PROSPECTING POWER
Keeping The Pipeline Full
Drive Results with a Creative & Persistent Customer Acquisition Strategy
Sales Prospecting training
Prospects are getting a lot of emails, which may be why your results from cold email outreach are dwindling. Not only are your prospects overwhelmed by emails, they’re more suspicious of cold emails than ever before.
To drastically improve favourable replies from your prospecting efforts, we champion an omnichannel approach. A targeted approach where you connect with prospects across multiple platforms, not just one. This multi-channel strategy is key to effective outreach.
Enroll Prospecting Power: A modern approach to sales prospecting. Learn how to ensure your customer acquisition strategy is creative, persistent and, most importantly, generates real results.
keeping the pipeline full requires...
The majority of outbound teams these days focus on either cold calling or cold emailing. For optimal results, it’s not about selecting a single method but rather integrating various touchpoints across different platforms. This comprehensive approach is crucial for achieving the best outcomes.
Effective prospecting connects you quickly with key customers and decision-makers, giving you an edge over competitors.
Rather than waiting for customers to come to you, proactively seek them out to build a reliable sales pipeline.
Signs your team needs to learn
HOW TO PROSPECT
- They're missing sales targets and are experiencing a decline in sales performance
- They lack confidence when interacting with potential customers
- They struggle to identify the ideal customer for their product or service
- They find it difficult to convert leads into paying customers.
Refine Your Client Prospecting Skills
Best Training and Facilitation Skills
SOCO/ has won awards at the HR Vendors of the Year awards since 2014. These awards include Best Sales Training Provider, Best Digital Learning Provider, and Best Training and Facilitation Skills.
Industry-leading companies choose SOCO Sales Training to train their teams for a few key reasons:
- Award-Winning Training Provider
- Trained Over 50,000 Sales Reps
- We Customize Training to Every Industry
- Pre-Training Learning
- Role Playing and Group Discussions
- Thorough Post-Training Evaluation
- Post-Training Reinforcement
•Spotify•
•Carousell•
•Brother•
•MAERSK•
•Hewlett-Packard•
Chau Tran2024-01-29Thanks Mr. Jason and Soco. I had great training days in Malaysia with Mr. Jason 🤘. Great experiences and received good and helpful advice and skills for sales job ! High recommendation for Sales courses
Admissions Manager2023-11-19It was an engaging session with lots of tips that the team was able to use in their daily work. Tom was excellent in connecting with various people within the team and kept them involved in the discussions. Highly recommended.
Fred Fischer2023-10-11The SOCO team facilitated a workshop that exceeded our (already high) expectations. Engagement from our sales team, especially those disgruntled to have been taken out of the field, was phenomenal....I could not have achieved our learning objectives w/o SOCO's assistance. I am looking forward to leveraging your team again soon.
TIPWAN WONGPAN2023-08-23Thank you for sales skills and knowledge sharing. It was a fruitful training. So much fun and Tom encouraged me a lot.
Laura Chong2023-07-31Great session with Allen! He was knowledgeable and tailored the session to our needs. Session was engaging as well with the use of roleplays.
Jereme Chong2023-05-29Great training provider, was attentive and ready to assist with any requests. Would definitely use them again for other training needs.
Jason Cabute2022-10-27We had the training sometime in September. We appreciate the great course, and it has helped us to better serve our customers.
Jon Cronin2022-01-28Engaging, thoughtful training with a real insight into the world of sales.
karami omar2020-05-27The virtual learning experience has boosted my confidence level. So many new ideas apart from refreshed ones have been shared. Will definitely share with my partners and team members. Well Done SOCO!
prospecting techniques that maximiZe results
SOCO®’s prospecting training maximizes team performance by refining each aspect of the outbound process for better results. We cover everything from phone skills, email templates, LinkedIn, multi-channel touch points and targeting.
Participants actively practice and enhance their skills through role-playing exercises, breakout rooms, and group discussions.
SOCO®’s prospecting training actively engages participants through a variety of interactive methods. The training ensures participants learn and remember new skills through group discussions, role-plays, case studies, and Q&A sessions.
