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You can build a huge fat pipeline using the Filling The Funnel Program it and close it with the Driving To Close program. You can earn more, get more clients, and have the career you desire. This bundle will support you through the entire sales process from booking more meetings by email, phone and social. You’ll also learn how to close more of your pipeline which can be especially useful as quotas go up and territory size goes down.
John Barrows – Filling The Funnel And Driving To Close
No Risk Guarantee
We are 100% confident that our programs will help you close more business, that if you feel after completing your program, you won’t book more meetings, or close more deals, we will give you a 100% refund.
BUILD A BIG FAT PIELINE AND SELL THOSE DEALS
You can build a huge fat pipeline using the Filling The Funnel Program it and close it out using the Driving To Close program. You can earn more, get more clients, and have the career you desire. This bundle will support you through the entire sales cycle, including booking more meetings by email, phone and social. You’ll also learn how to close more of your pipeline which can be especially useful as quotas go up and territory size goes down.
These COURSES ARE RIGHT FOR ME?
This bundle is especially beneficial for those who prospect and close. If you’re in sales development but want To move to an account executive role, or you’re an account executive who still prospects, then this course is for you. If you’re in client success or account management, we recommend the Driving to Close program.
FILLING THE FUNNEL
PLACE THE FOUNDATION
We will discuss the fundamentals of prospecting success and outline the mentality, approach, and specific activity numbers that are required to succeed. You will leave with:
- The Sales is changing rapidly and staying relevant is key to your success.
- How to apply the AIDA process (basic sales) to prospecting
- An equation that helps you to break down your unique numbers into success
IDENTIFY THE TABLE
This session will discuss the importance of segmenting clients and the nuances involved with identifying the right clients to spend our time. This session will leave you with:
- This process allows you to divide and refine your account lists into Tier1, Tier2, or Tier3.
- How to successfully balance quality and quantity in prospecting activities
- How to make your Tier1 Hit List, and what you can do with it
KNOW YOURAUDIENCE
We will be looking within our target accounts for executives to help us find them and teach how to speak their language so we can maximize our chances of receiving a reply. You’ll leave with:
- The definition of the Power Line, and the characteristics of a Champion
- Particular words, phrases, approaches and approaches that you should avoid when using e-Contacting or calling executives
- The Top three priorities for C-level executives from 10 core industries
FIND YOUR REASON
This session will identify the most relevant business triggers for our targets. It will also discuss how to find them by using research and social tools. This session will leave you with:
- Here is a list of business triggers that will help you to understand the value of your solution.
- How to locate business triggers in your target accounts
- How to find information about your accounts and triggers
DELIVER YOUR MESSAGE
We will learn how to communicate with key executives to get their attention and earn the right for them to continue the conversation. This session will leave you with:
- The traditional Elevator Pitch is a failure
- How to get multiple attention-Grabber statements that can either be used in calls, or e-Mails
- How to create a Messaging Matrix that is based on priorities and triggers
DELIVER YOUR MESSAGE TO (PHONE)
We will focus on the delivery of your message by phone, using a structured and best-practice approach. With this, you will be able to:
- How to deliver and develop the product “Winning Call”
- Avoid weak introductions and use powerful introductions when making calls
- How to leave voice mails that focus them on your value proposition and then hang up.
DELIVER YOUR EMAIL MESSAGE
We will be focusing on how to deliver your message via e-mail in this session.-You should use a certain structure and best-practice approach to mail. You’ll leave with:
- How to write the “Why You, Why You Now” e-A 15-inch drive for mail-Executives have a 20% success rate in responding to inquiries.
YOUR CONTACT STATEGY
You will use all the knowledge from the previous sessions to develop a contact strategy that drives consistent, efficient prospecting. You’ll leave this session with:
- How to implement a multi-user policy-Contact strategy that is different from the norm and adds value to every touch
- The You can maximize your time management by separating your Tier1 from Tier2 accounts.
INTEGRATE SOCIAL SELLING
We will be discussing how to incorporate social sales into your marketing process to increase results and build your brand. This session will leave you with:
- It is important to clearly define the main components of social-selling and how you can do them both.
- How to maximize your social selling efforts using technology, tools and resources
- How to incorporate social selling into your daily life
GOVERN YOUR TIME
In this session we address how to improve your time management skills while also figuring out which prospecting approaches work and which ones don’t. You’ll walk away with:
- How to split-test your approaches to determine which ones work.
- How to use your time effectively while measuring and tracking results
- The Key to continuous improvement
DRIVING CLOSE
OBJECTIVE NEGOTIATIONS
This session will discuss the main purpose of negotiations, the best times to negotiate and how important it is to maintain objectivity and equality throughout all stages of the process. You’ll walk away with:
- The What the ultimate goal of negotiations is and when to start negotiations
- The Difference between Quid Pro Quo versus the Rule of Reciprocity for negotiations
- How to create an objective Scorecard to measure the health and forecast accuracy of every opportunity in your pipeline
THE PERFECT MEETING
This session will show you how to prepare for Perfect Meetings. The goal is to increase the level of engagement and your questioning. You’ll walk away with:
- The sales approach we adopt as sales professionals is the reason why most meetings are a waste.
- How to elevate your engagement by developing the Perfect Meeting questions starting with the client’s Industry and moving down to the specific Project you want to talk about
- Why we should focus our presentation on the 20% of our solution that aligns with the client’s priorities
PROACTIVE OBJECTION HANDING
This session will discuss why objections can be so difficult for sales reps and how we can best handle them. You’ll walk away with:
- The Reason: When it comes down to objections, the client almost always wins
- Why it’s so important to be proactive when dealing with objections compared to reactive
- The Main objection handling techniques, including when and how to use them
CLOSE IT OUT
In this session we talk about the challenge of closing and why it’s important to not only think of closing at the end of the sale process. Closing occurs at every stage of a sales process. To be successful, we must practice and apply the various techniques. You’ll walk away with:
- The Closing is difficult for many reasons
- The Two types of closing are available (Hard and soft).
- The The main closing techniques, including when and how to use them
Sale Page:: http://archive.is/sfET5
Here’s what you can expect in the new book John Barrows – Filling The Funnel And Driving To Close
Course Features
- Lectures 1
- Quizzes 0
- Duration 50 hours
- Skill level All levels
- Language English
- Students 131
- Assessments Yes
