Strategic Business Prospecting® simulation.

Participants take on the role of an inside sales professional (ISP) at ABC Inc. The storyline unfolds over several simulated months as participants strive to meet their sales quota. Interactions and decision points include:

• Networking to generate leads
• Applying business acumen when researching prospect companies
• Using social selling methodologies to connect to prospects, lead sources, and others
• Adapting to a prospect’s social style
• Qualifying opportunities using strategic business questioning skills
• Positioning value compellingly
• Gaining agreement to an actionable next step

The Prospecting Challenge

In the simulation, the sales professional pursues several leads. As the simulation begins, participants receive a lead to follow, and they build on this lead as the storyline unfolds, until they are working to close multiple opportunities. They conduct research on the prospect companies by analyzing their financials, and identify key points to use on their initial call to gain the contact’s interest. Along the way they attend networking events and utilize social selling approaches to begin building a brand and creating a virtual network.