HUNTING: NEW BUSINESS DEVELOPMENT.

KEY FACTS

 

14 max. Attendance

5 Hours

 

virtual classroom

Are you…

  • Looking to improve your process for identifying potential customers?
  • Struggling to optimize the time you spend developing your business across various accounts?
  • Looking to accelerate the sales process by asking purposeful questions at the appropriate time?

We can help…

Hunting: New Business Development - Virtual Workshop is the virtual version of the classroom course on Hunting and provides a set of easy to use tools to help you more effectively identify and progress new opportunities. Learners are asked to complete the first part of the Target Account Template before the first virtual session, where they will then explore methods for carrying out target account research, creating a contact strategy, and managing gatekeepers. Additional topics include prepping the business case, handling objections, negotiations and closing.

Build these skills...

  • Building customer advisors
  • Engaging with new prospects
  • Customer/Partner Intelligence
  • Influencing gatekeepers

During this course you will learn how to:

ONLINE PREP. (30 min.)
Activity
SESSION 1 (1,5h)
SESSION 2 (1,5h)
SESSION 3 (2h)
ONLINE FOLLOW UP (1h)
ONLINE PREP. (30 min.)
  • Driving successful customer meetings 
  • Keys to a perfect elevator pitch
Activity

Prep Target Account template

SESSION 1 (1,5h)

DAY 1

Complete the groundwork:

  • Target accounts to hunt – critical research areas and questions to ask
  • Build a contact strategy
  • Build credibility and gaining access – managing gatekeepers 
     
SESSION 2 (1,5h)

DAY 2

Prepare to succeed:

  • Conduct research calls to get to know the account and the company
  • Qualify the deal – is it winnable, desirable, deliverable?
SESSION 3 (2h)

DAY 3

Define, deliver and close the deal:

  • Define the business case
  • Deliver the proposal, handle objections and close the deal
ONLINE FOLLOW UP (1h)
  • Hunting
  • SME Video

Dates: 

French
French

Instructor: Stephane Coridon

Date: 05/03/21 - 05/06/21

  • Session 1: 05/03/21 | 02:00 p.m - 03:30 p.m CET
  • Session 2: 05/05/21 | 10:00 a.m - 11:30 a.m CET
  • Session 3: 05/10/21 | 10:00 a.m - 12:00 p.m CET

Die Anmeldung für diese Veranstaltung ist abgeschlossen.