Sales Prospecting Skills

Get new customers and turbocharge your pipeline!

Pricing

$195.00 Regular Price Buy $195.00

Add Personal Coaching

One on one coaching with Mike. Limited Places. One hour minimum. Click link for details.

Get new clients!

Fill your pipeline

The professional way

Job #1 for sales people is to find new clients. New clients are the life blood of almost every business. This course shows you how its done!

 

Step by step

We show you how its done

The best new business prospectors follow a methodical path. They understand exactly what they selling, they build structured list. And then they connect!

We show you how.

About Your Instructor

Mike Adams

Mike Adams

CEO, Co-founder and Chief Storyteller at The Story Leader

Author of of the international bestseller, Seven Stories Every Salesperson Must Tell,  Mike is CEO and Chief Storyteller at The Story Leader

Mike has personally sold more than a billion dollars of products and services and managed sales teams in the United Kingdom, Russia, India, China, Vietnam, Indonesia, Malaysia and Australia in IT Software, Telecommunications, Oil and Gas, Mining, Facilities Services and Industrial Products sectors.

Since 2014, Mike's consulting company, has been helping all types of B2B leaders find and deliver their best stories and create their own story teams.

mike.adams@thestoryleader.com

You'll learn ...

What your buyer REALLY values

How to research and make a list

How manage your first contact

Email, LinkedIn and Messaging

Telephone Cold Calling

Getting the support of gatekeepers

Endorsements

I came away with a framework, tools and insights from the exercises that I can use with my sales team.
Emy Escalona Sales Manager@Oracle
would highly recommend Mike at Growth in Focus, he is very experienced and passionate about sales training.
Laurie Corbin Account Executive@Viatek
Mike is very motivating and has the experience that shines through. Great techniques that can be very valuable in your sales skills moving forward in your career.
Adam Wendt Business Development Manager @ F5M

Curriculum

Getting more clients! Get started. (SP01)

13:51

  • A Prospecting Tale (warm up) FREE PREVIEW
  • Introduction to this course FREE PREVIEW

Who is your buyer and what do they want, really? (SP02)

09:33

  • Your Buyers and what they Value FREE PREVIEW
  • Quiz on Buyers and Value FREE PREVIEW
  • DOWNLOAD - Prospecting Skills Worksheet File
  • Worksheet Buyer Value

Researching your Future Customer (SP03)

21:14

  • Researching for future customer names FREE PREVIEW
  • Worksheet on Research
  • Research Technology Update (New Sept 2017)

Make a List! (SP04)

06:54

  • List Building with your CRM
  • List Quiz

How to make contact? (SP05)

51:01

  • A Communication Framework - so you know what to do
  • ASK! And you shall receive FREE PREVIEW
  • A Story about "because" FREE PREVIEW
  • Telephone, Voicemail and Gatekeepers
  • Email tips and tricks
  • Worksheet Exercise on Scripting
  • DOWNLOAD - Email Prospecting Subject Lines & Templates

Examples - good and bad (SP06)

17:23

  • Telephone calling example
  • Worksheet for Telephone Calling FREE PREVIEW

Work Habits that get new Clients (SP07)

09:41

  • Case Study - The Pursuit of Happyness - Movie Clip
  • Case Study Quiz
  • Work Habits - Mike tells you how it has to be
  • Work Habits Worksheet
  • Knowing and Doing
  • End of course Quiz

Frequently Asked Questions

Can I purchase the coaching pack later, after I've been through the online part?

Yes, that's perfectly OK but places are limited.


How much effort is required?

The course is only takes a couple of hours to complete but putting the ideas into practice takes effort. Usually 2-3 months of deliberate practise. Don't sign-up if you are not willing to practise.

Can you coach people in any country?

Yes, we are setup for that. Our time zone is Melbourne Australia but we have students all over the world. 

What if I have a question about the course?

We are available to answer your questions - either from the in course discussion or via email. If you get really stuck we can help via video conference.

What do I do with the worksheet information that I fill in if I am not coached?

We recommend you review your worksheets with your manager or a colleague - and keep them handy, its valuable information.

How could I find our more about the instructor?

You can check Mike's LinkedIn profile for up-to-date information about Mike Adams


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More questions? Click the support link below

Let's get started!

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