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

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.

Blended Training

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.

Train-the-Trainer

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

Zoetis

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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Critical Prospecting™ Skills FAQ

What type of ROI should we expect from Critical Prospecting™ Skills?

Janek clients enjoy an average ROI of 650% from the entire range of Janek sales training programs. Our sales prospecting training programs impart a sustainable, consistent framework for effective prospecting.

Our sales training program is research based, what does that mean and how often is it modernized?

Effective prospecting strategy has evolved over time. At Janek, we routinely refresh and update our sales prospecting training course with new information derived from market research and extensive in-field training.

How does Janek’s approach to prospecting lead to measurable success?

Janek’s approach to prospecting improves the ability of a salesperson to target the right kind of prospects. Effective prospecting focuses on decision makers and qualified potential customers, and Janek’s training programs build on that core framework. Our programs emphasize leveraging social media as a fundamental prospecting technique and set sellers up for success.

What is the ideal target audience for Critical Prospecting™ Skills?

The ideal target audience for Critical Prospecting is anyone who is responsible for identifying and pursuing new business opportunities. This can range from an individual sales leader to an account manager or entire team responsible for new business outreach. Specifically, Janek recommends Critical Prospecting for business development representatives, sales reps, account managers, executives, and anyone involved in filling the sales pipeline.

What types of prospecting skills does Critical Prospecting™ Skills cover? In-person, cold calling, virtual outreach, etc.?

Janek’s Critical Prospecting Skills program teaches prospecting techniques that include cold calling, in-person outreach, leveraging social media, networking skills, personal branding, and sales prospect pursuit strategy.