Sprint Prospecting Training

Sprint Prospecting^TM Training Programme Overview

Pipeline is the lifeblood of any sales organisation. In today’s environment, it is critical to have an approach that helps your sellers effectively reach the right audience in a manner that captures their attention and makes them want to engage in a conversation. Our new Sprint Prospecting^TM programme equips your sellers with an agile sprint methodology to create powerful messaging, engage prospects, and advance conversations.

Selling Sprints are how your sales professionals move through the phases of an opportunity pursuit and engage with the customer. A sprint is a burst of activity that revolves around key moments of conversation with the customer, and consists of 3 components: Prepare-Engage-Advance. Each sprint should result in a mini close.

In our Sprint Prospecting^TM programme, we teach your sales professionals how to apply selling sprints to embrace the dynamic nature of engaging and selling, and integrate specific techniques, skills, and tools to progress each interaction.

By applying selling sprints in their prospecting efforts, sales professionals will learn that each customer interaction — from an informal, social engagement to a more formal, initial meeting– arms them with knowledge needed to assess the next best move against their original objectives. This helps sales professionals to stay agile and adapt as they ultimately attempt to move prospecting efforts to more, involved selling efforts.

Applying Selling Sprints in prospecting also teaches your sales professionals how to think more objectively and strategically as they plan and execute a single sprint at a time, and adapt future sprints based on the outcome of sprints completed.

Business Benefits of Sales Prospecting Training

Upon completing the Sprint Prospecting^TM training programme, your sales team will experience the following business benefits:

• Improved ability to generate buyer receptivity through strategic targeting and relevant messaging
• Increased volume of qualified leads and/or opportunities in the sales pipeline
• Increased number of new contacts and meetings booked
• Increased number of leads from referral sources