SALES PROSPECTING FOR NEW OPPORTUNITIES

thINK Academy

SALES PROSPECTING FOR NEW OPPORTUNITIES

   

Learn how to identify the market opportunity for inkjet, then prepare and launch your strategic outbound sales efforts.

INSTRUCTOR

Kate Dunn

President, Evolve Sales Group, Inc.
Kate Dunn, Entrepreneur, Marketer, Sales Training Developer, Omni-Channel pioneer, Visiting MBA lecturer, Keynote Speaker — Kate has built her reputation on delivering results.
 

SALES PROSPECTING FOR NEW OPPORTUNITIES COURSES

Using LinkedIn as a Positioning Tool

According to LinkedIn, 82% of buyers review a sales rep’s profile before responding to their outreach efforts. In this module, thINK University participants will learn how to use their LinkedIn profile to demonstrate credibility and increase their prospecting success rate.

Time Commitment:

Self-Paced Online Learning: 30 minutes
Learning Assignments: 2

Differentiate with Your Messaging

In this session, we will define a process for creating messaging that will differentiate you from competitors and engage more customers.

Time Commitment:

Self-Paced Online Learning: 30 minutes
Learning Assignments: 2

Researching Customers and Prospects

Once you’ve identified the accounts that are a match for your services, you are ready to find and leverage public information to identify specific opportunities, plan engagement strategies and develop messaging.

Time Commitment:

Self-Paced Online Learning: 30 minutes
Learning Assignments: 2

Account Research Process

In order to create value for customers, reps need a proactive process for delivering insight to customers and prospects that gets attention and creates demand. This module defines an efficient process for researching accounts and identifying opportunities print can address.

Time Commitment:

Self-Paced Online Learning: 30 minutes
Learning Assignments: 2

Developing Market Knowledge

Today’s buyers expect more from the sales reps who call on them. They are looking for new perspective that can help them increase business results. This module provides a process for thINK University participants to investigate key markets and develop an understanding of print can help organizations achieve key strategic objectives.

Time Commitment:

Self-Paced Online Learning: 30 minutes
Learning Assignments: 2

Creating Durable Client Relationships

B2B companies using a defined formal sales process experience 18% higher revenue growth compared to companies that do not. This module will address the reasons for a defined sales process, how it improves sales outcomes and an overview of a sales process that addresses what buyers are looking for today when interacting with a sales professional.

Time Commitment:

Self-Paced Online Learning: 30 minutes
Learning Assignments: 2

Developing Inkjet Opportunities

The pandemic forced a shift in marketing tactics. This module will focus on key marketing objectives for 2021, the value proposition for print as a part of an omnichannel strategy and indications of specific customer needs that can be addressed with production inkjet technology.

Time Commitment:

Self-Paced Online Learning: 1 hour
Learning Assignments: 3