Rethink Your Prospecting
Free Summer Training Series w/Jeff
The selling environment is changing rapidly. The economy can be generously described as “weird” right now, and in addition to the normal summer slowdowns we see, it’s going to be as difficult as ever to fill pipeline.
Yet, what I know from having sold through multiple “weird” times and recessions, is that sellers who are able to execute on clear plans are able to experience wild success.
What I’ve also seen is that when the economy becomes more favorable again, these same reps experience exponential growth.
During this live training series, I’m going to help you understand the 8 reasons your sales reps are not creating more opportunities right now, and then I’m give you the tools you need to fix the situation.
You and your team will leave with a better understanding of the foundations of professional prospecting, and be able to do the work in a way they feel good about.
The series runs for seven weeks during June and July. If you’re registered for any of the sessions, you’ll get access to all of the recordings. All sessions are on Wednesdays at 1pm Eastern.
Click each session below to register
July 6 - The 8 Reasons Why Your Team Isn’t Creating More Opportunities (Part 1)
July 13 - The 8 Reasons Why Your Team Isn’t Creating More Opportunities (Part 2)
July 20 - Prospect Like A Pro (Part 1)
July 27 - Prospect Like A Pro (Part 2)
August 3 - Prospect Like A Pro (Part 3)
August 10 - Prospect Like A Pro (Part 4)
August 17 - Prospect Like A Pro (Part 5)
The Eight Reasons Your Team Isn’t Creating More Opportunities
In the best of times, prospecting is difficult work. The last thing your team needs are additional obstacles getting in the way.
I’ve identified the eight most significant reasons your team isn’t prospecting, even though they’re well-trained and motivated.
(Part 1)
Wednesday, July 6, 2022 - 1pm Eastern
In this 30-minute session, I’m going to outline the first four:
They don’t have the right expectations.
They don’t have the right tools.
They don’t have the right plan.
They don’t have the right boundaries.
(Part 2)
Wednesday, July 13, 2022 - 1pm Eastern
In this 30-minute session, I’m going to outline four more:
They don’t have the right models.
They don’t have the right incentives.
They’re not being held accountable.
They don’t believe they can win.
Prospect Like A Pro
(Part 1)
Wednesday, July 20, 2022 1pm Eastern
When it comes to professional prospecting, some things are just non-negotiable. You’d expect to be able to take these for granted, still most teams are missing a few.
Define (and limit) your target list
Know your decision makers
Set goals
Block time
Think about what you’re trying to accomplish
Measure what matters
Keep your swagger
I’ll explain each of these points so you can get up to speed and immediately increase your effectiveness.
(Part 2)
Wednesday, July 27, 2022 1pm Eastern
There are some undeniable fundamentals that underscore effective prospecting. In this session, I’m going to identify and explain two of them.
You must establish yourself as someone worth talking to with something worth talking about.
If you cannot differentiate, you cannot sell.
Most of your team’s prospecting efforts don’t pass these litmus tests, and it’s a huge reason why you’re not able to get your prospects’ attention.
I’m going to help you understand what these concepts mean so you can start applying them to your outreach and be more effective immediately.
(Part 3)
Wednesday, August 3, 2022 1pm Eastern
In this session, I’m going to identify and explain two more fundamentals.
You have to create tension early and often in the process
You need to talk about the problems you solve, not the products that solve them
Your team is probably not doing either of these things, and it’s killing their effectiveness. Even if they’re getting the meetings they need, the deals likely aren’t closing at a very high rate.
I’ll share some strategies for how to implement these concepts so you can open more opportunities and close them at a higher rate too.
(Part 4)
Wednesday, August 10, 2022 1pm Eastern
When it comes to prospecting, if there’s one thing that top performing salespeople do that their average counterparts do not, it’s make the necessary commitment to their process.
Most reps give up way too soon. It takes about 12 outreach attempts to make a connection, yet most sales reps don’t try more than three times.
You have to have realistic expectations to reach out not only often enough, but over a long enough period of time.
In this session, I’m going to outline my recommended cadences for being professionally persistent without being a pest.
(Part 5)
Wednesday, August 17, 2022 1pm Eastern
One of the most indelible lessons that I learned from Jeffrey Gitomer is that most sellers aren’t willing to do the hard work up front to make the selling part easy.
It’s really difficult to maintain a lengthy prospecting cadence if every outreach feels like an improv exercise. You need to plan what you’re going to say in advance.
In this session, I’ll help you create a menu of options for yourself things worth talking about so you will be known as someone worth talking to.
