IMAGINE IF YOUR SALES PEOPLE HIT QUOTA EVERY SINGLE QUARTER WITHOUT YOU SPOON FEEDING THEM AT EVERY STEP OF THE WAY WHETHER THEY’RE BRAND NEW TO SALES OR SEASONED VETERANS
Your sales people will walk away from this workshop with a Demand Generation Playbook tailor-made for your business that they can use to consistently get meetings with new prospects.
APRIL 29TH, 9:00AM - 4:00 PM
Do you see a lot of activity in your sales department but not a lot of results?
Do you feel your sales people are good at managing current customers, but sheepish when it comes to hunting new business?
Are you tired of hiring “experienced” sales people, only to find they’ve never received professional training?
Then you’ve come to the right place.
Give your sales people an end-to-end demand generation playbook that takes the guesswork out of booking appointments like clockwork.
by the end of the session your sales people will:
Know exactly what to say in the first 15 seconds of a demand generation call to breakthrough
Be effectively preparing for and structuring calls to increase close rates
Efficiently time blocking their day, week and month to get the most out of their day
Consistently hit sales targets that were previously unattainable
A Recap of Our Last Workshop
“Whether you’re 30 years in the business of selling or new like me, you’ll find value in the time spent here”
- Brenden Murphy
“I have more of a structure and playbook to follow”
- Manny Siani
“If you’re serious about growing your business then you need to invest in a selling methodology” - Ahmad Munawar
What We'll Cover
CRAFT A VALUE PROPOSITION THAT MAKES PROSPECTS TAKE ACTION
You only have a few seconds to convince a prospect why they should listen, and why they should care. So your Value Proposition and it's delivery can make or break your call.
BUILD A LEAD ENGAGEMENT PROCESS THAT DOUBLES YOUR RESPONSE RATE
The stats show that it takes 8 - 12 reach outs to connect with a prospect, but sales people only try for an average of 3 times. We've developed a Lead Engagement process around this fact to help you systematically get more live conversations.
STRUCTURE YOUR CALLS TO DRIVE PROFITABLE ACTION
Most sales people believe they will deliver a pitch in the moment. We know from experience that this is not true. We'll teach you exactly how to prepare for a call, and how to structure it to make sure you get what you planned for.
MODEL THE DEMAND GENERATION CALL OF THE TOP 1% OF SALES PEOPLE
Sales People today are largely account managers who've never done demand generation and so are afraid to pick up the phone. At our workshops we provide a safe space to practice with our tools to help you overcome those barriers.
About the Speaker
Mark Cox founded In the Funnel - Sales Consulting (ITF) with the mission of dramatically improving the performance and professionalism of business to business sales teams.
With a focus on strategy, process, tools and discipline, Mark has helped over 70 companies achieve double digit growth by implementing ITF’s proprietary Sales Playbook. ITF provides both consulting and classroom training services.
Prior to founding ITF, Mark ran sales organizations in outsourcing, services and technology businesses for over 20 years.
He has personally sold, structured and negotiated some of the largest single-sales transactions in North America including a billion-dollar deal with a top 10 U.S. bank.
Mark has a passion for intentional sales management and LOVES to coach sales teams.
In addition to family, Mark’s personal passions include hockey, fitness training and music.
Is this workshop better for someone with sales experience or a newbie?
This workshop has been developed keeping all skill levels in mind! We’ve had attendees who are in the first week of their sales career, and people who’ve been in the business for decades. They all find value in the teachings as professional sales training isn’t taught in schools and a lot of the basics go unaddressed.
Cold calling is dead, why does this workshop focus so heavily on it?
We’ve worked with over 70 companies and found that only 2 could rely solely on inbound leads. Active outbound demand generation is the fastest way to grow your business, and we want to equip your sales people with the tools they need to make SMART calls.
We don't really have a sales department, would it be worthwhile to send the one sales person I have?
Yes! We’ve worked with companies with both large and small sales teams and find that our methods work well in both settings. A professional big-league process when applied to small businesses will lead to MAJOR results.
How fast will I see results after taking the workshop?
The tools and techniques that we teach can be implemented instantly. However, we’re big believers in the value of practice and will teach you how to rehearse what you’ve learned to ensure you see results ASAP. We’ve had attendees experience an increase quality conversations and booked meetings just a few days after the workshop
Our Industry is extremely niche, will you cover topics relevant to us?
We like to say: we may not be experts in your industry but we are experts in selling. Selling well can be broken down into a few core fundamentals that can be applied to any business in any industry. We’ve had attendees from the new tech start-ups to large established manufacturers.
As the owner of a small business, I am the one leading the sales team, how would this workshop help me?
This workshop will teach you ow to create a professional strategy for your sales team. If you want your team to surpass quota, you’re going to have to understand the parts that go into effective demand generation. By attending the workshop, you can take the tools and training to your team and apply our processes.