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
Sales Training Delivery Options
Critical Prospecting Skills can be delivered in a variety of ways:
Onsite Instructor-Led Sales Training
This classroom delivery option allows for a comprehensive learning environment equipped with role plays, case studies, group discussions, and other interactive activities enabling participants to easily transfer new skills from the classroom to the real world.
Virtual Instructor-Led Sales Training
Different from typical, self-paced e-learning environments, our online option is delivered by a live Janek facilitator, enabling participants to experience the same level of interaction they would in a physical classroom, utilizing technology.
This delivery method combines the ease of e-learning modules with traditional face-to-face teaching and allows participants to learn at their own pace while providing the benefits of group interaction and individual instruction.
Our Train-the-Trainer option will certify your internal training staff on the skills, processes, support tools, and methods necessary for the highest quality ongoing, internal delivery.
Janek’s training implementation approach
Our training implementation is guided by a proven world-class approach.
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.
“Bringing Janek into the picture for our inside sales team was an opportunity for them to understand that there’s a different conversation that needs to be held with customers.”
Michael Robinson, Operations Manager
McNaughton-McKay Electric Company
“We got a ton of valuable information, a ton of valuable tools from going through this training process and implementing the training that Janek gave us.”
Christine McKinney, Manager, Inside Sales Department
Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.
Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.
Take advantage of our turn-key and hands-on training reinforcement solutions.
Validate training effectiveness in terms of performance improvement, business results,and ROI.
Use a technology solution to reinforce training in a convenient and fun format.
Download the brochure
More information about the Critical Prospecting Skills program is available in this downloadable PDF