The prospecting rulebook, A 4-WEEK strategy document Hitting your sales quota each quarter is no mean feat. It takes a lot of hard work and talent. But if you’re working flat out and yet consistently finding it hard to make quota, it’s natural to find yourself thinking: what more can I do? Well, the answer most likely is: a lot. The truth is, ensuring you hit your sales quota is not as simple as having a great work ethic and attitude. It takes discipline, organisation and strategy. Use these tips to help ensure you hit your sales quota. CPSA Meeting in a Box: A series of 15-minute guided presentations to help increase your team’s performance.

Pre-learning: Facilitator: One week prior to your meeting, please inform your sales team to prepare with these CPSA Learning Hub resources. Reading: 5 Keys to Effective Prospecting Listening: SalesProChat - Must-have Prospecting Tools For Every Salesperson How to Build a Sales Funnel and Harvest Leads Templates to Print: UVP Creation and Competitive Advantage Tool

Frontline conversations and refining your pitch WEEK 4: Frontline conversations and refining your pitch Practice Makes Perfect! - Resilience and Persistence in prospecting In week 4 of 4 we’ll consider ways to refine and hone your sales prospecting activities. Specifically, we’ll delve into ways to help you learn from conversations you’re having with targets and clients.

A “no" can be more useful than as "yes". LISTEN, LEARN AND REACT DDSD As a professional on the frontlines it’s your duty to listen and respond to the needs of clients and prospects! By understanding and analysing objections and rejections, you will be better equipped to meet the needs of ideal targets next time! A “no" can be more useful than as "yes". By documenting and discussing objections you can find patterns in why people are saying no and ways to improve the chances of getting buy-in. Listen to Must-have Prospecting Tools For Every Salesperson and learn 5 top tools and resources that will help increase your productivity and hit your quota more efficiently.

Refining a omni-channel approach FINE-TUNING Refining a omni-channel approach As you apply your active listening skills to learn what appeals to prospects, be sure to also ask about how they like to be contacted, where they consume info and which channels of communication are best for them. This qualitative information, coupled with hard data from your marketing team will give you the tools to develop high-converting prospecting campaigns.

Keeping ahead of the competition As you apply your active listening skills to learn what appeals to prospects, be sure to also ask about how they like to be contacted, where they consume info and which channels of communication are best for them. Think call v email. Inmail v Twitter DM. Conference networking v a meeting at the office and so on. The qualitative information, coupled with hard data from your marketing team will give you the tools to develop high-converting prospecting campaigns. Be sure to combine that with knowing how and when to use the communications channels available to you to reach prospects in the most timely and impactful maner. Listen to 'How to Build a Sales Funnel and Harvest Leads' with sales prospecting expert Mark Hunter. Discover the differences between hunting and farming in sales, and how to develop a sales funnel which feeds off inbound and outbound channels.

Take action! CONSULTATIVE INVESTIGATION QUESTIONS TEAM ACTIVITY: CONSULTATIVE INVESTIGATION QUESTIONS. This tool will help you to develop a series of consultative questions to gain more valuable information from your customers. It will also provide you with a better understanding of their needs and goals. CONSULTATIVE INVESTIGATION QUESTIONS https://www.cpsa.com/resources/articles/uvp-creation-competitive-advantage-tool

ADDITIONAL RESOURCES FROM CPSA TEMPLATES – CPSA is constantly building and upgrading our catalog of templates to make your job easier! WEBINARS - Our “virtual” training sessions led by industry experts, at your convenience. PODCASTS - Take the sales experts wherever you go! LEARNING HUB - Check out the latest sales articles, white papers, and ebooks

GO TEAM GO!