Full Contact Selling Workshop /><br /><br /> Program Facilitator<br /><br /><h1>Rick McCutcheon</h1><br />Rick is one of North Americas Leading Authorities on Sales Productivity and Customer Relationship Management. He is the creator of the Full Contact Selling System. He is a much sought after speaker, consultant and writer. Rick has been involved with the CRM Industry since 1990 as a Company Founder, Senior Executive, Reseller, Board Member, Educator, Consultant and Professional Speaker. Rick draws on his 17 years of real world experience having personally sold millions of dollars worth of products and services to customers ranging from the SMB Marketplace to Major International Corporations. His stories are
Social Networking Technology

The Full Contact Selling Workshop


Power Up Your Sales With Technology
This session reveals the game plan behind the Full Contact Selling Methodology. We cover in-depth sales process strategies and technology best practices for CRM and Social Networking Technology. Many real world examples of how the Full Contact Selling can improve your sales results will be provided. This workshop can be customized for Sales Professionals who are new to CRM or advanced CRM user. This session can be delivered Live in person or through a series of Live Meeting Webinars.

FCS Program Benefits
One of the most important components of a successful CRM roll-out is user adoption success. The FCS program will help your sales team understand how CRM can improve and streamline their:
  • selling processes and improve activity levels
  • management of Customers, Prospects and Partners
  • correspondence, follow ups and time management
  • collaboration with other team members
This will lead to:
  • the generation of better quality data
  • less of a decline in sales productivity
  • Immediate feedback on usability of the system
  • Identification of any problem areas with the users.
Most importantly FCS training builds user acceptance and team spirit!

Workshop Agenda


  • The 3 Pillars of Sales Success - Winning with People, Process and Technology
  • Understanding the prospect buying process
  • Review of the Full Contact Selling Process
  • Working with Leads, Accounts, Contacts and Opportunities
  • Pre call planning and internet researching techniques
  • Scheduling calls, meetings and tasks
  • Advanced search and building lists
  • Power Prospecting with technology - using proven techniques on how to get through to decision makers
  • Developing pro active and reactive marketing campaigns
  • Scheduling follow ups and creating a "Keep Warm Strategies"
  • Qualifying opportunities - how to conduct a discovery session
  • Pipeline and forecast management
  • Gaining commitment
  • Account Management
    1. Building account profiles
    2. Cross selling techniques
    3. Effective time and territory management
  • Best practices in Social Networking
  • 30 Days to CRM Success
Customized FCS relationship models and courseware will be provided for each participant. This session can be facilitated live or through a series of web based 4 e-learning seminars.