As salespeople gain more experience and transition to the intermediate level, they must handle new customer relationship management (CRM) responsibilities, the most important one being lead generation. Lead generation is the process of creating interest for your product/service in the market and converting potential customers (customers who have shown interest in your offerings) into actual customers. Effective lead generation allows you to consistently attract new customers to your business. Moreover, you can also obtain the contact information of prospects via lead generation. This information is highly important to improve your customer retention rate. In this course, we will be focusing on two CRM concepts: lead generation and strategies for approaching a prospect. In addition to lead generation techniques, you will learn the reason that accurately diagnosing your prospect’s problem is more important than the actual selling. Learning objectives: – Understand the importance of identifying your prospect’s biggest challenges – Learn five questions to ask prospects to determine their problems so that you can offer the right solutions – Learn three techniques to streamline the questions you ask a prospect to pinpoint their biggest challenge – Learn the importance of lead generation for effective sales – Learn seven techniques for generating more leads – Learn the prospecting campaign strategy for generating more cold sales leads – Learn about three mistakes to avoid in the lead generation process
Most frequent questions and answers
Co-operative education is a three-way partnership between the university, students and employers. Students apply their classroom knowledge in a series of four-month work experiences. You, the employer, enhance a student’s education, while reaping the unique benefits of CO-OP employees.
- Year-round access to well-motivated, qualified employees.
- Access to potential full-time staff in a controlled environment, reducing your costs and risks.
- Access to a cost-effective source of temporary employees for peak periods or special projects.
- A say in what students learn by working with the university.
- Promotion of your organization as one that believes in developing the potential of young people.
- Access to a great pool of French-speaking, English-speaking and bilingual students.
Most work terms run at least 15 weeks, or four months. They can be no shorter than 13 weeks. Some master’s students, as well as some science and engineering students, are available for 8 or 12 months’ work terms.
All jobs are reviewed by a CO-OP Program Coordinator, and only those providing students with work experience related to their professional development are approved. Administrative activities involved in a job should be less than 10% of the entire workload.
When you first contact SSC, you are assigned one of our Program Coordinators, depending on your discipline of interest. This person is your main contact in our office. As you move through the recruitment process, you also work with a representative from CO-OP Administrative Services, who assists with job posting and interview scheduling.