{"id":12496,"date":"2020-09-23T14:07:41","date_gmt":"2020-09-23T14:07:41","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/21st-century-prospecting\/"},"modified":"2022-12-19T16:44:47","modified_gmt":"2022-12-19T16:44:47","slug":"21st-century-prospecting","status":"publish","type":"post","link":"https:\/\/sandler.com\/programs\/21st-century-prospecting\/","title":{"rendered":"21st Century Prospecting"},"content":{"rendered":"\n\t<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/programs\/21st-century-prospecting\/#21st_Century_Prospecting\" >21st Century Prospecting<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/programs\/21st-century-prospecting\/#Upgrade_your_business_development_strategies\" >Upgrade your business development strategies.<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/programs\/21st-century-prospecting\/#Struggling_with_the_challenge_of_getting_the_right_number_of_conversations_with_the_right_decision-makers_Dissatisfied_with_the_velocity_and_size_of_your_pipeline_Frustrated_because_what_you_are_used_to_doing_to_develop_business_is_no_longer_producing_the_results_you_need_Uncertain_about_how_best_to_connect_with_prospects_via_virtual_communication_platforms_such_as_Zoom_Generate_powerful_conversations_with_sales_prospects\" >Struggling with the challenge of getting the right number of conversations with the right decision-makers.\t\t\t\t\n\t\tDissatisfied with the velocity and size of your pipeline.\t\t\t\t\n\t\tFrustrated because what you are used to doing to develop business is no longer producing the results you need.\t\t\t\t\n\t\tUncertain about how best to connect with prospects via virtual communication platforms such as Zoom.\t\n\n\t\tGenerate powerful conversations with sales prospects<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/programs\/21st-century-prospecting\/#Enroll_yourself_today\" >Enroll yourself today!<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/programs\/21st-century-prospecting\/#21st_Century_Prospecting_Curriculum\" >21st Century Prospecting Curriculum<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/sandler.com\/programs\/21st-century-prospecting\/#Take_the_next_step\" >Take the next step.<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h1><span class=\"ez-toc-section\" id=\"21st_Century_Prospecting\"><\/span><strong>21st Century Prospecting<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h1>\n\t<p>Prospect the Sandler way \u2013 in today\u2019s market!<\/p>\n\t\t\t<a href=\"\/connect-with-us\/\" target=\"_blank\" role=\"button\" rel=\"noopener noreferrer\">\n\t\t\t\t\t\t\tConnect with Sandler\n\t\t\t<\/a>\n\t<h3><span class=\"ez-toc-section\" id=\"Upgrade_your_business_development_strategies\"><\/span><strong>Upgrade your business development strategies. <\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\t<p>This course shows salespeople how to set up and follow a bulletproof prospecting plan that leverages the right technology, maximizes warm lead opportunities, and sets up a predictable number of viable sales appointments.<\/p>\n\t<h6><strong>If you are like many salespeople, you may find yourself:<\/strong><\/h6>\n\t<ul>\n\t\t<li>\t\t\t\t\n\t\t<h2><\/h2 ><p>Struggling with the challenge of getting the right number of conversations with the right decision-makers.<\/p><\/li><li>\t\t\t\t\n\t\t<h2><\/h2 ><p>Dissatisfied with the velocity and size of your pipeline.<\/p><\/li><li>\t\t\t\t\n\t\t<h2><\/h2 ><p>Frustrated because what you are used to doing to develop business is no longer producing the results you need.<\/p><\/li><li>\t\t\t\t\n\t\t<h2><\/h2 ><p>Uncertain about how best to connect with prospects via virtual communication platforms such as Zoom.<\/p><\/li>\t<\/ul>\n<h2>\n\t\tGenerate powerful conversations with sales prospects\n\t<\/h2>\n\t<p>With Sandler\u2019s <strong>21st Century Prospecting<\/strong>, you will learn how to upgrade your business development strategies using the latest proven tactics from Sandler Training.<\/p>\n\t<h6><strong>In 21st Century Prospespecting, you will learn how to:<\/strong><\/h6>\n\t<ul>\n\t\t<li>\t\t\t\t\n\t\tTake control of the business development process.<\/li><li>\t\t\t\t\n\t\tOvercome call reluctance.<\/li><li>\t\t\t\t\n\t\tReframe your self-talk.<\/li><li>\t\t\t\t\n\t\tSet up action plans for specific target markets<\/li><li>\t\t\t\t\n\t\tGenerate more and better referrals.<\/li>\t<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Enroll_yourself_today\"><\/span>\n\t\tEnroll yourself today!\n\t<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\t<p>Easy-to-learn steps and strategies that give you multiple low-pressure options for making contact with the right people.<\/p>\n\t\t\t<a href=\"https:\/\/www.sandler.com\/shop\" target=\"_blank\" role=\"button\" rel=\"noopener noreferrer\">\n\t\t\t\t\t\t\tENROLL YOURSELF\n\t\t\t<\/a>\n\t<h2><span class=\"ez-toc-section\" id=\"21st_Century_Prospecting_Curriculum\"><\/span>21st Century Prospecting Curriculum<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\t<p><strong>21st Century Prospecting<\/strong> is an eight-lesson course that shows sales professionals how to set up and follow a bulletproof prospecting plan. This course gives you a comprehensive, self-paced study program that shows you how to upgrade your business development strategies using the latest proven tactics from Sandler Training.<\/p>\n\t<ul>\n\t\t<li>\t\t\t\t\n\t\tDefine Your Prospecting Success<\/li><li>\t\t\t\t\n\t\tMake the Prospecting Call<\/li><li>\t\t\t\t\n\t\tCreate Your Prospecting Plan<\/li><li>\t\t\t\t\n\t\tImprove Your Belief System<\/li>\t<\/ul>\n\t<ul>\n\t\t<li>\t\t\t\t\n\t\tTechniques for Gatekeepers and Voicemail<\/li><li>\t\t\t\t\n\t\tAsking for Referrals<\/li><li>\t\t\t\t\n\t\tVirtual Prospecting<\/li><li>\t\t\t\t\n\t\tSandler Rules for Prospecting<\/li>\t<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Take_the_next_step\"><\/span>\n\t\tTake the next step.\n\t<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\t<p>The journey to success starts where you are, and it starts today!<\/p>\n\t\t\t<a href=\"\/connect-with-us\/\" target=\"_blank\" role=\"button\" rel=\"noopener noreferrer\">\n\t\t\t\t\t\t\tConnect with Sandler\n\t\t\t<\/a>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":15,"featured_media":9941,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1046],"tags":[1026],"class_list":["post-12496","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-programs","tag-prospecting"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>21st Century Prospecting | Prospecting Program by Sandler Training<\/title>\n<meta name=\"description\" content=\"Learn the most powerful best practices for prospecting the Sandler way \u2013 in today\u2019s market.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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