Who it's for
Level Two (Master Prospecting) is designed for new business leaders and teams focused on generating new client leads.
See More >How it works
This training program is delivered live over four remote sessions of two hours or less.
See More >Who it’s for
This training is for mid-level client-facing team members who manage accounts and projects.
Depending on your agency’s structure, this may include account management, client services, project management, department leads, practice leads, etc. For those in account management/client services, consider those who are Senior AE, up through Account Supervisor and Junior Account Director.
If you are sending a group, it is ideal to have those who work together on a client. The training is a series of sequential building blocks, with interactive breakout exercises that are applied back to an account in the agency. When teams work together on these exercises, the impact on that account is almost immediate.
How it works
By participating in this training, your new business teams will learn how to:
- Identify the most high-value targets you can easily convert
- Understand and address the most urgent business needs of your target prospects
- Open doors faster with prospect-focused content marketing
- Hook prospects and pull them into your pipeline with a sense of urgency
- Improve your close rate by converting initial outreach into first meetings, and ultimately into new projects
Interactive Breakout Exercises
To ensure attendees apply the training back to their own unique situations, participants will select one client prospect category to focus on. They will participate in exercises and apply the lessons back to this category. The training will conclude with new skills and plans to improve their ability to convert new business.
Sending a group?
If you are sending a group, it is ideal to have those who work together on pitches (business development leads and those who work with them). When teams collaborate in the exercises, the impact on the pitch process is even greater. Groups of 2-4 people focused on one pitch prospect category are ideal. If sending more, choose more prospect categories to focus on.
More valuable new business teams
Ultimately, the goal of the training is to provide the new methods, models, and tools to immediately improve the effectiveness and value of those who participate in new business pursuits for the agency.
Who it’s for
Level Two (Master Prospecting) is designed for new business leaders and teams focused on generating new client leads.
Applicable to various roles
Depending on your agency’s structure, this may include new business, account management, project management, department leads, practice leads, etc.
Sending a group?
If you are sending a group, it is ideal to have those who work together on pitches (business development leads and those who work with them). When teams collaborate in the exercises, the impact on the pitch process is even greater. Groups of 2-4 people focused on one pitch prospect category are ideal. If sending more, choose more prospect categories to focus on.
Four-part virtual training series
High-Value Targeting: Identify the Prospects You Can Most Easily Convert
Jun 18
12:30 pm -
2:15 pm ET
Outreach Strategy: Accelerate Your Sales Cycle
Jun 20
12:30 pm -
2:15 pm ET
Outreach Conversion: Generating First Meetings
Jun 25
12:30 pm -
2:15 pm ET
First Meetings: Convert Into First Projects
Jun 27
12:30 pm -
2:15 pm ET
High-Value Targeting: Identify the Prospects You Can Most Easily Convert
Jun 18
12:30 pm -
2:15 pm ET
Clients receive dozens of undifferentiated emails and calls from agencies – every week. So, how do you now break through and connect with a prospect?
Agencies that experience a high level of success with proactive prospecting systematically attack and convert one high-quality prospect after another. In this session, you learn how to create a custom target list of those prospects your agency can most quickly and easily convert into a new assignment.
- Learn a specific set of lead-scoring criteria to identify those target accounts that can be most quickly and easily converted into new assignments.
- Apply a framework to outline the specific departments and executives that will become the focus of the agency’s outreach.
- Next, learn how to open doors faster by pinpointing the most pressing needs of your target prospects.
Make the critical shift from selling “tactics” to “selling client business impact” with frameworks for understanding each prospect’s business – without requiring a tremendous amount of time and resources. This will be applied to your prospects to hook and pull them in with a sense of urgency.
Outreach Strategy: Accelerate Your Sales Cycle
Jun 20
12:30 pm -
2:15 pm ET
Opening doors more quickly requires you to create a sense of urgency with your prospects. However, shopping around “capes and cases” has now become the single most dated approach to prospecting – void of any compelling reason to engage with an agency.
Based on the targeting and messaging work from session one, you’ll now identify the specific type of content marketing required to fuel your outreach program.
The goal is to hook prospects with insight-rich content that pulls them into your pipeline – with momentum – and gives them a compelling reason to engage. Without this, prospects often stall in the pipeline, ultimately ghosting agencies.
Learn how to customize this concept and apply it in the form of a specific action plan for your priority prospects.
Outreach Conversion: Generating First Meetings
Jun 25
12:30 pm -
2:15 pm ET
This session builds upon having your optimized target list, messaging strategy, and content firmly in place. Next, you’ll learn how to persuade prospects to more quickly respond to their initial outreach – with the goal of shortening the sales cycle.
We’ll address how to orchestrate your own prospecting program – conducting one-to-one outreach with your high-value targets. This will include a deeper look at prospecting “scripts,” specifically designed to generate a faster response.
Learn how to disarm the prospect and focus on the business-building benefits you’ll provide to better persuade potential clients to meet with you.
Importantly, we’ll also cover the implications of how prospecting has evolved in a hybrid and remote work environment.
First Meetings: Convert Into First Projects
Jun 27
12:30 pm -
2:15 pm ET
There is one chance for a first impression, and likely, only one chance for a first meeting.
In this session, you’ll apply a new framework by which you can consistently orchestrate prospect meetings – whether in-person or remote.
Learn how to develop and present the one type of content that most hooks, engages, and converts first-time prospects. The approach is to bring “content marketing” to these important first meetings.
Within the training, you’ll develop the plan to create the content that will be leveraged in your prospecting approach.
Ultimately, you’ll leave this session with a completely evolved approach that you can apply to all of your prospect meetings.
Past Mirren workshop attendees have included
