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Sales Strategy and Prospecting (BUSDEVCERT2)

Business Development Learning Program


Description

Welcome to the Sales Strategy and Prospecting learning module.

The module explores the fundamental aspects of our Business Development Strategy, the stages of our Sales Pipeline and the SMART OUTREACH processes we use at Happy Finish to generate leads.

TO COMPLETE THE MODULE: pass the final test and the feedback sheet
ESTIMATED TIME TO COMPLETE THE MODULE: 5hrs
COURSE INSTRUCTOR: Gabriele La Monaca - gabriele.la-monaca@happyfinish.com

At the end of the module you will:
- Understand the Lead to Cash Process and the Business Development Lifecycle stages
- Understand and explain the main elements and stages of the SMART OUTREACH Process
- Be able to target potential prospect using the Happy Finish Target Segment Document
- Plan successful outreach strategy by identifying prospect pains and link them to our USP'S
- Develop your skills in crafting inspiring outreach emails and making effective cold calls
- Understand and be able to implement a solution selling approach throughout your prospecting strategy
- Be able to transfer our culture and USP's to the prospect generation process

This module will be considered completed once you successfully pass the Final Test and fill the feedback sheet


Enjoy your learning

Content
  • Introduction to Business Development learning program (clone)
  • PART 1 - SALES STRATEGY OVERVIEW
  • Lead to Cash Process and Business Development LifeCycle
  • Market trends and overview - Stuart Waplington - 13:41min
  • Target Segment Document (clone)
  • Business Development Lifecycle stages (clone)
  • PART 2 - PROSPECTING PRINCIPLES
  • SMART outreach process
  • Activity - Targeting
  • Activity - Plan Outreach Strategy
  • PART 3 - OUTREACH METHODS
  • Outreach Methods
  • Activity - Assess email effectiveness
  • PART 4 - SALES APPROACHES
  • 3 Sales Approaches -Stuart Waplington 9:15min (clone)
  • Activity - Managing Objections (clone)
  • Activity - Explore Solution Selling Approaches
  • FINAL ASSESSMENT
  • Final Module test
  • feedback sheet
  • ADDITIONAL RESOURCES
  • How to identify Pain Points
  • The 5 things a good outreach email should contain
  • 12 rules for creating powerful thought leadership pieces - Forbes (clone)
  • Managing Objections - Cost 6:20min (clone)
  • Managing Objections - Convenience 3:15 min (clone)
Completion rules
  • You must complete the units "Final Module test, feedback sheet"