Toronto Cold Calling Workshop

Toronto Cold Calling Workshop

$499.00

This workshop is for prospecting sales reps, SDRs, and their managers. You will learn how to build a scalable cold calling process. For a sample of this content, please view this webinar replay.

DETAILS

  • Omers OneEleven (325 Front St W, Toronto, ON M5V 2Y1)
  • Thursday, December 6th 9:30am - 4pm (roughly)
  • Lunch Included
  • 2018 Executive Priorities now + 2019 Executive Priorities when ready ($400 value)
  • One year access to JBarrows online training for the first 10 people who register ($595 value)
  • Team pricing, three tickets for the price of two

    View the full details of our workshop below.

    SETTING THE STAGE 

    • The Death of the Average Sales rep – how to stay relevant in the age of technology and automation
    • The Science and the Art of selling
    • The Fundamental Process of Sales

    DEFINING THE TARGET

    • The details of your Ideal Customer Profile (ICP)
    • Tiering your accounts to align your approaches
    • How to speak the language of your audience
    • GROUP EXERCISE - Developing Your Ideal Customer Profile 
    • Identify the top 3-5 personas your solution adds the most value to
    • Research top 3 priorities and top 3 challenges for each persona
    • Identify components of your solution that address each priority and challenge from your ICP
    • Develop the expected results the prospect should expect when applying the component of your solution to each priority and challenge

    DEVELOPING THE MESSAGE 

    • Why most Elevator Pitches fail
    • The characteristics of effective Attention Grabbers
    • GROUP EXERCISE - Develop your Attention Grabbers
    • Create Attention Grabber messaging that combines the different persona priorities and challenges with the components of your solutions that drive specific results.
    • Develop 2-3 “go to” questions specific to each persona
    • Define the most common potential objections by persona and your responses to each

    DELIVERING THE MESSAGE 

    • The Winning Call Equation
    • EXERCISE - Develop Your Winning Call 
    • Develop your Winning Call “script” to a specific persona that includes an Attention Grabber, specific questions, and responses to objections