Refill the Pipeline
Refill the Pipeline
Business-Critical Intervention
What does it cover?
This Business-Critical Intervention is designed to give salespeople the key skills they need to refill the pipeline through active outbound prospecting. It draws on two modules from Imparta’s 3D Prospecting course and includes a range of highly practical techniques based on the latest research into the use of Behavioral Economics and Decision Strategy to influence customer behaviour.
Outbound
Prospecting
Impact: Number of Leads
Find specific individuals who meet your target profile and referrers who can connect you. Connect with them using Insight, Influence and Trust to shape a compelling initial approach. Leverage value-adding content to engage with them before seeking a more detailed discussion.
Selling the Meeting
Impact: Number of Leads
Sell the value of a more in-depth discussion with a Centre of Receptivity, to explore possible ways you could add value to their organisation. Leverage Insight, Influence and Trust to make sure that the perceived benefits of a discussion outweigh the costs.
