Advanced Prospecting – B2B Sales Essentials℠, B2BSE-2

Session Length: 6-7 hours | Target: All staff, all Levels | Prerequisites: None | Delivery: taught live or webinar

B2B selling has changed dramatically over the last decade. Buyers today complete more than 60% of the sales process before they reach out to engage with a solutions provider. This means that prospecting has had to change just as dramatically in order to be effective. B2BSE-2 Advanced Prospecting educates on the latest technologies and approaches to equip the sales professional to add a continuous flow of new and qualified prospects into his or her sales pipeline.

• Topics in Advanced Prospecting include:
  • Creating a Buyer Persona
  • Suspecting, Prospecting & Prospect Quality
  • Face-to-Face Prospecting Through Networking Events & Trade Shows
  • Email Prospecting for Higher Opening and Response Rates
  • Video Prospecting
  • LinkedIn / Sales Navigator Prospecting
  • Telephone Prospecting
  • Dealing Effectively With Gatekeepers
  • Horizontal Prospecting Within Accounts
  • Opening New Vertical Markets
  • Prospecting Times, Tools & Templates