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Back in December

Registration opens in September

Series Overview  

Who it's for

Level Two (Master Prospecting) is designed for new business leaders and teams focused on generating new client leads.

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How it works

This training program is delivered live over four remote sessions of two hours or less.

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Four-part virtual training series

Thank you for submitting your request. Full session outlines have been emailed to you.

Master Prospecting

High-Value Targeting: Identify the Prospects You Can Most Easily Convert

Create a list of prospects your agency can easily convert and hook them with a sense of urgency.
Dec 10 12:30 pm - 2:15 pm ET
Master Prospecting

Outreach Strategy: Accelerate Your Sales Cycle

Learn how sales-driven content strategy opens more doors, more quickly.
Dec 12 12:30 pm - 2:15 pm ET
Master Prospecting

Outreach Conversion: Generating First Meetings

Shorten the sales cycle by learning how to disarm the prospect and focus on the business-building benefits of your work.
Dec 16 12:30 pm - 2:15 pm ET
Master Prospecting

First Meetings: Convert Into First Projects

Methodically close new prospects, turning the critical first meeting into a project proposal.
Dec 18 12:30 pm - 2:15 pm ET
1 Master Prospecting

High-Value Targeting: Identify the Prospects You Can Most Easily Convert


Dec 10 12:30 pm - 2:15 pm ET

Clients receive dozens of undifferentiated emails and calls from agencies – every week. So, how do you now break through and connect with a prospect? 

Agencies that experience a high level of success with proactive prospecting systematically attack and convert one high-quality prospect after another. In this session, you learn how to create a custom target list of those prospects your agency can most quickly and easily convert into a new assignment.

  • Learn a specific set of lead-scoring criteria to identify those target accounts that can be most quickly and easily converted into new assignments. 
  • Apply a framework to outline the specific departments and executives that will become the focus of the agency’s outreach.
  • Next, learn how to open doors faster by pinpointing the most pressing needs of your target prospects. 

 

Make the critical shift from selling “tactics” to “selling client business impact” with frameworks for understanding each prospect’s business – without requiring a tremendous amount of time and resources. This will be applied to your prospects to hook and pull them in with a sense of urgency.

2 Master Prospecting

Outreach Strategy: Accelerate Your Sales Cycle


Dec 12 12:30 pm - 2:15 pm ET

Opening doors more quickly requires you to create a sense of urgency with your prospects. However, shopping around “capes and cases” has now become the single most dated approach to prospecting – void of any compelling reason to engage with an agency. 

Based on the targeting and messaging work from session one, you’ll now identify the specific type of content marketing required to fuel your outreach program. 

The goal is to hook prospects with insight-rich content that pulls them into your pipeline – with momentum – and gives them a compelling reason to engage. Without this, prospects often stall in the pipeline, ultimately ghosting agencies.

Learn how to customize this concept and apply it in the form of a specific action plan for your priority prospects.

3 Master Prospecting

Outreach Conversion: Generating First Meetings


Dec 16 12:30 pm - 2:15 pm ET

This session builds upon having your optimized target list, messaging strategy, and content firmly in place. Next, you’ll learn how to persuade prospects to more quickly respond to their initial outreach – with the goal of shortening the sales cycle. 

We’ll address how to orchestrate your own prospecting program – conducting one-to-one outreach with your high-value targets. This will include a deeper look at prospecting “scripts,” specifically designed to generate a faster response. 

Learn how to disarm the prospect and focus on the business-building benefits you’ll provide to better persuade potential clients to meet with you.

Importantly, we’ll also cover the implications of how prospecting has evolved in a hybrid and remote work environment.

4 Master Prospecting

First Meetings: Convert Into First Projects


Dec 18 12:30 pm - 2:15 pm ET

There is one chance for a first impression, and likely, only one chance for a first meeting. 

In this session, you’ll apply a new framework by which you can consistently orchestrate prospect meetings – whether in-person or remote. 

Learn how to develop and present the one type of content that most hooks, engages, and converts first-time prospects. The approach is to bring “content marketing” to these important first meetings. 

Within the training, you’ll develop the plan to create the content that will be leveraged in your prospecting approach.

Ultimately, you’ll leave this session with a completely evolved approach that you can apply to all of your prospect meetings.

Thank you for submitting your request. Full session outlines have been emailed to you.

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