Sales Academy Prospecting and Lead Generation

Best Quality Best Practice Best Teaching Best Relevance for Malaysia in the 21st century

Sales Academy

Prospecting and Lead

Generation

Developed by one of Australia’s most famous universities, for delivery in Malaysia by industry experts

JobHouse Sdn Bhd

No 52A First Floor Jalan SS2/4A 47300 Petaling Jaya Selangor Tel: +603 7873 5017 Fax: +603 7863 0258

Sales Academy - Prospecting and Lead Generation

“Master the art of lead generation and turn prospects into sales”

Program Description

Prospecting can be like finding a needle in a haystack. When it comes to prospecting there will be people who are already in the Desire Phase (someone interested purchasing a known type of product or service) or the Action Phase (someone already in the process of searching for the product), but if the approach is only to look for these people, then there will be number of rude awakenings, such as the person is just shopping around but already has something a targeted product they want to buy and that is where in sales prospecting one must know how capture Attention and stimulate Interest and Desire, then persuade them into Action, another key element in the sales academy is lead generation. With lead generation know hows’s and capabilities, the sales team can drive top-of-funnel traffic with inbound and outbound lead generation programs including events, content, search, email and more. Convert traffic into leads using dynamic landing pages and progressive forms. Measure lead quality with automated scoring based on multiple dimensions and develop raw inquiries into sales- ready leads via relevant, personalized lead nurturing campaigns thus turning them into sales.

Programme Objectives

At the end of this module, participants will be able to:-

ü Understand the importance of expanding a client base through effective prospecting

ü Identify target markets and target companies with the 80/20 rule

ü Develop and practice networking skills,

ü Developing, refining and executing the cold call

ü Create a personal prospecting plan to turn leads into customers

Training Programme Outlines

Day 1: Introductions, Objectives, Agenda

· Pre-assignment discussion

· Target your market

· A prospect board

· Setting goals

Where do you find prospects?

· Networking

· Public speeches and workshops

· Attend trade shows

· Lost accounts

· Other ways Day 2: Cold calling

· Overcoming call reluctance

· Getting past the gatekeepers

· Getting their attention

· Warming up cold calls Communication skills

· Overcoming call reluctance

· Listening

· Observing

· Clarifying

Questions to ask yourself about prospecting The 80/20 rule

Building relationships Twenty-one ideas

Target Group

Any executive level individual that is involved in any form of sales and lead generation style of marketing.

Training Methodology

Heavy emphasis on experimental learning and the contents are delivered through lectures, group discussion, role plays, experimental activities, video clips, case studies and assessments. incorporating group presentation and activities and individual presentations. The methods employed will be highly interactive and participant centred rather then trainer centred. The interactive sessions will be made interesting to meet the requisites of Adult Learning

Facilitators

David Kok

Principal Consultant

Background

David has more than 20 years of sales & marketing experience before he decided to embark in career change of Coaching and Training.

Sales, Coaching & Training Experience

David is a motivated and proven people leader who can create vision and business strategy for organizations. Since 1996 he has held senior management positions - General Manager with Lexmark Malaysia and Country Manager with Lucent Technologies, GCM Malaysia. His passion for people and excellence along with the

help organizations capitalize on the opportunities that comes from the ever escalating changing business environment. His unique and distinctive combination of Sales & Marketing, General Management, and Consulting experience; along with his proven ability to deliver high sales performance makes him a Sales Coach that is competent not only in knowledge but also in skills & experience. Coupled with his innate passion to influence and inspire people to discover and believe in themselves, he is highly

adroit, motivated and committed to making it his life’s work to facilitate positive and constructive changes in people’s lives.

During his six-year career as the General Manager of Lexmark Malaysia he grew the business by 345 percent and was a recipient of the Lexmark Achiever Award and the

percent of Lexmark Asia Pacific employee base.

coaching interactions, is his ability to energize participants to overcome their selfimposed personal limitations and obstacles so as to realize their full potential. Whether he is interacting with a large audience or on a one-to-one coaching he has consistently delivered them with the same passion and fervour. He is a very passionate communicator and his highly contagious and energetic presentation style has enabled him to create a lively, fun and interactive environment which is conducive for adult learning. David draws upon his diverse career experiences and is noted for his ability to articulate and present complex topics with clarity, simplicity and enthusiasm through storytelling, metaphors and allegories. Among his clients, especially in the areas of coaching are Accenture, Alliance Bank, AT&T, Apple Computers, Bacardi, Blue Coat Systems, Colgate Palmolive, DHL, IBM, Hitachi, ICI, Friesland Campina Malaysia & Indonesia, NB Motors, NCR, Nike, RHB Bank, Runge Software, PETRONAS, Stryker, Schneider Electric, Solvay-Abbott and Sun Microsystems, Tupperware and Wella.

Education

David has a Masters Degree in Business Administration, UK and Bachelors Degree in Electronic Engineering, UK.

Award / Certification

Federation University Australia.

Federation University Australia is Australia's only regional multi-sector university. Federation University Australia is the third oldest site of higher learning in Australia, and offer secondary schooling, TAFE, higher education, and research opportunities. We have six campuses; the Mt Helen, SMB and Camp Street campuses in Ballarat, and the Gippsland, Horsham, Stawell and Ararat campuses. Federation University Australia also works with a range of partner institutes across Australia and the world. Federation University Australia has around 25,000 international and domestic students. We are committed to serving regional Victorian communities, yet have a broad national and international outlook. Federation University Australia offers the best of both worlds; combining a strong tradition of tertiary education with the freedom and dynamism that comes with being a multi-sector University with close links to local industry and technology.