Solutions to Build the Sales Pipeline™

Top sales performers know the key to their success starts with their ability to get in the door—or nothing else matters. This comprehensive training program helps sales and marketing organizations build the sales pipeline by providing systems, strategies and technology solutions that improve performance and achieve exceptional pipeline growth.

Each training program is customized to compliment current sales training systems and marketing campaigns.

Prospecting Strategies Workshop

Getting access to decision makers is half the battle. This one day workshop teaches salespeople strategies to help them gain insights and uncover potential critical business issues that will become the basis for gaining access to the decision maker. They must have an intelligent strategy to engage the decision maker in a business conversation that will lead to an appointment.

This workshop will help salespeople develop a simple yet powerful sales tool to position them as a ‘solutions company’ that can solve your customer’s critical business issues. They will have the confidence to engage decision makers in a series of questions to discover the potential for improving the performance and profitability of their prospects business. The training is upbeat and motivational to generate enthusiasm for building the sales pipeline.

Get Access — Get the Appointment — Build the Sales Pipeline

• Build your confidence to call any level
• Change the way you think about prospecting
• Put together a focused marketing plan
• Develop a written question-based sales tool to build a company profile
• Make the gatekeeper your greatest ally
• Obtain inside information that helps you gain insight and foresight
• Learn techniques to get access to the decision maker
• Overcome call reluctance, screens and common objections
• Learn how to conduct a business conversation focused on the needs of the customers
• Develop a written question-based sales tool to identify the prospects critical business issues
• Ask questions, listen and qualify the opportunity
• Gain agreement and set qualified appointments

One-on-One Telephone Coaching Sessions

One-on-one telephone coaching sessions immediately implement the strategies, skills and techniques learned in the Prospecting Strategies Workshop. Each salesperson makes real-time calls to prospects while their coach uses three-way calling technology to listen. Prior to each call, the salesperson and coach develop a strategy and goal for the call. After the call, they analyze and discuss the outcome and identify strengths and areas of improvement. The coach challenges the salesperson to take risks and remain confident throughout the session. This experience transforms the salesperson’s performance on the telephone. Each telephone coaching session is documented on the Assessment & Progress Report.

Coaching Makes the Difference

• A coach guides the salesperson to improve performance and does not judge current levels of performance
• The process and goal are the focus
• Consistent encouragement leads to successful results
• Risks are taken to increase growth potential
• Excuses are not accepted and action toward the goal and accountability are the expected standard of performance

Coaches Training Program

The Managers are given the training and systems to become an effective prospecting Coach. These systems reinforced on a consistent basis will build the sales pipeline and increase sales opportunities. A culture is created that makes prospecting and coaching an essential skill and activity to ensure the achievement of the company sales goals and objectives.

Training Certification

BPI certifies your corporate trainers to conduct the Prospecting Strategies Workshop, managers to conduct one-on-one telephone coaching, and salespeople that meet the standards for effective prospecting and building the sales pipeline.

Accountability and Realistic Expectations

The entire management team must support, coach and reinforce the sales process on a daily basis if it is to succeed. Overnight success will not occur. However, the adoption of the systems, strategies and skills will be essential to the sales team’s success. Exponential results will occur within a 3-6 month period with consistent reinforcement of the process. It’s a “back to the basics” fundamental system that will generate new business opportunities as long as senior management is committed to making it part of the everyday sales culture.

BPI Building People Inc. is looking forward to discussing your specific situation to develop and implement solutions to help you build the sales pipeline. Contact us and a BPI Consultant will follow up with you promptly.

© 2008 BPI Building People Inc. ALL RIGHTS RESERVED.
Design by Alcock Communications