Sales Prospecting Training Denver Seminar Recap

The recap of the sales prospecting training Denver seminar was a hit!

Today’s free Sales-Class boils it down to give you a good understanding of prospecting.

To get the schedule for the 2008 sales prospecting training seminars request the Schedule.

In this Sales Cross-Training class we are going to study prospecting as done by the sales pros of the copier industry.

In Sales Cross-Training we learn the best practices from many different vertical sales markets.

By studying these you can pick and choose the best that fits your sales process and develop your very own unique sales process. To learn more about Sales Cross-Training go from sales prospecting training Denver to About Sales-Class.

The first thing in prospecting you want to do is identify all of the ways to get leads. Then weed through these ways that yield the best results for your time and effort.

In the past, Telemarketing---Cold Calls---Call ins---Referrals have been the main stay of prospecting and getting sales leads. However, though the sales prospecting training Denver seminar did touch on these, as we will here, a Sales Cross-Training strategy was introduced that proved to be the most successful prospecting tool for clients in today’s market.

First, let’s review the old school prospecting.


There are two types of potential clients we can find by telemarketing, suspects and prospects. The problem with telemarketing is, that to reach the number of calls needed to generate the sales to support a telemarketing program companies generally hire inside non experienced people (that is not as experienced as the sales rep that will be going on the call) to make the calls.

What usually happens is that most of the leads are suspects and few are prospects. Unless you have experienced salespeople making the calls, the sales person going on the appointments has to weed out the prospects from the suspects. Telemarketing programs are best used on impulse items or large items where few suspects exist.

Cold Calls

Cold Calls are becoming too time sensitive to sales reps these days. In today’s markets with trained gatekeepers it’s too hit and miss for a salesperson to spend their time visiting around instead of selling qualified prospects.

A successful cold call programs utilizes beginning salespeople and paid bird dogs for the cold calls and use the highly trained salesperson to make the qualified call.

Call ins

Advertising brings call in leads. However, If a prospect calls in, they usually have, or will, call others and the battle is on. These are OK, but profits are difficult to hold when you are competing with everyone in town.


Referrals are by far the best choice from the old school of prospecting. A referral is usually a qualified prospect that you can convert without much competition. You also have a good testimonial going in to get the edge.

Finally, in the sales prospecting training Denver seminar we learned a new Sales Cross-Training strategy being used by some of the top copier dealers in the US. It’s called targeted prospecting.

Are You Tired of Prospecting?

Targeted prospecting

What they were doing was first making a demographic list of vertical markets that were using their products. Then they picked the top 10% based on size, number of employees and potential value in sales to the company.

After narrowing the list, the hunt was on. They used a practice called Top Down Selling. The experienced salesperson used the telephone to call the president or very highly positioned executive and got the deferral.

Yes, that’s not a typo, deferral not referral. They were deferred to a lower decision maker or key influencer to contact. When they contacted them they say that Mr. President said to talk to you about our systems and how they can save you time, money and increase productivity.

WOW! What an intro. The sales prospecting training Denver seminar showed the results of over a 25% conversion rate from calls to appointments. If you are not good with math, this means that 1 out of 4 calls got an appointment!

Further, the close ratio went up from 20% to 35% because it was an initiated contact. This kept the competition out most of the time because the sales rep was in control of the sales process from the beginning.

To continue sales training go to Day-4