ARLINGTON, Va., Feb. 18, 2009 — The years of high-impact marketing campaigns, torrents of in-bound leads and ever-increasing business from established customers are officially over.
To help address these issues and provide much needed help to struggling sales organizations, Huthwaite, the leading sales performance improvement company and creator of SPIN Selling, announces a new one-day program, Desperately Seeking Prospects, which has been specifically designed to help salespeople prospect effectively in this new market reality.
"In response to requests from our customers and the market, I am proud to announce our new Desperately Seeking Prospects program which will provide salespeople with the hands-on skills to prospect effectively and generate results in this most difficult selling environment," said John Golden, Huthwaite's President and CEO. "This unique program provides skills that can be applied immediately to help identify the highest-value targets and communicate in a way that wins appointments."
Prospecting has traditionally been one of the least liked, least understood and least effective components of selling. Without the skills to do it effectively, a numbers game approach will simply increase failure rates and sap morale without positively impacting revenue.
Desperately Seeking Prospects provides a proven methodology that:
- builds prospecting plans that advance the sale
- begins to create client value even before the sales cycle begins
- increases the number of qualified appointments in new and existing accounts
- shortens the sales cycle by improving the content of prospecting messages
- converts interest into conversation that uncovers real needs
This one-day program builds skills in three critical areas:
- Who to call – how to narrow down the list of potential prospects and target those that are the most likely to respond
- What to say – how to deliver persuasive (vs. informative) messages that provoke interest and get appointments
- How to gain access – how to leverage voice mail and gatekeepers to increase contact with decision makers
About Huthwaite, Inc.
Huthwaite is the world's leading sales performance improvement organization. Founded on scientifically validated behavioral research, our methodologies, which include the internationally renowned SPIN(R) Selling, guarantee sales success. Huthwaite assesses your organization's needs and develops customized sales performance improvement and coaching programs that drive real business results. For additional information on Huthwaite, please visit http://www.huthwaite.com.
Contact:
Connie Glass
703-467-3824
Email
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