TOP OF THE FUNNEL - MINI PROGRAM
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Looking for some hot, fresh, new prospects? Wishing for higher quality, more specific, or more efficiently obtained leads?
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68% of businesses report to be struggling with lead generation. while 61% think that generating high-quality leads is one of their biggest challenges. You are clearly not alone. Get in the lead with the following modules program from Change Connect:
WHO SHOULD ATTEND?
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Entrepreneurs and sales leaders who are ready to digitize, revolutionize, or simply learn more about their customer relationship management system.
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Internal IT, Operations, or System Development teams.
LEARNING OUTCOMES
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Map out your business processes and tailor your CRM to align with the functionalities that help your team the most.
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Learn how to record, track and utilize data effectively to advance your business intelligence.
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Learn how to utilize the full potential of your CRM, keeping data and insights organized and accessible, as well as saving time by taking advantage of automation, segmenta-tion and dashboards.
WHY YOU SHOULD ATTEND
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The prospecting stage is the starting point; the time of first impressions. This is the time you want to make a lasting one.
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Understanding your market landscape will help you navigate the marketplace more purposefully and narrow down prospecting options.
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Streamline the top of the funnel processes to save time and lead to shorter closing periods.
COST
$3,000 + HST per trainee
COURSE COMPLETION SCHEDULE
24 HOURS
Pre-reading and
business analysis
54 HOURS
Interactive classroom
sessions held over 12 weeks
24 HOURS
Post-classroom reading
and instructor-led tutorials
FINAL EXAM
70% to Pass
COMPLETION OF PROGRAM
IS FINANCIAL ASSISTANCE POSSIBLE?
Upon completion of this program, learners will receive a certificate of completion from Change Connect. The program is aligned to meet partial educational requirements for industry experience hours.
Yes! Many businesses are eligible for financial assistance via the Canada Job Grant Program. Eligible employers may receive up to 83% of eligible training costs, up to a maximum of $10,000 per participant. Please contact us for more details.
MODULE 1
Client Progression & Pipeline Management
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With a focus on process and people, we help you to understand your various customers, their characteristics and how they travel through the buying process. This requires an in-depth exploration of their situation, desires and goals through our ‘Customer Avatar’ exercise to discover what it is that motivates them to buy your product or service.
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With a thorough insight into the customer, we can then adapt the sales process to ensure it delivers the right value at the right time. We map out the customer buying journey, identifying areas in need of improvement and benchmarking some best practices to follow moving forward.
Learning Outcomes:
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Understand the customer, their buying journey, and motivations.
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How best to align your sales process.
MODULE 2
Prospecting & Lead Generation Techniques
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Is your pipeline in need of some fresh faces? Learn the latest trends and techniques to drive ideal customers into the buying journey. We show you how to utilize modern selling technology and techniques to save time, energy, and money on your current outreach methods.
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Who are you targeting? How are you engaging them? With a full understanding of this element, we have the foundations to build a strong prospecting plan, filled with the best practices to keep you competitive.
Learning Outcomes:
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Know how and where to find prospects.
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Understand how they engage and how to grab their attention.
MODULE 3
Cold Calling Techniques
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The least glamorous part of the job for many sales reps but also one of the biggest drivers of revenue growth when done correctly. We will outline the methods that work, helping you to devise a script and effective strategy that ensures you elicit and attend to the needs and problems that your prospects are facing.
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We understand that simply knowing the theory and best practices is not the same as knowing how to apply them. Our interactive sessions and role playing exercises will provide practical experience to solidify everything we teach.
Learning Outcomes:
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Know how to create an effective and dynamic cold calling strategy.
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Understand the best practices to increase success rate.
MODULE 4
Remote Selling Techniques
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As the world pulls further away from traditional face-to-face selling, the importance of knowing how to sell remotely becomes ever more apparent to stay competitive. This module shows you how to best leverage multi-media as a selling tool.
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Knowing the best practices to design your virtual presentation, devising a communication strategy that supports online selling, understanding what both sides of the sale require to begin or maintain a successful and beneficial relationship - This module has it all.
Learning Outcomes:
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Understand remote selling best practices.
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Know how to utilize different strategies and when.
MODULE 5
Business Development Through Building Relationships
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Traditional selling strategies fall on deaf ears in the modern era, buying power now sits almost entirely with the customer and so the importance of establishing a strong and lasting relationship is paramount. The customer is buying you as much as they are your product or service.
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In this module we outline how to build trust and value with your customers. This includes communication strategies that best help you to convey your message and active listening to ensure the message you are conveying matches your knowledge of customers situation and needs.
Learning Outcomes:
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Understand your audience and how they engage.
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Use your knowledge to build trust, add value and solve problems.