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Virtual Instructor-Led Training

Selling Essentials:
Prospecting and Territory
Management

Preparation and practice make a difference

Course Time

1-4p ET

Length

3 hours

Class Size

20 seats

Format

Virtual ILT

Interaction

High

Audience

Sales Reps

Ask any sales professional about prospecting and most will tell you it's their least favorite thing to do. From figuring out how to develop a territory to finding qualified leads and making cold calls, it's enough to cause even the most seasoned people to cringe. Some even point fingers claiming it's not within the realm of their responsibility. But prospecting is the vital first step in the sales cycle, and the key to success is preparation, practice, and confidence.

As a module of the Selling Essentials Training Series, this class gives salespeople at all levels the know-how to tackle prospecting, maintain a healthy pipeline, and grow their business.

Key Topics:

  • Crucial questions for gaining a better understanding of your company, its people, competitors, and products
  • A systematic approach to selling a product or service
  • How to qualify business and ensure you are working toward profitable deals
  • The four criteria at the basis of nearly every buying decision
  • The various people who may be involved in the decision-making process
  • Techniques for capturing the customer’s attention
  • Pros and cons of using email versus the phone for contacting prospects
  • A framework for making contact that will help you to keep your ideas organized

Participants Will Learn:

  • Define territory management
  • Describe techniques for prospecting and qualifying customers
  • Identify how to develop a pipeline of profitable customers
  • Determine how to plan for sales opportunities
  • Identify techniques for making contact with prospects
  • Identify strategies you will implement for prospecting and territory management

Requirements:

  • Basic desktop, laptop or tablet
  • Microphone and speakers or headset with microphone
  • Webcam (optional)
Class Is Full

Private Classes
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You’ll love HRDQ Consulting Virtual Instructor-Led Classes!

Our virtual instructor-led training classes are live, interactive classroom learning delivered directly to learners – wherever they are located. The benefits of HRDQ Consulting virtual classes include:

  • High-retention learning. Our experiential design offers more sharing, feedback and personalized support.
     
  • Low facilitator to student ratio. Our class sizes is capped at 20 learners.
     
  • Real-time interaction. Our classes engage learners with real-time interaction with the instructor and other learners.
     
  • No travel required. Our virtual classes are available wherever your learners work – office, home, or on the road.

Need help with classes selection or learner scheduling? Interested in a private virtual or onsite event?

We are a partner to your training team. Let us help you enroll and prepare your learners for our virtual classes. Contact us with any questions or to reserve seats for your learners today. And, ask us about bringing this class to your organization as a private virtual or onsite event.

Call 610-279-2002

Typically M-F from 9-5p ET.
Best if you want a more detailed discussion.

Send Email

Anytime.
Best after hours or you rather type than talk.

Chat Online

Typically M-F from 9-5p ET.
Best for a quick answer or you want to multi-task.

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