Option 1: Enterprise Account Capture with Connector Sheeting for the Senior Salesperson

Enterprise Account Capture is a baseline approach for acquiring Net-New Logo’s. Considering that all ‘oil wells dry up’, the senior sales professional is encouraged to strategically prospect for new logos. This program instructs select sales professionals how to strategically prospect at a high level utilizing SOAR Connector Sheeting along with Internet/Social Media research. Connector Sheeting allows the senior sales professional to create an immediate connection with a new logo and connect on the basis of the corporation’s key initiatives.  Once contact is made, ordinary value statements are transformed into ‘authentic conversations’ through the use of connector sheeting.

Option 2: Lead Generation thru Social Media – Expanding Your Professional Network / Utilizing the Power of LinkedIn

Participants will understand the power of LinkedIn, experience a variety of tools and how to use those tools most effectively in an effort to connect with Decision Makers and High Influencers.  The outcome delivers a strategic process for maximizing the profiles of key targets.  Additionally, attendees will learn how to maximize the power of SOAR Selling with LinkedIn.

Option 3: DiSC Assessments

DiSC for the Salesperson is classroom training that uses online pre-work, engaging facilitation with contemporary video and online follow-up to create a personalized learning experience.  Participants learn how to read the styles of their customers. The result is salespeople who adapt their styles to connect better—and close more sales.
DiSC for the Salesperson focuses on three vital areas:

  • Understanding Your DiSC Sales Style
  • Recognizing and Understanding Customer Buying Styles
  • Adapting Your Sales Style to Your Customer’s Buying Style

Option 4: Qualifying During the Prospecting Call

Qualifying or refining interest offers the salesperson the opportunity to better understand the intention or need of the new prospect. When a new contact says “send-me-something” most salespeople believe either that is the prospects way to get off the phone (no interest) OR the salesperson often assumes that the “send-me-something” request is a statement of interest and in fact it may be, but then again it may not be.  Qualifying this familiar request provides the salesperson with authentic pipelines vs. pipedreams!


Option 5: Initial Meeting Framework

Once the initial first meeting is set – it is now up to the salesperson to relate to the potential new client by understanding their “triggers” such as why they would consider moving forward or even listening.  Salespeople work hard to get the initial appointment and yet they tend to fail miserably by missing the mark during their first meeting. Its critical to understand client “triggers” or why they are interested in learning more. Is it out of pain they have a problem or due to a desire to move forward they have a vision of something better – these are both “triggers.” This working session focuses on how to initially listen for the triggers while setting the first meeting and then outlines the framework for creating a successful meeting!