Our prospecting course helps you find the right customers and teaches you to write emails that get responses. You’ll also learn to improve your phone skills and use an effective omnichannel prospecting strategy for better results.
what you'll learn
- Identifying who to target
- Crafting messages that resonate with your buyer
- Honing phone skills
- Getting past gatekeepers to reach decision-makers
- Increasing number of meetings scheduled
- Qualifying criteria to focus on high-potential leads
- Maximising results using LinkedIn
- Implementing an omnichannel approach to prospecting
- The ideal sales cadence for maximum results
EXPAND YOUR REACH: Build Effective Prospecting Skills
Connect and Convert with Strategic Client Engagement
KEY OMNICHANNEL PROSPECTING SKILLS
To maximize results from your outbound efforts, every step of the sales process needs to be fine tuned and perfected. You’ll learn to sharpen your focus on hyper-targeted key accounts and polish your phone skills. You’ll also master crafting precise emails and learn the latest strategies in social selling for success.
HYPERTARGETING Prospects
High quality leads start with hyper targeting. Our training helps you identify the ideal customer profile for your offerings. You’ll learn how to clearly define who to target and the best ways to reach them.
next level phone skills
The success of a cold call relies on the quality of the first 3 seconds. Consider whether your reps sound like robots or real people that your leads would want to engage with.
During our phone skills module, we focus on roleplaying and practice to deliver next level phone skills.
effective email templates
Craft emails that stand out, ensuring they reach the inbox and receive prompt replies, instead of landing in the spam folder.
MODERN LINKEDIN STRATEGIES
LinkedIn has transformed the way business development reps can generate high quality leads. By using SOCO®‘s 7 step LinkedIn lead generation process, trust, rapport and brand building are maximized to ensure the best results.
AN OMNICHANNEL APPROACH
A multi-channel approach ensures your message stands out. Unlike sending just a single email or phone call, this approach makes it hard for prospects to ignore your message. Our approach champions a seamless integration of phone, email, social media, and messaging in your strategy for superior results.
REACHING DECISION MAKERS
Shift your sales focus to prospects who have the authority to say “yes,” rather than those limited to saying “no.”. We help learners discover how to get past gatekeepers to reach the decision makers.
EFFECTIVELY QUALIFYING LEADS
In sales, it’s important to recognize that leads vary in quality. Our qualifying module teaches you how to effectively identify the most promising leads. This way, you can focus your efforts on prospects who are more likely to become customers.
Who IS sales Prospecting Training FOR?
Our Omnichannel Prospecting training prepares outbound sales and business development teams with the necessary skills. They learn to identify new leads, assess prospects, oversee their sales pipeline, and secure valuable leads effectively.
Duration
1/2 Day to Two Day Workshop or
Multiple 120 Minute VILT Sessions
For who
Sales Development Representatives & Business Development Professionals
Format
Live in Person Training or
Virtual Instructor-Led Training (VILT)
Transform Leads into Revenue with Smart Prospecting
Reinforcement
Content
SOCO provides 4-12 weeks of content after the workshop to help reinforce the in-class learning.
Post Training Evaluation
We conduct an in-depth assessment of the learners post training to evaluate what they learnt and how they will implement it.
ROI Maximizer & Next Steps
To ensure you get the most out of the training and your investment we conduct a debrief call to highlight next steps needed and recommendations on how to maximize effectiveness.
Experience success like our trusted clients (A CASE STUDY)
A health tech firm in Singapore, “GG“, was dissatisfied with traditional training methods. They sought dynamic visual sales training that’s more “impactful than a sales manual,”. To achieve this, they engaged our services to enhance the skills of their diverse business development team.
GG had plans to expand into new territories. They needed a sales training provider to enhance their team’s ability to identify potential clients, evaluate opportunities, and navigate through customer objections smoothly.
SOCO/ Sales Training provides a comprehensive sales training program. It covers all pillars of the SOCO® Selling™ Methodology, ensuring a well-rounded sales training experience. Companies can pick topics based on their team’s pressing needs.
GG chose to focus on improving several key sales skills. These include prospecting, making effective presentations, and taking control of the sale. They aimed to do this by adopting a ‘challenger’ approach to handling objections, thereby sealing the deal.
