Loading Events Reaching Out: Prospecting for Results – The Metals Service Center Institute

Reaching Out: Prospecting for Results

  • MSCI Headquarters
  • 4201 Euclid Ave
    Rolling Meadows, IL 60008 United States
  • April 4, 2019 8:30 AM
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This one-day workshop developed specifically for the MSCI members and affiliates answers the challenges faced by anyone asked to identify new business opportunities in the metals industry:

• What skills and confidence does it take to pick up a 500-pound phone—and stay positive?
• How do you balance prospecting efforts with the demands of existing accounts?
• How can you gain the attention of today’s prospects when most purchase decisions are made before your contact?
• How do you know when to “hold ‘em” or “fold ‘em”?
• How can you measure prospecting results? The highly interactive

Reaching Out: Prospecting for Results workshop builds skills and approaches immediately applicable to each participant’s efforts to successfully approach new business opportunities—by phone, through email, and in-person contact. Participants—from inside sales reps with recently-added prospecting responsibilities to outside reps frustrated by time-honored approaches that have become increasingly less effective—will learn how to:

• Build personal commitment to prospecting activities
• Meet the challenges of today’s buyer behavior
• Set realistic call objectives that accelerate commitment
• Allocate time appropriately between suspects and prospects
• Warm up and cold calls with messages that create interest
• Overcome “brush-offs” and resistance
• Leverage email, phone and social media to create outreach “campaigns”
• Develop an action plan to apply what’s learned on the job

Participants will receive:

• Pre-workshop survey of their individual prospecting goals and challenges
• Workshop materials
• Online planning and contact guidelines and tools

Here’s what recent participants say about MSCI Inside Sales training and facilitator Maureen Grinnell:

“I now know which customers and prospects to spend more time on.”

“Maureen’s personality and sense of humor and made everyone comfortable and willing to participate.

“The best part of the training was its application to the metals industry.”