Webinar on

Lead Management


7th September 2021

11:00 am to 04.30 pm


Mr. Suresh Gopalaswamy

Visiting Faculty at IIM & Senior Advisor

Key Take Aways

Master the art and science of personal selling

Understand the nature and importance of leads

Know the various techniques of objection handling and going past gatekeepers

Drive growth through referrals and lead conversion

Advanced techniques of closing the deal

Focused Account based planning

Who Should Attend

Anyone in the business of Direct sales both Customer facing professionals and Field force management, Experienced Sales professionals looking to further sharpen selling skills.


Introduction and Icebreaker

Expectation Mapping

Context Setting for the Program

Lead Management


  Types of leads

  Difference between lead and a prospect

Lead Generation

  Prospecting Techniques

  Getting referrals


  Building a lead pipeline

Converting A Lead To A Prospect

  Handling Gate Keepers Types of gate keepers, overcoming resistance

Converting Prospect To A Sale

  Prospect Profiling Tool


  Focusing footfalls to drive lead conversion

  Approach- Secure interest/ Gain Attention/Objection Handling

  Follow up techniques

  Purchase Trigger matrix

  Importance of Post Call analysis

Driving Growth

  Building the referral channel

  Account based planning

Profile of Faculty

Mr. Suresh Gopalaswamy

Visiting Faculty at IIM & Senior Advisor

Experience of 20+ years in Behavioral and Functional Training, Profit Centre Operations and Sales & Distribution Management. Have facilitated and coached clients from wide range of industries. Retired from HUL as Senior Manager Channel Operations. Currently operating from Bangalore, Kolkata and Delhi. Mr Suresh is Guest Faculty at IIM-C for MDC programs for Senior management as well as ISS probationers

Mr. Gopalaswamy has Diplomas in Management, HR Management, Change management and a certification in Storytelling. Mr. Gopalaswamys area of expertise include Sales Management, selling techniques, Business Partner Management, Lead Management, Train the Trainer, Competency Mapping & Development, Business Story Telling, Change Management, Execution Skills among many others.Mr. Gopalaswamy has a wide Industry/Functional Experience / exposure Sector exposure: Manufacturing, Heavy Engineering, Industrial Products, Automobile, Automobile Parts, Oil and Gas, PSUs, Energy, Electricity Supply, Infrastructure, Paints, Adhesives, FMCG, Consumer Durables, Hospitality, Health Care, Fashion, Music Sales, Appliances, Real Estate, Projects, Telecom, IT, Banking, Jewelry.

Courses time structure:

Session  (11:00am to 4.30pm) 30mins Break Included

Pre-requisites: You should have good internet connection and good quality headphone/speaker set with Laptop Desktop. You should have notepad/pen to note down important points.

How To Register

Fee Structure :- Per participants

Rs. 7000/-

USD 115




18% GST is applicable

> Mode of Payment: NEFT /Paytm / Credit Card/ GPAY

> Fees include certificate of participation & Course Material.

*Terms & Conditions apply


Best regards

For GFORD Institute of Management Pvt Ltd

Piyush Verma

Email: gfordseminar@outlook.com 

Mob. :9711114779 /9315556407

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