Workshop Overview

Nothing in sales is a glorious as landing that big fish. The prospect that everyone said you would and could never get. You can probably think of at least 5 to 10 prospects in your immediate market that fit this description. Why is it that some salespeople will relentlessly pursue big sharks, and some shrink at the mere thought of it? Confidence, experience and pure luck can each play a critical role in whether or not a salesperson will be successful in pursuing top targets, but so do resilience, relentlessness, and plan-fullness…the things that often get overlooked. This workshop will guide participants through a thoughtful planning process, arming them with real life tools and processes, to get them focused on the highest return prospects in their territories. Stop spending time on low return activity, and make every minute count!

Workshop Outcomes

Each participant will leave this session with a Blueprint for action. Their own personal action plan, customized for their strengths and market, to get them on the road to higher productivity through increased return on their time investment. Critical to this process, they will also identify non-productive sales activity, and begin a process for decreasing time spent on these activities.

We will also break down the myth of the ungettable target: every market has them, most salespeople buy into it, and many dollars are lost for your company (and your pocket) because of it.

Through a combination of facilitated brainstorming, individual exercises, and presentation, participants will have fun developing a real plan for their own future success and glories landing those big fish!

Who Should Attend This Event

• Experienced top producing sales people – why not? Top producers know the rule of the big fish, and most will come away with additional tips to further augment their revenue production.
• Brand new sales people – get new salespeople started off on the right foot…a plan and specific activity sure to help them hit their numbers.
• Sales management professionals – develop or enhance your ability to be a strong coach for ALL of your direct reports.

Workshop Key Topics

• How much is your time worth? If you had to pay for your sales activities, would you be getting a return worthy of a Fortune 500 company?
• Creating your Bullseye and your Blueprint – tools to help you succeed.
• Creative strategies for getting attention.
• Improve your “call back” ratios with clear, concise and compelling scripts that grab your prospects attention.

Workshop Duration: 1 day

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