Use this repeatable, cadence-based approach to land more meetings. Applicable to account-based, market-based, geography-based, or tele-sales.
The ultimate success criterion for any salesperson is to get in front of a prospective customer and pursue a qualified opportunity. Yet, it’s the hardest thing to do. How do you effectively prospect in today’s market? Vortex Prospecting™ is a multi-channel, cadence-based approach that leverages emerging best practices in cold calling, social selling, email, and more to fuel top-of-funnel growth. Two separate call blocks provide a high-energy, hands-on learning experience.
Training Options: Instructor-led and Virtual Instructor-led Delivery
Program Duration: 2-day workshop coupled with eLearning that takes less than 3 hours to complete
Course Outline:
Module 1: Value-based Interruptions and Respectful Persistence
- Develop Open-Probing-Confirming questions to increase engagement
- Understand the optimal frequency for “touches”
- Learn how to uncover what prospects find valuable through efficient research
Module 2: Vortex Sphere of Influence™ and Vortex Sphere of Engagement™
- Understand and identify your company’s value-based position and assets
- Understand the multiple channels to reach prospects
- Create multi-faceted, value-based scripts to increase connection rates and conversations
Module 3: Networking and Social Selling
- Understand best practices for creating and leveraging your network
- Use “increased familiarity” to enhance social engagement and response rates
- Develop consistent, value-based social interactions
- Connect social engagement with other channels for more conversations
Module 4: Email Effectiveness
- Develop targeted emails that provide value to prospects before making “The Ask”
- Develop email templates using the AIM framework
- Connect emails to other channels for a “force- multiplier” effect
- Practice writing emails that increase your credibility
Module 5: Goal Calling, Voicemail, and Objection Handling through Practice and Role Playing
- Review phone best practices such as mindset, research, preparation, and execution
- Practice “goal” calling targeted at your prospect list
- Develop scripts for voicemail effectiveness
- Practice skills to pique interest in the first ten seconds when someone answers the phone
- Practice NLP (neuro-linguistic programming) techniques for handling common objections
Module 6: Cadence Development and Qualification
- Use the Sphere of Engagement to activate the “multiplier effect”
- Develop multi-faceted cadences to execute and track
- Develop “content-heavy,” “value-focused,” and “social warming” cadences to engage prospects
- Practice qualification techniques based on the ValueSelling Framework® to identify the greatest opportunities
Module 7: Activity Calculation and Preparation
- Reverse engineer the activity levels necessary to achieve and beat your targets
- Develop tools and tactics to create a repeatable approach to prospecting
- Develop your own research approach and optimal tech stack to prospect at scale
Module 8: Time Blocking and Goal Setting
- Review time blocking
- Create a customized weekly plan to stay focused on your goals and deliver results
- Create a personalized go-forward plan to optimize your prospecting schedule
Learning Outcomes:
- Conduct research on target companies using provided tools in preparation for prospecting contacts
- Prepare effective email, call, social selling, and voicemail scripts that are informed by your research
- Gain your contact’s interest, create a sense of potential value, and ask for a definitive next step
- Quickly move the contact through the steps to qualify how, or if, to proceed with the sales effort