Actions and Detail Panel
Make Every Call Count
Wed, October 12, 2016, 8:30 AM – 12:00 PM BST
Upfront has helped clients win over £100 million of new business including the likes of Coca Cola, Expedia, Tesco Bank, Adidas and Molson Coors.
Over this time, the Upfront team has trained and developed well over a 100 business developers who have gone on to help agencies win lots of business and enjoy fantastic success within the industry. One has gone on to found a PR agency, another is MD of a digital agency and our first employee is now heading up Business Development Internationally for a leading network. All of this has been underpinned by solid new business best practice and effective calling.
On Wednesday 12th October we will be sharing the experience and insights gained over the last 15 years on how to make your new business calls more effective.
As part of an interactive workshop on calling best practice we will cover the following:
How to structure each call:
Planning your call
Researching your prospect
How to create credibility
Ensuring your call is relevant
Understand what you are trying to get from each call:
Identify primary and secondary objectives
What is the ‘reason’ for the call.
The hook. What is going to get their attention
Identify decision maker roles
Understand requirements and challenges / opportunities
Matching answers with ‘benefits’
Group exercise to share common objections
Understand what are real objections
How to overcome them
Tips on closing
Keep developing relationship
The training session will be run by Jody Osman and Guy Edwards from Upfront.
Jody Osman, Owner and Managing Director of Upfront Business Development.
Jody founded Upfront in 2005 and has extensive experience in business development, working with a wide range of marketing and digital agencies.
Jody has extensive experience across all levels of business development since starting out 15 years ago, and was able to secure meetings with the President of Coca-Cola (GB & Ireland) and the Marketing Director at BT within his first 6 months as a Business Development Manager, both turned into early wins.
Since then Jody has helped the team at Upfront generate new business wins totalling over £100 million for our clients and remains hands on with the team. Jody will be sharing his experience, tips and best practice.
Guy Edwards, Sales Director at Upfront Business Development.
Guy has worked in business development for the last 9 years, across software platforms, services and for agencies.
Guy is the Sales Director at Upfront and mentors a successful team of Business Development Managers. Providing regular coaching on proposition development, objection handling, mindset motivation, qualification, questioning and pipeline management.
Guy is passionate about helping others succeed in new business - and ultimately winning business. Guy will be sharing this experience, expertise and energy with other Business Developers as part of the workshop.
Places limited to 10 x Business Development / New Business Managers so register now to avoid disappointment.