How effective is our Lead Qual course? Ask a sales exec!

"Geoff Alexander has trained my Inside Sales teams since 1992. Over the years Geoff has trained both telemarketing and quota carrying tele-sales groups for me. At Aion Corporation, Geoff trained my telemarketing team. Aion sold a knowledge base system, with an ASP of over $500,00. The biggest issue that we faced was getting over the fear of calling into C-level Executives. We had been stuck calling into IT and middle management. The lead quality and numbers were low because we were not connecting with the right people. Geoff taught my Aion team how to reach and speak to C-level Executives. After the training, we increased our calls into Sr. Management by 30%. Our leads to the Field accounted for over 25% of the revenue for Aion Corporation, that year.

- Alicia Assefa, VP Teleprospecting, Computer Associates
(We've trained dozens of Alicia's reps and managers, at Aion Corporation, Computer Curriculum Corporation, and Blaze Software.)

Sales Lead Generation Course for Lead Qualification Reps

Our Accelerating the Sales Cycle course gives your sales lead generation team the sales skill training it needs to achieve optimum performance to increase sales for your telesales and direct sales reps. This foundation sales skills course is appropriate for lead qual reps and junior-level sales people, and is taught at a high-level, giving them techniques and strategies that build confidence and make cold-calling fun! The first hour of the course is devoted to essential communication basics, and quickly ramps up to sophisticated analysis, questioning, and closing skills. The class focuses on the following five discrete sales skill elements:

  1. Contact skills. If you can't reach a real person, you can't ask qualification questions, or make a sale. This element focuses primarily on contacting people high on the decision chain.
  2. Questioning skills. How do you ask every question you'll need to ask in order to fully qualify the prospect, and do it in 10 minutes or fewer? And how do you do it on the first call? This is the essential skillset needed to determine your prospect's business need, and return-on-investment requirements.
  3. Closing skills. No trickery here. We teach you to frame the solution to make functional and economic sense within the technology and business mindset of the prospect.
  4. Constructing skills. In enterprise selling, understanding, then charting both the decision, and the sign-off chains of command is critical to the business at hand, and future business as well. We teach you to ask the questions that will enable you to draw a line from your contact directly up to the CEO, and be able to identify everyone in that chain.
  5. Sales Objection skills. Superior questioning skills are the critical element to understanding roadblocks the prospect may unveil during the closing process. Here, we'll discuss the most common objections, and provide specific answered customized to your company's solution.

As the final part of the classroom curriculum, we'll conduct role-playing situations identical to the ones you'll face once you're out of the class and back on the telephone. Each rep will be tasked with selling to a "prospect" he or she will reach by telephone.

After the class, we will coach each individual rep during actual telephone calls, with real prospects, in the rep's actual sales territory.

Contact Geoff now to ask questions or schedule a class.