Recording - Leading the Prospecting Effort - Fa18

Course Length
60 mins

Ned Miller



Presenter:  Ned Miller, MZ BIERLY CONSULTING, INC.

This 60-minute program will be presented live on: September 17, 10:00-11:00 a.m. Central Time
Recording available through: December 17, 2018
Price: $225


Prospecting is one of the most difficult things we ask bankers to do. In this seminar Ned Miller explains what sales managers can do to improve their team’s chances of success in acquiring new clients.


Topics covered:

  • Why prospecting is difficult
  • Task avoidance
  • The pitfalls of free-lancing
  • Blitzes and campaigns
  • Evaluating the market data
  • The satisfaction curve
  • Sources of leads
  • Establishing a target profile
  • Building prospect lists
  • Coaching value propositions
  • Getting first appointments
  • Satisfied customer referrals
  • Coaching business acumen
  • Selected industries/ niches
  • Helping team member leverage their network to get information, introductions and testimonials
  • Pre-call, post-call coaching strategies


Target Audience: Executive management, commercial and small business team leaders, retail sales managers overseeing an outside business calling effort

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