Fanatical Prospecting | Prospecting and Business Development Skills Training
The World's Most Popular Sales Prospecting Course
Fanatical Prospecting Training Curriculum
Fanatical Prospecting is our master class on on sales prospecting and productivity.
Based on Jeb Blount’s mega best seller by the same name, the Fanatical Prospecting system in leveraged by organizations across virtually every industry. Our trainers have delivered the Fanatical Prospecting coursework to sales teams in more than twenty countries on six continents.
This high impact, comprehensive training system is focused on developing competencies for sales prospecting, time management, productivity, and pipeline discipline.
Fanatical Prospecting teaches a comprehensive system for sales prospecting. This course builds the core competencies for top of funnel activity, sales productivity, time and territory management, objection handling, and targeting. It arms your sellers with easy to deploy sales prospecting frameworks, a multi-channel, balanced prospecting methodology, powerful messaging that grabs the attention of the most coveted prospects, and objection handling techniques that give them the confidence to effectively fill the pipeline with high-quality prospects.
Course length may expand or contract depending on prospecting channels covered and customization for your unique situation.
In-Classroom: One to two days (depending on modules covered). The interactive classroom based course is heavy on experiential learning and includes exercises, role-plays, group break-outs, live prospecting blocks, and hands-on instructor coaching.
Virtual Classroom: Approximately 16 – 30 Hours of Coursework (depending on modules covered) – Including Eight One Hour Live Sessions
Self-Directed: Approximately 30 Hours of Online Coursework and Offline Activities
Fanatical Prospecting Mindset
Leveraging Human Influence Frameworks
Time Discipline, Calendar Management, and Time Blocking
Attention Control and Focus
Territory Discipline and Daily Cadence
Effective Messaging – Developing and Delivering an Effective Sales Story
Lead and Prospect Qualifying and Segmentation
Effective Targeting and List Building
Strategic Pursuit Planning and Sequencing
Telephone Prospecting Effectiveness
Leaving Effective Voice Mail Messages
Prospecting Objection Handling
Handling Gate Keepers
Email Prospecting and Message Development Effectiveness
LinkedIn Prospecting and Social Media Efectiveness
In-Person (Face to Face) Prospecting Effectiveness
Text Message Prospecting Effectiveness
Complex Account Prospecting Strategies
Account Based Prospecting
Self-Directed Video Based Modules
Access to the Sales Gravy University Online Learning Platform (ask about our custom branded learning portals)
Coaching Guides for Sales Leaders
Four One-Hour, Post Course, Anchor Sessions with a Master Trainer in our Virtual Classroom
Flexes to Adult Learning Preferences
The training media, educational design, and delivery flexes to adult learning preferences and are responsive to multigenerational learning styles.
We employ an active learning methodology that blends interactive instruction with experiential learning elements, practice cases, and role-playing scenarios to create reference experiences that anchor key concepts and make training stick.
We offer multiple delivery options that flex to your organizational needs, training budget, learners, and learning preferences. All training programs are delivered by our master certified trainers or may be licensed and delivered by your learning and development team.
Because Fanatical Prospecting Boot Camp is highly interactive and skills are developed through doing and coaching, it is most effective when delivered in a classroom environment.
REMOTE INSTRUCTOR FACILITATED VIRTUAL CLASSROOM
When your team is spread out geographically or the costs of brining everyone together are too high, remote learning programs are an excellent option. With this option, the course is facilitated by one of our master trainers, once a week, over eight sessions, in a virtual classroom. The live sessions are supplemented with self-directed video based modules, individual exercises, and discussion groups.
ON-DEMAND SELF-DIRECTED VIDEO BASED LEARNING
We offer a comprehensive self-directed, Fanatical Prospecting e-learning course that includes training videos, visual learning elements, reading, audio, off-line assignments, and assessments. The online, self-directed coursework may be used as a supplement for classroom based learning or as a stand-alone. Learners may access the online course on the Sales Gravy University platform, on a private, branded learning portal we build for you, or on your company LMS (we provide you with the SCORM package).
Should you have in-house trainers and prefer that your own team deliver the training, you may license this program. We will train and certify your trainers and supply all of the course material. Give us a call at 1-844-447-3737 to learn more about our innovative licensing options.
WHO SHOULD ATTEND
This course is designed for all sales professionals who are responsible for outbound prospecting, inbound lead follow up, and top of funnel activities. It is appropriate for both inside and field sales roles and is applicable across B2B and B2C. The course may be modified to include only the sales prospecting channels available to your sales team.
This course may be fully customized for your company, learner segment, and defined sales process. Modules may be grouped, adjusted, or removed as needed. Call 1-844-447-3737 for more information on curriculum customization.
WE BUILD THE CURRICULUM AROUND YOUR COMPANY
Most training companies deliver generic training out of an off-the-shelve box. They expect every company to fit neatly into this generic box. This is why participants don’t find the training content (or facilitators) credible, training often fails to deliver the outcomes you expect, concepts don’t stick, behaviors don’t change, and you don’t get a fair return on your training investment
At Sales Gravy, we are known for our ability to speak our customers’ language and customize and shape training around each client’s unique situation and culture.
When training curriculum is developed in your language, integrates into your defined sales process, and addresses your unique challenges and go-to-market strategies, participants are more engaged, assimilate the training content faster, and skills stick over the long haul.
Long-term behavior change
Significantly higher return on your training investment
Increased sales, fast
Measurable business outcomes you can count on
OUR PROVEN PROCESS
To guide us while working with you and your team, we leverage a proven process – ADIO² – for developing and customizing powerful and engaging training curriculum and content specific to your unique situation.
Assess: Our process begins with deep discovery to gain an understanding of your unique situation, culture, sales process, go-to-market strategies, customer base, industry norms, challenges, desired future state, metrics that matter, and measurable business outcomes. With this information we begin the design process and collaborate with you to develop a Business Success Plan that defines outcomes, expectations, and targets.
Design: Next we design and customize the training curriculum, content, workbooks, exercises, practice cases, and coaching guides specific to your organization. The learning path is aligned with the Business Success Plan. Media, workbooks, training decks, videos, and tools are customized with your organization’s branding.
Implement: Leveraging a blended learning methodology that connects with adult learners and generational learning styles, we deliver the training to your team and/or train and certify your in-house learning and development professionals to deliver the coursework.
Operationalize:ROI occurs when training sticks over the long-haul. Through post-training anchor sessions, online modules, and coaching guides we help participants turn new skills into habits. We then work with your leadership team to integrate new skills into your processes, systems, and sales automation stack.
Optimize: Working in concert with your team, we analyze performance data and iterate the program to improve outcomes and accelerate performance.