Prospecting for New Clients
ImPACT provide best-in-class support, data protection, and training because that’s what their customers and their patients deserve. Since 2002, ImPACT’s clinical tools have been providing reliable and objective data to thousands of healthcare providers and sports teams around the world.
Developed by clinical experts who pioneered the field, ImPACT (Immediate Post-Concussion Assessment and Cognitive Testing) is the most-widely used and most scientifically validated computerized concussion evaluation system. ImPACT provides trained clinicians with neurocognitive assessment tools and services that have been medically accepted as state-of-the-art best practices as part of determining safe return to play decisions.
Background
The sales team was composed of 7 sales professionals. There were plans to increase this number as the business grows.
The sales team are required to arrange meetings prior to sales visits to the UK. They will also need to develop their prospecting skills for their work in US.
Need
The training objective was to ensure the sales team were given ideas on how to prospect successfully, both in terms of their general approach and their skills.
Activity
The overall proposal was to train the sales team remotely. This would be achieved via video conference, email and one to one telephone contact. Each sales person would learn and review the skills, get an opportunity to practice and discuss with one to one follow up coaching.
Outcomes
Each member of the team reviewed their skills and gained new ones. Following the workshop individual actions were emailed to each sales person for review.
Participant feedback
“It was a true pleasure to be part of your workshop yesterday. I had fun and learned quite a bit. I’ve always paid attention to people: the way they interact and what their body language is. Your workshop helped reinforce this skill. Plus now I’m honing my skill of using open neutral questions and making them part of my routine – handy in life and in business.”
Client comment
“Thank you for the workshop. The feedback was very positive and I think the takeaways will be beneficial.”