As a result of our exclusive and innovative training, GG has maximized its growth and potential tenfold with SOCO®. Their business development team are now high-performing sales experts ready to take them to the next level and can now:
- Identify and eliminate “fake leads” to qualify actual leads faster
- Understand why buyers have specific objections and how to overcome them
- Identify and qualify decision-makers
- Differentiate and communicate the USP (Specialist vs Generalist) of products against main competitors’ similar products
- Demonstrate the core value and end benefits of products with ease
- Continue expanding the businesses operations
Navigate the Sales Landscape with Confidence and Creativity
FREQUENTLY ASKED QUESTIONS (FAQ)
Why is Prospecting training important for your team?
Prospecting training is essential for sales teams. It equips them with the skills to find and connect with potential customers successfully. Prospecting is not just about finding new leads. Prospecting involves learning how to start conversations, nurture relationships, and ultimately convert prospects into loyal customers.
This training helps your team focus on quality, not quantity. They learn to use a strategic approach to connect with the right people at just the right time. Investing in prospecting training not only boosts your team’s confidence, but it sets the stage for sustainable growth.
Prospecting training is a key part of a winning sales strategy. When done well, it can turn a team from just meeting quotas to exceeding them with great results.
Should I hire a sales trainer?
Yes, hiring a sales trainer can be a valuable investment for your sales team.
An external sales trainer brings several advantages:
- Diverse Experience: External trainers have experience training different companies and industries, allowing them to share best practices and insights from various sources.
- Continuous Learning: External trainers are constantly updating their knowledge and techniques, ensuring that they bring fresh and up-to-date strategies to your team.
- Objective Perspective: External trainers offer an objective view of your team's strengths and weaknesses, providing unbiased feedback and tailored training solutions.
As compared to an internal trainer, these are some of the insights that they may not have. By hiring an external sales trainer, you can leverage their expertise to help your sales team perform at their best and stay competitive in the market.
What is the average cost for Prospecting training?
The average cost of Prospecting training can vary significantly depending on the provider and duration of the training. Companies can expect to pay between $400 to thousands per learner.
What are the program delivery options?
Prospecting training can be delivered live in-person, live-virtually, via e-learning or a combination of methods referred to as 'blended learning'.
How long are the training sessions?
Training sessions can vary in length to accommodate different needs. They can be delivered as short 90 minute sessions delivered via web conferencing software or can span 1-3 days in-person.
This flexibility allows us to cater to your preferences and scheduling constraints, ensuring everyone can receive the training they need no matter how busy they are.
What is covered in a Prospecting training session?
Our Prospecting training sessions are designed to equip you with the skills needed to excel in the art of engaging potential clients. Here are some key topics you can expect to learn:
Identifying who to target: Learn to focus your efforts on the most promising leads. We’ll start by pinpointing who to target, ensuring your efforts are directed towards the most promising prospects.
Crafting messages: Develop messages that resonate with your buyers. You’ll learn how to tailor messages that not only catch the eye of your buyer but also speak directly to their needs.
Honing phone skills: Improve your ability to engage prospects over the phone. Phone skills are crucial, and we’ll help you hone these to perfection.
Getting past gatekeepers: Gain strategies to reach the decision-makers.
Increasing meetings: Boost the number of meetings you schedule with potential leads. It’s not just about reaching out, but also about increasing the number of meetings scheduled.
Qualifying criteria: Concentrate on high-potential leads to maximize efficiency.
Using LinkedIn: Utilize LinkedIn effectively to enhance your prospecting results.
Omnichannel approach: Learn to prospect across various channels for better visibility, ensuring you’re visible across all touchpoints.
Sales cadence: Establish a consistent and effective sales rhythm to keep your pipeline flowing and your results on the rise.
How can I measure the ROI (Return on Investment) of sales training for our company?
Which countries/locations can you provide training for?
We are committed to serving clients around the world. Our training programs have been successfully delivered in various international locations includeing all APAC countries, Europe, Canada, and North America. Regardless of your organization's location, we can work with you to provide high-performance sales training solutions tailored to your specific needs and objectives. Our global reach ensures that businesses in different countries can benefit from our expertise in optimizing B2B sales teams.
Prospecting Training
READY TO FILL THE PIPELINE?
Get a quote or find out the right pillars and modules for your team. Our experienced program advisors are happy to help.