THE AGENDA SETTER ©

ATTRACTING NEW CLIENTS AND INITIATING NEW BUSINESS

The AGENDA SETTER © is a highly skilled expert in contact management and business development specialized on Buyer 4.0 markets. He knows how to systematically use new CONTACT STRATEGIES and value-based DIALOG and MESSAGING TOOLS to get through to decision-makers, to arrange meetings and to consistently generate new business and initiate new sales orders. 

By using Buyer 4.0 specific conversational and messaging tools, you will be able to significantly improve the response and feedback ratios throughout the whole acquisition process and consequently boost your pipeline and drive new business.

COURSE CONTENT - Prospecting

Salespersons learn and train how to ...

  • identify HIGH POTENTIALS in the market,
  • develop a personal MARKET DEVELOPMENT STRATEGY,
  • build a Buyer 4.0 specific CONTACT STRATEGY,
  • identify the BUYING REASONS and the CUSTOMER NEED for each individual persona,
  • identify the IDEAL DECISION-MAKER,
  • organize access to KEY PLAYERS and EXECUTIVES,
  • formulate PROMPTERS and SCRIPTS for addressing different targets,
  • focus on VALUE aspects in messaging,
  • use economical BENEFITS to get access,
  • deal with OBJECTIONS and define EXIT STRATEGIES,
  • create a SALES PLAYBOOK to improve performance and efficiency,
  • and define a FOLLOW-UP STRATEGY.

By using BUYER 4.0 specific conversation and messaging tools, you will be able to significantly improve the response and feedback ratios throughout the entire acquisition process, which will help to strengthen your pipeline and drive new business opportunities.

Dialogue Framework Components

  • the Buyer 4.0 Contact Strategy
  • the Value Chain ©
  • the Competence Statement
  • the Business Statement
  • the Business-Story
  • the Front Desk Dialogue 
  • the Gatekeeper Dialogue
  • the Dialog Model to address Value Sponsor
  • the Follow Up Evaluation Dialogue
  • several Email Contact and Follow Up Templates 
More details
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Add a 2-step authentication to your account to expand access security and better protect your data. To do this,

  • Click the “Log in” button and sign in with the credentials sent to you by email. You will be taken to the 2FA setup procedure.
  • In case the QR code is not not shown immediatley on the screen, please wait a second or refresh your screen.
  • Install from the Google or Apple store the Microsoft Authenticator on your mobile phone or any other APP shown on the bottom of the popup window of the 2FA procedure.
  • For the Microsoft Authenticator, select “Add account / Other account” or equivalent steps in the APP you have chosen. (See also the various instructions for other apps in the 2FA pop-up window.)
  • Thereafter scan the QR code displayed in the popup window using your Authenticator APP.
  • The phone will immediately show the new account and a 6-digit security code.
  • After clicking “I’m Ready” in the window of the 2FA procedure, enter the security key into the “Authentication Code” field of the form and finish the procedure with “Validate & Save Configuration”.
  • CONGRATULATIONS! YOUR 2-FACTOR AUTHENTICATION IS SET UP SUCCESSFULLY.
  • Now you have the option to download back-up codes to use them instead of the security code from the APP, if you ever lose your mobile device or do not have access to your phone.
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  • Get an overview and begin with the “Get Started” menu item, describing how to work with the platform.
  • At any future login – after signing in with your username and password – you will be provided with the requested one-time code in the Authenticator APP to enter the key into the form on your PC to finally get access.

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