Why Prospecting is Ineffective
It is still true, especially today, that calling is the most effective means for salespeople to meet quota and fulfill corporate revenue goals by navigating the sales process on the phone —and video online.
But most salespeople are not adept at this process. Their skills are wanting.
They may have excellent product knowledge and good industry understanding, but their “selling effectiveness” skills are subpar.
Below are some results of deficient skills leading to high opportunity costs and missed goals:
Poor Differentiation from Competitors
Most often, it is the salesperson who can make all the difference for capturing revenue, especially when products and services are perceived as commodities. How are your salespeople special to your prospects?
Inability to Qualify
Many are not able to solicit sufficient and necessary information to determine when a prospect is a “good fit” to pursue.
Unable to Challenge the Status Quo
By not having good research, call preparation, and questioning skills, salespeople have not uncovered viable alternatives, underlying problems, competing initiatives, hidden opportunities, unconsidered needs, and their business impact.
Limited to No Conversations with Influencers and Decision Makers
It’s critical for salespeople to understand the Roles, Responsibilities, and Language of different hierarchies and align with those realities.
Dead End Calls
It’s discouraging when blocked by the front desk, assistants, and other screeners and not making the necessary connections for your sales process.
Protracted Sales Cycles
Long sales cycles and poorly directed next steps result from inadequate strategic account planning, and a combination of deficient “selling effectiveness” skills.
These are some of the hurdles to effective calling and they all result in Call Reluctance — where too much rejection, too many closed doors, and subpar deals keep salespeople “off the phone" and off quota.
Stop missing important revenue targets and help your sales team perform as they should
with The Call Forum program.
Designed by Sales Experts
Role Play Training Plus
The Call Forum model engages your sales team with unique instruction, guided practice, and critical sales dialog “know-how” for conducting superior, stand-out calls resulting in reliable, robust, and profitable pipelines.
Featured
Jim Glose
With substantial tenure in high-level corporate sales as a Senior Account Executive and “new logos” business developer, Jim has established an outstanding record with Fortune 500, Fortune 1000, Global 50, and Inc 500 top 10 firms.
Jim prides himself on a discipline and desire to create accurate pipelines and effective sales processes along with a passion for sharing his knowledge.
He has earned multiple national sales awards.
David DeRosa
In his 40+ years in Information Technology, David has done it all, Developer, Account Management, Sales, and Sales Leadership.
David managed two of the nation’s largest consumer retailers worth $30 million dollars a year in account services. He has also coached sales teams both domestically and abroad in the science and art of selling for one of the globe’s premier IT equipment manufacturers.
Host-Coaches
The Call Forum employs a team of experienced corporate sales and sales trainers to manage and conduct our course sessions. They oversee and guide the weekly role-play sessions, conduct Q&A, and routinely offer mentoring, and direction to client salespeople in their respective groups.
Who Benefits Most from our Specialized Training
Our peer-to-peer role-play sales training PLUS is best for organizations with at least 8 or more sales people with some sales experience and who want continued education.
Organizations with 8 or more sales people
Sales professionals with B2B experience
Teams Seeking Continued Education in Sales Expertise
This training is not intended for new hires.
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For you as the executive, we’ll help free you to spend more of your time developing Key Account Strategies, Planning, and other critical Executive duties.
No matter what sales model you subscribe to — The Challenger Sale, SPIN, Strategic Selling, etc., The Call Forum training program complements your work and commitment, and makes your salespeople better at the requirements of every sales encounter.
Let us help you transform your sales team into business developers who are comfortable, and even eager, to consistently “pick up the phone” and navigate prospect accounts from the reception desk to senior decision makers and move the sale forward with logical sequences of Next Steps to faster closes and more revenue.
If you have at least eight members of your team that you think could “up their game” and become the best they can be, give us a call.
We’re here to help serve you and your team.
Finalize your sales training details.
Begin the Sessions and grow revenue.
Learn our proven process
Peer-to-peer training
Consulting with our sales coaches
Weekly assignments for each team member
Skill development sessions
The Call Forum program uses guided role-play learning modules towards creating profitable, consistent pipelines your sales team can accurately report. Your team will work with their peers and our sales coaches to gain new perspectives on call planning, call execution, call follow-up, and tracking.
Ready for consistent, profitable pipelines?
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Thank you for your interest. We look forward to speaking with you.