Interactive Webinar on

Lead Management

On

23^rd January 2024

02:00 PM to 05:00 PM

By

Mr. Suresh Gopalaswamy

Visiting Faculty at IIM & Senior Advisor

Lead management is defined as the methodology, process, and software used to reach prospective customers and convert them into buyers using targeted sales and marketing strategies.” Lead management is essential for companies looking to grow their customer base and reach out to a wide audience.

Lead management should not be confused with lead nurturing, which is a specific part of lead management that takes place towards the end of the process.

Key Take Away’s

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.

Contents

Ø Introduction and Icebreaker

Ø Expectation Mapping

Ø Context Setting for the Program

Ø Lead Management 

ü Definition

ü Types of leads

ü Difference between lead and a prospect

Ø Lead Generation

ü Prospecting Techniques

ü Getting referrals

ü Collaborating

ü Building a lead pipeline

Ø Converting A Lead To A Prospect

ü Handling Gate Keepers – Types of gate keepers, overcoming resistance

Ø Converting Prospect To A Sale

ü Prospect Profiling Tool

ü Prepreparation

ü Focusing footfalls to drive lead conversion 

ü Approach - Secure interest

ü Gain Attention

ü Objection Handling

ü Follow up techniques

ü Purchase Trigger matrix

ü Importance of Post Call analysis

Ø Driving Growth

ü Building the referral channel

ü Account based planning

Profile of Faculty

Mr. Suresh Gopalaswamy - Visiting Faculty at IIM & Senior Advisor

Experience of 20+ years in Behavioral Functional Training, Profit Centre Operations & Sales & Distribution Management. Facilitated & 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. Gopalaswamy’s 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, , FMCG, Consumer Durables, Hospitality, Health Care, Fashion, Music Sales, Appliances, Real Estate, Projects, Telecom, IT, Banking, Jewelry.

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 –

Fees: Per Person

Rs. 3500/-

USD 71

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

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