First Contact Deep Dive
5
Lessons
5
Videos
All
Skill Level
48 Mins.
Duration
English
Language
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Overview
The first meaningful contact with a prospect is crucial to building your pipeline and driving your business forward. Research by Gartner indicates that a well-managed First Contact will increase your pipeline by 26%
First Contact is your opportunity to set expectations and the tone for further engagement. You will qualify the opportunity and decide if there is indeed a winnable deal or qualify it out of your pipeline at an early stage.
But you need also to manage the prospect’s expectations and help them to understand how to buy your product. Prospects typically want a demo and price and if badly manged can simply disappear until they are ready to buy. First contact gives youthe platform to manage these expectations and take control.
Completing this course will help you:
- How to prepare well for First Contact
- How to use First Contact to Qualify in or Out
- First Call win with your prospect
- Manage expectations your prospect may have
- Establish the cadence and velocity of future engagements
Who is the course for?
This course is designed for anyone involved in Enterprise SaaS who wants to learn how to close more deals and do it faster. You can’t wait a year or more to learn the dynamics of an Enterprise deal nor can you simply hire a costly VP of Sales so you need to tap into the necessary expertise quickly and at low cost.
Learning Path
What you can expect to learn and the value of a well-managed First Contact
Video 3 Mins
Why is First Contact so important and what you can expect to get from it
Video 5 Mins
To be successful you need to follow a plan. This lesson describes a 10-point plan for success to ensure you optimize the value of First Contact
Video 26 Mins
How do you put this 10-point Framework into action? See a typical call flow in this lesson
Video 20 Mins
A summary of the value of a well-managed and structured First Contact
Video 3 Mins
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