Solution Teleprospecting

This scalable 2 to 3-day workshop presents prospecting fundamentals, a standard highly effective prospecting process, prospecting tactics, & best practices and is reinforced with review exercises & skill building role-plays. The workshop is tailored to meet the specific needs of the client.

The core of the workshop presents the proven 5-Step TeleProspecting®  process (incorporating the Solution Selling®  methodology), developed and employed by Meta Marketing since 1996 in the execution of thousands of sales prospecting campaigns for hundreds of clients selling a wide variety of offerings from technology to consulting across a broad range of markets.

This workshop is for organizations with hard-to-sell offerings selling to medium-to-high level decision makers employing phone-based sales prospectors, sales agents, and/or sales representatives responsible for developing numerous new business opportunities.
Participants will learn:

• Sales prospecting fundamentals – key prospecting terminology and concepts
• The proven 5-Step TeleProspecting®  process incorporating Solution Selling®
• Valuable prospecting tactics to identify and reach medium-to-high level decision makers (Power Sponsors)
• Prospecting best practices for increasing targeting effectiveness, improving prospect quality, leveraging the Internet, and managing the caller's prospect pipeline

Problems addressed by the workshops include:

• The increasing cost and decreasing effectiveness of lead generation and sales prospecting
• The need to price discount due to increasing levels of competition
• Missing sales opportunities in large organizations, limited verticals, and mature markets
• Wasting time pursuing bad opportunities and the wrong people
• Good opportunities not being pursued in a timely way, or worse, completely slipping to the competition
• High prospector turnover and the long learning curve for new prospectors to become fully productive

Solution TeleProspecting addresses these sales problems:

• Difficulty Positioning Value to Differentiate Offerings
• Lack of a buyer-aligned sales process and supporting methods
• Difficulty accessing buying power
• Difficulty having structured, situationally fluent conversations
• Lack of a structured method for conducting customer and prospect research
• Lack of value and pain messaging, tools and customer references 
• Majority of sales training is product focused

• Lack of Qualified Leads
• Ineffective segmentation or targeting of prospects
• Poor opportunity qualification skills
• Lack of value and pain messaging, tools and customer references
• Sellers focus on active opportunities versus prospecting into latent potential 
• Poor interest stimulation skills or prospecting ability
• Difficulty identifying potential sponsorship to initiate an opportunity

• Difficulty Targeting New Prospects
• Lack of a buyer-aligned sales process and supporting methods
• Lack of a structured method for conducting customer and prospect research

Solution Teleprospecting

This scalable 2 to 3-day workshop presents prospecting fundamentals, a standard highly effective prospecting process, prospecting tactics, & best practices and is reinforced with review exercises & skill building role-plays. The workshop is tailored to meet the specific needs of the client.

The core of the workshop presents the proven 5-Step TeleProspecting®  process (incorporating the Solution Selling®  methodology), developed and employed by Meta Marketing since 1996 in the execution of thousands of sales prospecting campaigns for hundreds of clients selling a wide variety of offerings from technology to consulting across a broad range of markets.

This workshop is for organizations with hard-to-sell offerings selling to medium-to-high level decision makers employing phone-based sales prospectors, sales agents, and/or sales representatives responsible for developing numerous new business opportunities.
Participants will learn:

• Sales prospecting fundamentals – key prospecting terminology and concepts
• The proven 5-Step TeleProspecting®  process incorporating Solution Selling®
• Valuable prospecting tactics to identify and reach medium-to-high level decision makers (Power Sponsors)
• Prospecting best practices for increasing targeting effectiveness, improving prospect quality, leveraging the Internet, and managing the caller's prospect pipeline

Problems addressed by the workshops include:

• The increasing cost and decreasing effectiveness of lead generation and sales prospecting
• The need to price discount due to increasing levels of competition
• Missing sales opportunities in large organizations, limited verticals, and mature markets
• Wasting time pursuing bad opportunities and the wrong people
• Good opportunities not being pursued in a timely way, or worse, completely slipping to the competition
• High prospector turnover and the long learning curve for new prospectors to become fully productive

Solution TeleProspecting addresses these sales problems:

• Difficulty Positioning Value to Differentiate Offerings
• Lack of a buyer-aligned sales process and supporting methods
• Difficulty accessing buying power
• Difficulty having structured, situationally fluent conversations
• Lack of a structured method for conducting customer and prospect research
• Lack of value and pain messaging, tools and customer references 
• Majority of sales training is product focused

• Lack of Qualified Leads
• Ineffective segmentation or targeting of prospects
• Poor opportunity qualification skills
• Lack of value and pain messaging, tools and customer references
• Sellers focus on active opportunities versus prospecting into latent potential 
• Poor interest stimulation skills or prospecting ability
• Difficulty identifying potential sponsorship to initiate an opportunity

• Difficulty Targeting New Prospects
• Lack of a buyer-aligned sales process and supporting methods
• Lack of a structured method for conducting customer and prospect research