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Smarter Prospecting


21 Feb 2019





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This event is full.



For an industry experienced in raising the profile of organisations, people, products and services, we are often really poor at doing the same for ourselves.

Event Type: Classroom

Address: PRCA, London, SE1 0BE

Places available: 10

Places remaining: 0

Trainer: Alison Clarke FPRCA

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Event Overview

This practical session will focus the mind on why it’s important to have a plan and how a sales focussed culture is critical to success. It will also look at the importance of growing existing client relationships.
Section 1 - New Business observations

  • The competitive landscape
  • Toolkit for success
  • Where new business comes from

Section 2 – New Business Strategy and process

  • Prospect targeting
  • Strategy and process
  • Prospecting messages
  • Opening doors

Section 3 – Sales Strategies

  • Building and managing a pipeline
  • Recruiting to sell
  • Selling not telling

Section 4 – Existing Clients

  • Upselling & cross selling
  • Team focus
  • Loyalty and profit

Discussion & Close