Lead Generation Specialist

For Channels   - Phone | Email | Networking Events | Door-to-Door

Applicable for - B2B Sales & Business Development Professionals in any Industries

Proficiency       - Beginner to Expert

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• Business & Territory Development Plan 

  1. Goal Setting using ATSPD

  2. Building Ideal Customer Profile 

  3. Identifying Sources for Automated Lead List Building

  4. Generating Verified Customer Contacts

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• Developing Elevator Pitch & Engagement Approach

  1. Building Elevator Pitch, Authoritative Introduction & Ice-Breaker Strategies

  2. Cold Reach & Engagement Approach for Different types of Customers

  3. Phone/In-Person Etiquette, Managing Tone, Greetings, Language

  4. Handling Gatekeepers & Voice-Mails

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• Customer Objections

  1. Top 10 Customer Objections in Lead Generation

  2. Objections Related to Interest - Not Interested, Busy, Send an Email 

  3. Objections related to Price, Existing Solution, Feasibility, Budget

  4. ADA Framework to Lower Resistance, handle Objection and Turn it into Appointment

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• Followups & Lead Pipeline Management

  1. Lead Generation Funnel & Sales Process

  2. Lead Pipeline Building & Management

  3. Effective Followup Process

  4. Writing effective Followup Emails & Templates

  5. Outbound & Inbound Lead Generation Process

  6. Followup Process, Day Planning

  7. Performance Metrics to Mesure Performance

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• Productivity Management

  1. How to Manage Rejections & Motivation

  2. Practising Mock Cold Calls

Sales Conversion Specialist

Part - 1/2

For Channels - Sales Meetings on Phone | Virtual Meetings | Face-to-Face Meetings

Applicable for: B2B Sales Professionals in any Industries

Proficiency - Beginner to Expert

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• Know Your Customer. 

  1. Understand Buyer's Psychology of Buying, Comparing two Solutions, Priorities & Persuasion.

  2. Learning Different Customer Personalities and Matching Approach to Sell

  3. Building Various Customer Profiles based on Current Needs, Budget, Challenges, Current Product/Service used, Competition

  4. Creating Value Proposition for Different Customer Profiles.

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• Know your Product or Service

  1. Knowing your Product & Service key features

  2. Create Value Benefits, Examples, Customer Case Studies for Each Key Feature with PSG Model

  3. Book Approach to Organise Feature(s), Value & benefits, Examples for Impactful Delivery

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• Know your Competition

  1. Understanding Different Types of Competition such as Cheaper or Stronger. 

  2. Understanding Direct, Indirect, No Competition Zones

  3. Using Various Research Methodologies to Gather Strengths & Weaknesses against competition

  4. Create Unique Value Proposition against different types of Competitions

  5. Subtle Competitive Approach to Target Competition without Bad Mouthing.

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• How to Handle First Call or Meeting

  1. Goal Setting, Sales Pitch & Meeting Preparations Techniques

  2. Authoritative Introduction & Ice-Breaker Strategies 

  3. Identify ‘Why’ Customer will buy our Solution

  4. RAMP Model, Consultative & Probing Approach to Discover Needs, Challenges, Budget

  5. Right & Wrong Questions to Ask, Dos & Don’t of Meeting Ettiquttes, , Right Body Language.

  6. Solution Demo using FAB, PGS Communication Model, Storytelling, Presentation Skills.

  7. Right Sales Language & Power Words for Influencing Customer Decisions 

Sales Conversion Specialist

Part - 2/2

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• Customer Objections, Sales Proposal, Negotiations

  1. Top Customer Objections related to Price,Features, Competition, Usability

  2. ADA Communication Model to Uncover & Address hidden Objections 

  3. Strategies to Prepare Win-Win Sales Proposal 

  4. Upselling, Cross-selling & Packaging Techniques to Grow Deal Size

  5. Negotiations Preparations, learning Customer Psychology of Negotiation.

  6. Top Negotiation Techniques of Differentiation to Win Maximum Discussions

  7. Top Objections during Negotiations & how to Handle it.

  8. Top Closing Techniques to take customer commitment & Close Deals.

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• How to Handle Sales Followups

  1. Creating Value for Customers in Followups

  2. Handling Different types of followups - Active Leads, Inactive Leads, Dormant Accounts

  3. Creating Followup Process 

  4. Creating Followup Templates

  5. Strategies to Turn Followups into Call Backs

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• Sales Pipeline Management

  1. Sales Process & Sales Funnel Management

  2. Day Planning & Organizing

  3. Top Sales Pipeline Management Metrics 

  4. Free & Paid tools to Track Metrics

  5. Reports & Forecasting

  6. Strategies to effectively Improve Pipeline Performance

  7. Strategies to Improve Personal Performance - Calls, Meetings, Followups​

  8. Mock Session & Practice

Linkedin Selling Specialist

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For Channels - Linkedin, Linkedin Sales Navigator

Proficiency - Beginner to Expert

• Linkedin Lead & Sales Generation Planning

  1. Goal Setting for Lead Generation 

  2. Building Decision Maker Persona for Target Audience & Market

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• Setting up & Optimizing Linkedin Profile

  1. Setting up Linkedin Profile according to Target Customers & Market

  2. Understand various Linkedin Profile Sections responsible for Lead Generation & Brand Building

  3. Free & Paid tools to Optimise Linked Artifacts

  4. Importance of Linkedin Company and Showcase Pages in Lead Generation

  5. Learning Various Linkedin Settings to enable Maximum Profile Visibility

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• Outbound Linkedin Selling for Leads & Sales Generation

  1. Linkedin different Free Search Options to Find Target Leads

  2. Learning Sales Navigator for Lead Generation

  3. Linkedin Free & Paid Tools to Find Customer Contacts from Linkedin

  4. Preparing Sales Pitch using PSG Model to Send Connection Request and Grow your Network

  5. Setting up Sales Followups Process, Messaging Templates to Convert Connection into Leads

  6. Do’s & Don’t of Linkedin Outbound Initiative

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• Inbound Linkedin Selling for Leads & Sales Generation

  1. Identify right Keywords used by Customers to Search for Companies & People on Linkedin

  2. Optimize Linkedin Profile with Right Keywords & Messaging for Customer Searches.

  3. How to Setup Linkedin Lead Magnet for converting Profile Visits to Enquiries

  4. Learning Linkedin Posts & Articles to drive Visibility, Branding and Enquiries.

  5. Free Tools to Create Linkedin Posts, Find Hot Topics, Popular Hastags

  6. How to Use Hashtags to Drive More Visibilities and Leads

  7. How to Use Linkedin Comments, Industry Influencers to Generate more enquiries

  8. Automation Tools to Planning Linkedin Posts, Followup Messages

  9. Do’s & Don’t of Linkedin Inbound Marketing

  10. How to run Linkedin Ads for more Connections, Post Reach or Enquiries Generation.

  11. How to Measure Linkedin Efforts and Performance.