©2012 Huthwaite, Inc.www.huthwaite.com

Desperately Seeking Prospects

Corporate decision-makers typically hang up on cold-call voice mail messages after only nine seconds. No matter how good a sales team’s face-to-face selling skills are, if they can’t schedule meetings with prospects, they can’t win new business. But prospecting has traditionally been one ofthe least liked, least understood, and least effective compo-nents of major account selling. Desperately Seeking Pros-pects helps consultative, business-to-business sales organi-zations get the prospecting results they require. Thisone-day workshop teaches practical methods for selecting the right targets and planning and executing effective pros-pecting calls.

Desperately Seeking Prospects will provide you the skills necessary to:

• Build short, compelling and specific opening statements, voice mails and emails

• Credential yourself immediately by exhibiting knowledge of customer business issues

• Link business issues to problems your company can solve

• Leverage your expertise rather than talk about your products

Upon completion of the Desperately Seeking Prospectsprogram, you will be able to:

• Build prospecting plans that advance the sale• Begin to create client value even before the sales

cycle begins• Increase the number of qualified appointments in

new and existing accounts• Shorten the sales cycle by improving the content

of prospecting messages• Convert interest into conversations that uncover

real needs

“With Huthwaite, we have seen a 38% increasein sales productivity and our pipeline hasincreased in size by more than 250%.”

— John JenkinsInside Sales Director Microsoft Mid-Market

About HuthwaiteAs the world’s leading salesperformance improvementorganization, Huthwaite drivesincreased top line performancefor our clients by optimizing every sales and marketing interaction with the buyer throughout the shiftingrevenue continuum. Founded onscientifically validated behav-ioral research, our methodolo-gies which include the interna-tionally renowned SPIN® Selling program, guarantee sales success. Huthwaite assesses your organization’s needsand develops customized salesperformance improvement andcoaching programs that drive real business results.

Desperately Seeking Prospects

The Aberdeen Group’s 2011 research on sales training showed Huth-waite customers out-performed all other firms surveyed in team attain-ment of quota, customer renewal rate and lead conversion rate.

Delivery OptionsThis is a one-day, participatory program with frequent oppor-tunities to practice the skills and behaviors that lead to sales success.

Here’s how you can take part in our programs:• Have a customized on-site session delivered for your team

(includes Integrated Learning Experience)• Participate in our Train the Trainer program

Reinforcement and Integration with CRMHuthwaite’s Call Plan integrates seamlessly with Salesforce.com and is available for free. The Call Plan and Call Plan Template can be saved, shared, and exported. For more information on downloading this app, please visit us at www.huthwaite.com.

Huthwaite Dealmaker reinforces positive selling behaviors by embedding them into daily use. Huthwaite Dealmaker works with most CRMs or as a standalone tool. Learn more about Huthwaite Dealmaker by visiting us atwww.huthwaite.com.

©2012 Huthwaite, Inc.www.huthwaite.com

Huthwaite’s Public WorkshopsHuthwaite’s Public Workshops impart the skills, tools and strategies you need to gain the competitive edge. These dynamic workshops give youand your sales people the springboard to maximize sales skills, shorten sales cycles and close more business.

Huthwaite Offerings

SPIN® Selling – Proven method-ology to improve sales perfor-mance

Winning Sales Strategies™ – Gettools for analyzing competitive account positions

Buyer Focused Marketing™ – Create customer demand by resonating, motivating and differentiating

Negotiating Skills™ – Using the most sophisticated negotiating model ever devised, plan for win-win results

Desperately Seeking Prospects – Attain practical methods for selecting the right targets and planning and executingeffective prospecting calls

* Each offering above has a one-day coaching component