Prospecting is one of the key stages of the sales process. Yet it is also one of the more difficult ones. In fact, in a recent study 42% of sales pros named prospecting as the most challenging stage of the sale process. But without a sales pipeline full of good quality leads, no other new sales are going to happen. That’s why it’s crucial to understand that prospecting kick-starts the entire sale and determines, to a great extent, whether or not the deal is going to be sealed. This sales development workshop will focus on several methods for improving your sales prospecting methods, skills and processes, including:
Ken Guest is Chief Revenue Officer of Sandler Training at The Ruby Group. Guest has 25-plus years’ experience in business consulting, including recruiting, training, sales, and sales management with tangible and intangible products of varying degrees. Guest developed an interest in executive coaching and sales training when he was a student of the Sandler system. He saw a dramatic improvement in his own sales and when running a sales force for a company, he saw equally dramatic improvement with his sales people. His favorite part of working as a trainer/coach for The Ruby Group, LLC is the satisfaction of seeing companies improve and reach their goals as a result of working with him and the Sandler Training methods. While Guest does not consider himself to be motivational, improved performance and job satisfaction tend to create the continued motivation in his clients, and he enjoys the benefit of seeing this. Guest’s enthusiasm, infectious positive attitude and excellent communication skills have earned him a reputation that many would envy.