Successful sales prospecting and

GENERATE LEADS

Discover proven telephone prospecting methods to increase your number of generated prospects.

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.2/5 (1283 reviews)

Success rate*

100%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

Define the objectives and organize your prospecting

Beliefs and mindset
Key success factors in prospecting
The prospecting plan

Practical activities:

Complete the self-assessment of your prospecting
Determine your prospecting plan

Define the targeting and create your prospecting file.

Targeting tools
The prospecting file
Data sources and enrichment solutions

Practical activities:

Complete your typical persona profile
Detail the list of targeting criteria for priority targets
Enrich 5 leads using a data source not previously utilized.

Build the script and master appointment-setting techniques

Appointment scheduling script
Event technique
Cognitive biases

Practical activities:

Write an appointment-setting script
Perform a self-assessment of your practices for a session of appointment setting.

Use emailing for prospecting

Keys to an effective message
E-mailing sequence framework

Practical activities:

Select 2 advertising or prospecting media and complete the e-mailing inspiration sheet.
Send a prospecting email to several prospects and then contact them by phone

Use social media in prospecting

LinkedIn profile grid
Engagement Challenge
Outbound Call Challenge

Practical activities:

Role-playing on outbound calls with debriefing via the "Outbound Call Assessment Form" grid

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales representatives, business developers, technical sales representatives, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

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Organize your sales activity

Training to organize your prospecting work by determining relevant segmentation criteria or to automate your activity.

Mastering consultative selling and appointment setting

Training to better structure your sales meetings and identify your clients' challenges to increase your conversion rate.

Would you like to discuss your training needs?

Mastering the Art of Telephone Prospecting in B2B: Methods and Examples

Telephone prospecting is an essential sales technique for B2B companies. But how do you succeed in this often delicate approach? What qualities are required to be an effective teleprospector, and how do you implement a convincing telephone prospecting script? In this article, we will explore the different methods, provide concrete examples, and answer frequently asked questions about B2B telephone prospecting.

Understand Telephone Prospecting

Telephone prospecting involves contacting prospects by phone to present a product or service, qualify leads, and potentially schedule appointments with sales representatives. This direct prospecting method requires a strategic and well-prepared approach to achieve effective results.

Telephone Prospecting Methods

There are several telephone prospecting methods, each with its own advantages and disadvantages. Some companies prefer a more direct approach, while others opt for a gentler approach focused on building long-term relationships. Regardless of the method chosen, it is important to remain professional, empathetic, and have a good understanding of the prospect's needs.

Telephone Prospecting: How To Do It?

To succeed in telephone prospecting, it is essential to follow a few key steps. First, it is important to prepare well by researching the company and the targeted prospect. Next, it is crucial to have a well-structured, yet flexible, telephone prospecting script that guides the conversation while allowing for natural and personalized interaction. Finally, it is important to listen to the prospect, ask open-ended questions, and respond to their objections constructively.

Telesales Representative: Required Qualities

To be an effective teleprospector, several qualities are required. First and foremost, it is important to have excellent communication and active listening skills. It is also essential to be persistent, organized, and able to manage rejection constructively. Finally, a positive attitude and a results-oriented mindset are essential qualities for success in this field.

Telephone Prospecting Appointment Setting

Appointment setting is one of the main objectives of B2B telemarketing. To succeed, it is important to properly qualify leads, to convincingly present the advantages of meeting with a sales representative and to be flexible in scheduling appointments. By following a structured approach and remaining attentive to the prospect's needs, it is possible to obtain qualified appointments that can lead to successful sales.

Conclusion

In conclusion, B2B telephone prospecting is an effective sales method when executed well. By following the right methods, using an adapted script, and developing the necessary qualities, teleprospectors can maximize their chances of success and contribute to the growth of their company. Whether it's to qualify leads, schedule appointments, or close sales, telephone prospecting remains a valuable skill in the business world.