Data-Driven Prospecting
Learn how to create a prospecting system to engage your potential clients.
Professional Services businesses thrive on the strength of referrals and word-of-mouth. However, as markets mature and become more competitive, passive approaches to business development are no longer enough to rely on. Data-Driven Prospecting for Professional Services will teach your team the tools and techniques they need to proactively find and engage their ideal client prospects in a targeted, process-driven and scalable manner.
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This program is tailored specifically to the Professional Services industry - law firms, consulting firms, financial services firms - and is designed for anyone who is responsible for business development, whether to find new clients or to generate more business from existing clients.
Start with 3 core modules then choose from 4 optional modules or coaching add-ons to personalize your training.
1.
THE OUTBOUND FUNNEL
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In this session, we discuss the importance of taking a process-driven approach to outbound prospecting, the components of an effective prospecting system, and how to get started by defining your ideal customer profile.
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2.
BUILDING PROSPECT LISTS AT SCALE
OPTIONAL
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In this session, we explore two non-technical web scraping techniques that will help you efficiently build large lists of relevant prospects, how to use freelancers to drastically increase your efficiency, and how you can personalize your lists at scale.
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3.
AUTOMATING YOUR OUTREACH
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In this session, we introduce the concept of a sales sequence and discuss the role of sales engagement software in automating your outbound prospecting system.
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Coaching Add-On: 1-1 sequence design workshop
4.
CREATING YOUR MESSAGE
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In this session, we discuss the difference between 'me' vs. 'you' messaging and how to create a value proposition that aligns with your prospect's priorities and challenges.
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Coaching Add-On: 1-1 message creation workshop
5.
DELIVERING YOUR MESSAGE (EMAIL)
OPTIONAL
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In this session, we look at the structure of an effective cold email sequence, share the principles of writing compelling email copy, and bring it all together to help you practice writing and editing your own cold and follow-up emails.
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Coaching Add-On: 1-1 email editing workshop
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6.
DELIVERING YOUR MESSAGE (PHONE)
OPTIONAL
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In this session, we examine the flow of an effective 'cold' call and share techniques to get your prospect to talking and agreeing to take action.
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Coaching Add-On: 1-1 live cold calling session
7.
SEGMENTING YOUR ACCOUNTS
OPTIONAL
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In this session, we introduce and apply the concept of account segmentation to your existing accounts to help you better target your outreach and prioritize your time.
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Coaching Add-On: 1-1 Account Segmentation review
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We'll deliver in any format you need.​
ON-SITE
On-site training is delivered with small group exercises and a number of customized hands-on activities.
REMOTE
Remote training is delivered live over Zoom with individual exercises and activities curated to increase engagement.
ONLINE
This program is available for on-demand licensing, which can be used to train new staff or as a reinforcement tool.
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I just found it incredibly, incredibly useful. I'm not new to the sales game, I've done it all my life, but like anything you need updating and refreshing. The two days certainly did that for me. I learned new ways of doing things.
Justin Reynolds
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