One of the most common challenges in sales is getting new prospects into the front of the pipeline.
Sales Prospecting and Appointment Setting covers the best ways to prospect, including how to set appointments using the phone, email, social media, direct mail, and other methods available to you.
RAIN Sales Prospecting and Appointment Setting will teach your team the strategies and tactics they need to break through to senior-level buyers, set meetings, and create new opportunities.
Our prospecting training will help your team develop a value proposition that will make prospects want to meet with you. We’ll implement a prospecting sequence to consistently generate meetings.
Prospecting has changed considerably in recent years. Our prospecting training will teach you best practices for traditional outreach such as phone and email, as well as how to succeed with social media.
In our core two-day instructor-led RAIN Sales Prospecting and Appointment Setting workshop, suite of online programs, and other components of the RAIN Group educational system, we develop prospecting skills and teach your team how to:
of companies do not believe their sellers have the skills they need to consistently fill the pipeline.
Elite Performers are 2X more likely than The Rest to agree their sellers have the skills they need to fill the pipeline.
of companies named driving new logos as one of their top sales priorities for the year ahead.
Prospecting isn’t something you do only when the front of the pipeline is looking thin. Prospecting needs to be an ongoing process. You need each of your sellers consistently adding new opportunities. Yet according to our Top-Performing Sales Organization research, more than half of companies do not believe their sellers have the skills they need to consistently fill their pipelines.
When you look at the difference in performance groups, the need for prospecting skills becomes even more evident. 77% of Elite Performers agree their sellers have the skills to consistently fill the pipeline, compared to only 37% of The Rest. In fact, prospecting was the second strongest skill of Elite Performers.
In the RAIN Sales Prospecting and Appointment Setting program, your team will learn the ins and outs of prospecting and learn a proven process for generating leads and filling the pipeline.
While typical prospecting is telephone based, we teach your team to use the phone, email, social media, and other tactics as a part of the prospecting process. We teach a thoughtful, personalized campaign approach to gain access to a targeted list of decision makers.
In typical sales prospecting sellers pitch the results of their products and services, trying to secure demos and capability pitches with buyers. We take an educational approach to prospecting where sellers share new ideas with buyers and intrigue them by providing value in the meeting itself.
Typical sales prospecting is thought to be a numbers game, where sellers smile and dial getting the most calls in as possible. We focus on effective sales prospecting versus boiler room. We customize communications, using trigger events to deliver the right message at the right time.
We take a blended approach to learning that leads to real behavior change and results. Our programs include a mix of delivery options and components, including: