$250

JBarrows Keep Dialing Workshop Boston

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District Hall

75 Northern Avenue

Boston, MA 02210

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Refunds up to 1 day before event

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Description

The Keep Dialing workshop will teach you a specific structure of how to create sales-ready messaging that focuses on the specific personas you want to get meetings with and help you differentiate from your competition. We will then show you how to implement this messaging into proven call, e-mail and contact strategies that you can implement to drive immediate results.

Tickets include access to our 2019 Executive Priorities ($199 value). Lunch will be provided.

View the Filling the Funnel online training details and curriculum here.

Agenda:


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

  • 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

  • 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


What previous workshop attendees are saying

"Our pain points before the workshop were being active listeners and able to effectively handle objections. We worked through these during the workshop, and in our first 90-minute call blitz after the workshop, our team booked 29 meetings."

-Sales Development Associate, selling into the Healthcare Space


Keep Dialing Workshop for your team

Interested in the #KeepDialing workshop for your team? Get in touch with us here.


About our workshop partners

SalesLoft

SalesLoft is the leading sales engagement platform, helping sales organizations to deliver a better sales experience for their customers. More than 2,000 customers use the company’s category-leading sales engagement platform to engage in more relevant, authentic, and sincere ways, including Square, MuleSoft, WeWork, and Dell.

Based in Atlanta, Georgia, with additional offices in San Francisco and New York, SalesLoft has more than 350 employees and was recognized as the #1 best place to work in Atlanta. The company was also named the 7th Fastest-Growing Technology Company in North America by Deloitte. For more information on SalesLoft and how to deliver a better sales experience, visit https://www.salesloft.com.

LeadIQ

LeadIQ sales prospecting platform helps you to discover emails and contact information, enrich data with company information and social profiles, and syncs to your CRM with a single click on a button.

Use LeadIQ's chrome extension to create prospect lists from across the web. Find contacts and accounts using advanced filters. Build a lead list in minutes, not days. To learn more visit https://leadiq.com

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Date and Time

Location

District Hall

75 Northern Avenue

Boston, MA 02210

View Map

Refund Policy

Refunds up to 1 day before event

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