Inside Selling

This seminar aims at improving your work productivity in all the tasks performed while not in front of clients. As Dr. Bizzi’s book discusses, cumulative research incontestably proves that there is only one personality trait that matters to be successful in sales: conscientiousness, the art of being organized, managing your time and tasks properly so that you don’t get dragged away by unproductive activities and focus on all the tasks that yield the best return for your work. The seminar will help you improve your activities of client research, prospect analysis and list development, pipeline management, task automation, emailing, texting, calling, and video calling. We will work together as a group and with the help of small teamwork activities. Everyone will review the approaches followed by the others, find opportunities for improvement, and refine the messaging. We will work on developing not one single standardized script to apply to every prospect or client but a tree-like set of adaptive scripts that will allow you to personalize effectively the discussion with different types of clients, maximizing the effectiveness of your interactions with buyers.

These are some of the topics that we will discuss in the seminar:
- Which prospecting methods work best nowadays, for which industry, and for which type of clients?
- What is the optimal sequence and pace for multitouch points?
- How do you improve your time management and best organize your tasks?
- Which tasks can you automate and how?
- How do you manage your pipeline?
- How do you develop and qualify your list?
- How do you research about prospects and clients? Which internet sources can best help you?
- What is the structure of the perfect email? And how should you email prospects or clients?
- How should you leverage voicemail, and which is the best messaging?
- How do you maximize the effectiveness of your calls? What is the perfect content for a sales call?
- When and how can video messaging and video calling be effective?

By the end of the seminar, you will have reinforced your messaging, strengthened your pipeline management, and identified how to allocate your time to tasks that lead to a higher conversion rate.