The Complete B2B Prospecting Checklist
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The Complete B2B Prospecting Checklist


Date: 3-4pm Tuesday 9th & 3-4pm Wednesday 10th June 2020 & 1 hour 1-1 session

Format: Two one hour web classes plus a 1 hour coaching session week commencing 15th June

The world has changed. The way we buy has changed. The way we communicate to each other has been one of the biggest changes. In this session we will explain how to utilise ALL the tools that enable you to reach prospects that proactive salespeople need to learn, master and use.
Target Audience
Sales Managers and Sales Executives. Forward-thinking proactive Salespeople. Business Development Managers

Our Trainer
Mia Butler believes ‘vanilla’ is not an option. Creator of Pistachio View and Director of Like a Boss Consulting, Mia is an entrepreneur, business consultant, thought leader, facilitator and EventProf. Recognised for her commitment to sales, with 25 years’ experience on the sales frontline, Mia knows how to create a winning edge. Driven, and encouraging sales professionals to ‘show up’ and do more, Mia is creating change with Pistachio View making personalised video a part of everyday sales. Consultant to the industry, Mia is often called upon to help facilitate learning and panel discussions and can be regularly found supporting key industry events.
Course Content

Session 1 – Web Class (1 hour) – 3pm 9th June
• Focussing on the right buyers and building your Ideal Client Avatar
• Knowing what you do and how you help people
• Know. Like. Trust. Why this is so important
• It’s not the method it’s the message
• Make it personal
• Email prospecting
• The B2B Checklist and what you should consider putting in your sales toolbox
• Lead generation zone

Session 2 – Web Class (1 hour) – 3pm 10th June
• The winning sales combo – Cold Calling and Social Selling
• How to leverage your selling on LinkedIn
• LinkedIn tools and tips including voice notes and video
• Using video in the sales process to stand out from the crowd
1-1 private online coaching session with each attendee – wk commencing 15th June booked prior to course
• Create your personalised action plan and sales strategy
• Discuss your greatest challenges right now and the 1 thing you’d like to work on
Learning Outcomes
 Deliver your messages and value proposition over the phone, email, social media and other methods in the prospecting process
 Leverage the power of the variety of sales tools available to develop relationships
 Planning your approach. Right tools and the right time
 Establish credibility, rapport, and trust early in the sales process
 It’s not about you. How to talk to your customers in a meaningful way
Business Benefits
 Inspire buyers to buy from you and improve your win rate
 Avoid the Blanket approach and understand the value of personalisation
 Create new relationships that will yield business in the long-term
 Initiate a mindset focussed on attracting your ideal clients
 Focus on the effective use of the resources available for prospecting
Pre-course Work
Not required

Course cost £195+vat, members receive a 10% discount £175+vat. Please email to book your place.

Terms and Conditions
Course fees invoiced in advance directly to delegates and payable within 30 days from date of invoice or immediately if within 14 days of the course.
Cancellation by an Attendee
 Up to 14 days prior to the course - you can cancel your place on the course and your prepaid fees can be transferred to another course.
 Less than 14 days prior to the course - no refund, no transfer of fees to another course.
Cancellation of a Course
Unfortunately, there are times when it is necessary for us to cancel a course. We may do this up to 14 days in advance of the course, if delegate numbers are not sufficient.
If we cancel a course, we can transfer you to another course of your choice or refund you the course fee.

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