©2012 Huthwaite, Inc. www.huthwaite.com Desperately Seeking Prospects Corporate decision-makers typically hang up on cold-call voice mail messages after only nine seconds. No matter how good a sales team’s face-to-face selling skills are, if they can’t schedule meetings with prospects, they can’t win new business. But prospecting has traditionally been one of the least liked, least understood, and least effective compo- nents of major account selling. Desperately Seeking Pros- pects helps consultative, business-to-business sales organi- zations get the prospecting results they require. This one-day workshop teaches practical methods for selecting the right targets and planning and executing effective pros- pecting calls. Desperately Seeking Prospects will provide you the skills necessary to: • Build short, compelling and specific opening statements, voice mails and emails • Credential yourself immediately by exhibiting knowledge of customer business issues • Link business issues to problems your company can solve • Leverage your expertise rather than talk about your products Upon completion of the Desperately Seeking Prospects program, you will be able to: • Build prospecting plans that advance the sale • Begin to create client value even before the sales cycle begins • Increase the number of qualified appointments in new and existing accounts • Shorten the sales cycle by improving the content of prospecting messages • Convert interest into conversations that uncover real needs “With Huthwaite, we have seen a 38% increase in sales productivity and our pipeline has increased in size by more than 250%.” — John Jenkins Inside Sales Director Microsoft Mid-Market About Huthwaite As the world’s leading sales performance improvement organization, Huthwaite drives increased top line performance for our clients by optimizing every sales and marketing interaction with the buyer throughout the shifting revenue continuum. Founded on scientifically validated behav- ioral research, our methodolo- gies which include the interna- tionally renowned SPIN® Selling program, guarantee sales success. Huthwaite assesses your organization’s needs and develops customized sales performance improvement and coaching programs that drive real business results.