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Creating New Prospects and Managing Sales Pipeline

Introduction

The integral part of selling is to create new prospects or business opportunities, both from existing clients and from new clients, using a variety of proven techniques, including up-selling, cross-selling, ‘warm calling’ and referrals.

Additionally, a sales pipeline is a very important concept in selling because it is the recognition of the origin and result of each sale. Each sale starts as a lead -- which is a phone number, a name, an email address, a referral or someone who walks into your store -- they are leads. From there, you qualify the lead, which means, you make sure this person is capable of becoming a customer -- either they have enough money or the right size outfit for your products and services.

Hence, it is important to keep track of the ratios and numbers so you can understand your pipeline and improve it. How many calls does it take to get an appointment? How many appointments does it take to get a sale? And so on.

As a result of this course, participants will be able to:
• Use a variety of different methods for creating and generating new business opportunities in the short, medium and long term
• Source new business from existing clients through effective up- and cross-selling
• Tracking, and controlling Sales Pipeline

The program will have an immediate impact on participants’ ability to generate more business.

Methodology

The course combines theory and practice by mixing lectures and exercises throughout the session(s).

Contents of Training:

1. Setting a realistic sales target; how to cope with optimistic and pessimistic dilemma.

2. The common MMC (Myths, Mysteries and Confusions) in Bangladeshi market places.

3. Sources, forms and types of generating leads and new business.

4. How to ask and get referrals

5. How to leverage existing contacts to build new ones

6. How to gain new contacts

7. Getting senior-level appointments

8. Identify potential prospects – and decision-makers and influencers within target accounts – with greater accuracy

9. How to prioritize opportunities and manage your time when sourcing new business

10. How to Implement SPANCO model to generate and manage new business opportunity.

11. Finding out the right MAN to close the call.

12. Apply the key principles of effective prospecting and pipeline management generation

13. Develop a practical action plan for key accounts for up-selling and cross-selling

14. Making time for new business activity – how to build it into your daily and weekly routine

15. Sales tracking – managing contacts scientifically, using a variety of tools and methods

Activities:
• Group Discussion
• Role Playing
• Gaming
• MS Excel Sales Tracking Template

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Contact

9140345, 9117179

workshop@bdjobs.com

Bdjobs.com Ltd.

19 th floor (East), BDBL Building (Old BSRS)
12 Karwan Bazaar
Dhaka - 1215

Anyone interested to learn the sales techniques.
Arrangement for Certificate, lunch and two tea-break would be made by the Organizer during the workshop.


Very nice for self development & improvement of skills - S. M. Morshed Islam.