecting.

? Key Takeaways:

• Know your industry & market trends – Be an expert

• Guiding the conversation vs. dominating it

• How to create small “yes” moments

• Neuroscience-backed strategies for engagement

• The Preparation Principle: Abe Lincoln’s axe-sharpening analogy

? Objective: Teach learners how to research a prospect effectively.

? Key Takeaways:

• Research transforms prospecting from guessing to targeted engagement using a 3D model

• Analyzing key business aspects:
  ✔ Strategy
  ✔ Revenue
  ✔ Technology
  ✔ Organization

• Case Study: Doctor Deep Dish Pizza’s Tech Expansion Challenges

? Objective: Show real-world prospecting research in action.

? Key Takeaways:

• How SAM researches public content (LinkedIn, job posts, interviews, etc.)

• Multi-channel prospecting: Marketing insights + Research + Tailored Messaging

? Objective: Perfect your sales pitch by using the 5Qs Methodology, which guides you to craft an effective opening script that addresses your prospect’s most pressing questions and immediately establishes credibility, rapport, and a clear purpose.

? Key Takeaways:

• Your pitch must directly answer the five key questions (Who are you? Why are you reaching out? Have we met before? Should I be aware of this meeting? Why are you contacting me NOW?), thus leading with clear value before any offering.

• The methodology emphasizes the importance of thorough research and presenting your message in a way that builds instant trust and aligns your solution with your prospect’s strategic needs

? Objective: Equip trainees with the skills to craft impactful prospecting calls using the 5Qs methodology so that they can immediately establish credibility, build rapport, and uncover real business challenges.

? Key Takeaways:

• The approach is divided into three phases – laying the groundwork, moving from research to conversation, and closing with impact – which guides the salesperson through a structured and engaging dialogue.

• By validating research and asking strategic questions, the salesperson can transition from initial curiosity to aligning solutions with the prospect’s ideal outcomes, thereby building trust and setting the stage for a follow-up qualification call

? Objective: To evaluate and score lead quality after a prospecting call using the Sales Intersection Point Analysis 3D model so that you can determine whether a lead is strong enough to move forward or should be discarded to save time and resources.

? Key Takeaways:

• The module teaches you to quantitatively assess leads by rating critical elements—such as need, budget, solution fit, stakeholder involvement, urgency, competition, perceived value, and timing—on a 0 to 10 scale, with a lower total score indicating a stronger lead.

• It emphasizes the importance of combining these quantitative scores with qualitative insights from your prospecting calls, enabling you to continually adjust and verify lead quality before advancing to the qualification stage