Critical Prospecting Skills | Janek Performance Group

Critical Prospecting^™ Skills

Learn the strategies, processes, and skills needed to engage the modern buyer and build a better pipeline.

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Rethink how you prospect with Critical Prospecting Skills.

Today’s marketplace requires smarter, more efficient targeted prospecting and qualifying that fills the pipeline with quality prospects. To reach modern customers, your team needs Critical Prospecting Skills.

Critical Prospecting Skills is a proven prospecting methodology that teaches sales professionals to consistently reach, qualify, and interact with viable prospects in order to keep the pipeline well-stocked and achieve your sales goals.

Key benefits of Critical Prospecting Skills

After completing this program, your sales team will be able to:

Achieve sustainable prospecting success by using a proven prospecting approach
Increase prospecting effectiveness by pursing high-value prospects and keeping the sales pipeline full
Gain access to more prospects by using skills and best practices to identify prospecting sources and gain referrals
Increase interest by delivering compelling value messages that resonate with prospects
Expertly secure and execute successful first meetings with prospects to gain interest and move the opportunity forward
Maximize prospecting effectiveness through personal branding, networking, and managing online presence

Program Objectives of Critical Prospecting Skills

Program objectives include:

Identify common prospect sources and determine the characteristics of a high-value prospect
Prioritize prospecting efforts through gaining critical prospect data
Create concise value messaging to pique prospect interest
Develop effective qualifying questions to identify high-quality opportunities
Effectively make contact with prospects by delivering an effective communication framework
Create a strong personal brand that helps ensure a sustainable positive image
Recognize in-person and online networking opportunities to increase prospecting efforts

Janek’s training implementation approach

Our training implementation is guided by a proven world-class approach.

ATLAS

Analyze & Plan

Before we deploy training, we take time to understand the current state of your organization. This situational fluency enables us to plan for successful training implementation.

Tailor & Prepare

With a foundational understanding of your organization, we can customize our services and materials to ensure our training delivers the greatest possible results. While we prepare the training, we’ll also help make sure everyone on your team is ready to receive it.

Learn & Practice

Janek training gives your managers and salespeople the opportunity to learn new skills and practice them in group workshops and role-playing sessions. We offer flexible training delivery — choose between instructor-led classroom, instructor-led online, train-the-trainer, eLearning, or a blended approach.

Assess & Report

Post-training, we take the time to understand the outcomes of our work together, then report on performance improvements and ROI. We’ll use this opportunity to identify any new roadblocks that have arisen and create a plan to overcome them.

Sustain & Reinforce

Research shows that without reinforcement, 87% of new knowledge and skills are lost within 90 days. Janek offers several options for training sustainment that transform short-term improvements into long-term solutions, including Xpert (our desktop and mobile app), TOPS (a sustainment playbook for managers), and ongoing sales coaching.

Hear what our clients say about us.

Many companies out there just pull a training off the shelf that may not relate directly to their company. But in working with Janek Performance Group, they provided us with the customization, and the follow-through made a huge difference within our organization.

Lisa Pearne, VP of Sales

California Casualty

Janek’s sales training scored very, very high while internal surveys and business results have shown that Janek’s training is successfully being adapted by our salesforce.

Donnie Purto, Sr. Director of Sales Training

Natera

Supporting services

Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.

Customization

Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.

Reinforcement

Take advantage of our turn-key and hands-on training reinforcement solutions.

Measurement

Validate training effectiveness in terms of performance improvement, business results, and ROI.

Xpert

Use a technology solution to reinforce training in a convenient and fun format.

Download the Critical Prospecting Skills Brochure

Download the brochure

More information about the Critical Prospecting Skills program is available in this downloadable PDF

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