Prospecting to Executives (P2E) Workshop

Gain Access to Key Executives

Prospecting to Executives is a one-day, interactive workshop that helps professional salespeople gain access to key executives in prospect organizations. Based on findings from research with executives in each global region, Prospecting to Executives makes a unique contribution to the sales profession that is empirically accurate and culturally sound.

Who Should Attend

Prospecting to Executives is designed for professional salespeople who need to effectively access and leverage contacts with prospect executives.

What You Will Learn

In just one intensive day, your team will analyze and improve significant deals in the pipeline, and learn to:

• Target the Right Executives by determining how to mitigate the challenges associated with calling on prospect executives and understanding the level of preparation required before even picking up the phone to contact an executive.
  
  
• Plan and Organize Information Sources so as to optimize prospecting opportunities within a sales territory. Learn to tap into a variety of lead sources, including those available using the Internet.
  
  
• Conduct Research in Key Areas by analyzing the executive’s key business issues. Follow the executive thought process to identify how external forces drive internal initiatives. Research the executive, the company and their industry using the Guide to Internet Resources, a concise tool to help you harness the power of the Internet.
  
  
• Make Initial and Follow Up Calls on executives in the prospect organization, using templates designed to help you gain access and conduct meaningful conversations with key executives about issues important to them.
  
  
• Conduct Face-to-Face Executive Calls by practicing in the penalty-free environment of the workshop. Plan and execute calls on prospect executives, using the techniques discussed in the workshop.

Take a Closer Look

Download our one-page Prospecting to Executives Sales Flyer for a high-level overview of the P2E Workshop.

Or take an in-depth look at the workshop details, including workshop objectives and module content, with our Prospecting to Executives Design Document .

Excel to the Top!

To learn more about how theProspecting to ExecutivesWorkshop can benefit you and your sales team, call 404-256-1801 or complete our Workshop inquiry form .