Sales Prospecting Training - Integrity Prospecting

Integrity Prospecting

There are hundreds of customers struggling with problems you know you can solve. Prospecting is about efficiently finding and targeting those customers so you can help solve their problems!

Integrity Prospecting® emphasizes targeting the right people in the right accounts and having the right conversations. Discover how to shift from selling to solving customers’ problems, why personalization matters (and what it looks like), how to write concise and compelling messages, how to use LinkedIn and other social networking and selling resources more efficiently to drive more conversations, pitfalls to avoid and more.

Sales person making a sales prospecting presentation

In Integrity Prospecting, Participants:

  • Take an honest, introspective look at their view of prospecting and their own abilities to successfully connect with prospective customers
  • Research and identify their Ideal Customer Profile (ICP) and potential sources
  • Develop a disciplined, creative and multi-channel approach to contacting more people and improving conversion rates
  • Design creative, compelling and tailored messaging that is authentic, grabs attention and gets responses
  • Differentiate: better understand your unique selling proposition and build trust
  • Become better aware of engagement & intent signals
  • Develop the skills to cold call like a pro
  • Learn how to work through common objections 
  • Learn how to use LinkedIn to drive more conversations with key stakeholders

What Makes Integrity Prospecting So Valuable?

Reps will commit more time more consistently

A disciplined model to follow

Shift mindsets to knowing there are so many customers out there that need what you can solve

Shift from selling to networking and problem-solving

Improve the how-to’s of creating concise, compelling messages that keep focus on customer challenges

Laser focus on the right people, right accounts, and right conversations

Don’t ‘check a box’ when it comes to making sales prospecting calls. Understand your unique value. Focus on outcomes. And have meaningful conversations that customers will appreciate.

improve Sales prospecting productivity and performance through a focus on the 4 elements of successful prospecting:

  1. Mindset: How sales reps view prospecting and their ability to be successful
  2. Targets: Identifying ideal sales prospects and potential sources
  3. Cadence: Having a disciplined, focused and creative approach of contacting people
  4. Messaging: Delivering a compelling, conversational and authentic message


Shape Copy

“Sales organizations are struggling to fill their funnels and need to expand their list of prospective customers. We’ve found that this is not just an issue of process or skill or will; it’s all of these things. Integrity Prospecting addresses the roots of the problem — lack of goal clarity, call reluctance, ‘hiding behind emails and other negative behaviors — to shift mindsets about the salesperson’s role from cold caller to problem solver and networker. It also provides the disciplined model, tools and accountability they need to use their time more productively and make immediate headway.”

Mike Esterday
Sales Prospecting Program - Integrity Prospecting

Personalization and value matter from the very first customer touchpoint. Help your salespeople have more conversations that will help fuel your business.

Let Us Show You How

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