Cold Call Training and Sales Training by AST, Inc.

Accelerated Sales Training's live call sales training workshops enable inside and field sales reps in companies such as yours to:

Quickly break into new accounts and collect actionable sales intelligence
Uncover and map out decision-makers, influencers and stakeholders
Identify and qualify sales opportunities
Shorten sales cycles by working with higher level decision-makers
Beat the competition
Close more business

We deliver an effective, simple and repeatable cold calling system designed and developed to increase the sales performance of your salesforce in the area of new business development in non-client accounts. The training is highly interactive since it uses live cold calls over the phone, made into real accounts, by both the instructor and participants to demonstrate and reinforce the use of the cold calling techniques taught.

Many clients have found the live cold calling training provides the missing piece of their current training and augments rather than replaces their existing training methods. The training is designed for both field and inside sales reps.

Work gets done during the training. This program focuses on the use of instructor led, face to face, classroom whiteboard and live cold call training. Other types of delivery such as on-site or remote individual or group and track or session training are available.

Tripled call center lead generation performance while the Inside Sales group doubled its results in setting qualified appointments.
Added 74 new customers in one quarter.
Increased sales from $695 million to $1.1 billion over a 5 year period.
Boosted sales by 19.3% quarterly and increased profit before taxes by 24% for the past fiscal year.
Added over $1 million in Canadian Pipeline within one quarter.
Completed a $2.8 million in new license revenue at a major insurance company.
Closed a $208,000 deal that paid for the entire prospecting program.
Identified over $61 million in software revenues from 1989 to 1997.

Reaching decision makers faster through prospecting research, cold calls, emails, faxes and web strategies resulting in a shortening of the length of the overall sales cycle.
Implementation of a simple, repeatable cold calling methodology for mapping out individual stakeholders, influencers and buyers quicker, efficiently and easier causes a speeding up of the sales cycle.
Bringing new hires up to speed quicker by making cold calling easier and more effective provides for greater sales representative retention due to increased job satisfaction when it comes to the necessity of building new C-Level relationships.
Setting up a greater number of face-to-face, phone and web demo appointments developing into in a significant increase in the number of well-qualified prospects into the sales pipeline.
Quickly penetrating new markets and increasing the number of new logos (i.e. new clients).
Using live phone calls combined with individual and group exercises rather than theory or lecture making it easier for students to learn and retain what is learned better.
Lowering the cost of acquiring new sales by identifying and selling to the decision maker(s) who have the authority to make decisions.
Laminated call scripts available in English, French, German, Italian, Spanish and Swedish help in bringing foreign students up to speed.

Cultures trained included sales reps from Australia, Austria, Belgium, Brazil, Canada, China, Denmark, England, Finland, France, Germany, Holland, India, Ireland, Italy, Korea, Luxembourg, Malaysia, Mexico, Netherlands, Norway, Philippines, Puerto Rico, Singapore, Slovakia, Spain, Sweden, Switzerland, Thailand and all across the USA. The Cold Calling for Success Live Cold Call Training™ is hands-on, real-time and interactive.

08:30 a.m. Introductions.
08:45 a.m. Challenges reps have run into over the phone are listed.
09:00 a.m. Instruction on Cold Calling System for Success™.
10:00 a.m. Call Script Exercise.
10:15 a.m. Call Script Exercise Review.
10:30 a.m. Live demonstration cold calls made by Ron into any accounts the students choose.
12:00 p.m. Lunch.
12:30 p.m. Review the workbook.
01:00 p.m. Each rep makes live cold calls into their accounts with Ron coaching them.
03:15 p.m. Overall Evaluations are completed and a report is provided to management.
03:30 p.m. End of training.

08:30 a.m. Introductions.
08:45 a.m. Challenges reps have run into over the phone are listed.
09:00 a.m. Instruction on Cold Calling System for Success™.
10:00 a.m. Creating an Opening Value Statement Exercise.
10:20 a.m. Opening Value Statement Exercise Review.
10:40 a.m. Call Script Exercise.
11:00 a.m. Call Script Exercise Review.
11:10 a.m. Live demonstration cold calls made by Ron into any accounts the students choose.
11:50 p.m. Lunch.
12:20 p.m. Review the workbook.
01:00 p.m. Live demonstration cold calls made by Ron into any accounts the students choose.
03:00 p.m. Summary of material covered as applied to the list of challenges.
03:15 p.m. E-mail homework assigned. Day One Evaluations are completed.
03:30 p.m. End of Day One.

Agenda Day Two
08:30 a.m. Review of yesterdays lessons learned are listed.
08:45 a.m. Review Email for a C-Level homework reviewed and critiqued.
09:00 a.m. Each rep makes live cold calls into their accounts with Ron coaching them.
11:50 p.m. Lunch.
12:20 p.m. Each rep makes live cold calls into their accounts with Ron coaching them.
02:15 p.m. Overall Evaluations are completed and a report is provided to management.
02:30 p.m. End of training.