Give your sales people the tools they need to break through the noise, get prospects' attention and book more meetings
This half-day workshop is designed to give sales people a quick burst of training to help them get through to today’s busy buyer
Demand Generation Workshop
In our recurring demand generation workshop series, we enable sales people with the skillset, mindset and toolset needed to turn novel conversations into closed opportunities.
Date - Friday November 30th – 8:30am – 12.00pm
Fee - $ 499 + HST per attendee
Location - In the Funnel Offices – 1 Richmond Street West, suite 800, Toronto, Ontario, M5H 3W4
Facilitator - Mark Cox – Managing Partner – In the Funnel – Sales Consulting
At the end of 4 hours, sales people will be able to:
Implement a formal lead engagement process to have more quality conversations
Turn a name on a list into a qualified sales opportunity
Overcome barriers that stop top tier sales performance
Articulate your value proposition in a way that grabs prospects’ attention
Effectively prepare for sales call to achieve a desired outcome
Time block their week to achieve targets required to grow your business
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
How to Develop A Value Proposition that Makes People Listen
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.
How to use the Lead Engagement Process to get more live calls
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.
How to structure your calls to get a desired outcome
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.
What the top 1% of Sales People do on a Demand Generation Call
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 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.