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21st Century Prospecting

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Time: 60 minutes
Level: Beginner 
Included in the Premier Training Subscription
COURSE DESCRIPTION
Just when we think we have things figured out, a curve ball gets thrown our way. In our current environment, finding new business opportunities may seem more daunting, since so many of our prior methods and strategies have shifted. The good news is people still need your product or service. The better news is some of the same tactics can help us in the future. This series will explore the key steps in establishing an updated prospecting process and creating a system to identify opportunities—regardless of the environment.

Issues addressed:
  • Declining or inconsistent revenue
  • Struggling to find enough qualified leads
  • Fewer in-person meetings and networking events
  • Marketing efforts that do not yield as many inbound leads

Objectives:
  • Introduction to a proven system of prospecting and business development
  • Learn prospecting methods to adapt to any environment
  • Identify your ideal client profile and how to get in front of them
  • Create your own plan and system for prospecting

TARGET AUDIENCE 
Anyone responsible for any part of revenue generation or business development in an organization from sales professionals, sales managers, account managers, project managers, and estimators to business owners.

Greg Orth • President, Sandler Training
Greg Orth is the President of Sandler Training located in Lancaster, Pennsylvania. Sandler Training is a leading sales training and leadership development organization. Greg works with all size organizations who are focused on and committed to personal and professional development. The people and organizations that he works with are often either frustrated by inconsistent sales results and constantly chasing deals and prospects or frustrated that their managers and leaders don’t have the tools that they need to be effective. Greg helps clients identify their gaps and blind spots and utilizes proven systems and methodologies to make them more efficient and effective and ultimately drive revenue and profitability.