Receptionists are hired and trained to keep your sales people from getting to decision makers. Don't believe it? Then ask your sales reps this simple question: How much time do you spend each week fruitlessly searching for prospects?

You may be shocked to know how many hours of potentially productive sales time they waste trying to keep their pipeline full. Next question: Is your pipeline completely full? Chances are it's not. The results can be inconsistent sales results, low productivity and high sales staff turnover. Final question: what processes have your company implemented to ensure highly productive prospecting and a full pipeline? If the answer is "none,” read on. Productive work  is when the value of the task is worth more than the cost of the time. If your sales reps are spending hours making hundreds of calls for a handful of appointments that don’t result in a full pipeline, is that productive work? Definitely not. Well, prospecting can be as logical and repeatable a business process as any other.

For over 20 years, AXIOM has shown companies like yours how to effectively implement and manage a prospecting process that will keep your sales people as productive as possible and your pipeline full.

This workshop includes:

• Creation and Implementation of Personalized Activity Plans
• Exercising discipline when prospecting
• Overcoming prospecting anxiety
• Understanding why receptionists screen sales people out
• Developing “typical” and “ideal” customer profiles
• Determining the right prospecting questions
• Prioritizing prospecting information
• Gathering Intelligence
• Developing “high impact” statements that engage decision makers
• Presenting research to decision makers
• Asking for and making appointments
• Actual phone prospecting sessions (optional)