The Strategic Business Prospecting® simulation is designed for inside sales and other inexperienced sales professionals who are responsible for generating, qualifying, and closing new business.

In the simulation, teams of 4-5 learners collectively take on the simulated role of an inside sales professional responsible for pursuing and closing leads. As the simulation begins, participants receive a hot lead to follow, and as the storyline unfolds, they qualify and work to close multiple new opportunities.

The challenges they face in this fast-paced, immersive world include

• conducting research on prospect companies by effectively analyzing their financials
• choosing which prospects to prioritize and target
• identifying the key value points to use to gain a contact's interest and set a meeting
• leveraging networking events to meet and nurture referral sources
• utilizing social selling to begin building a personal brand and creating a virtual network
   

At the end of each 20-30 minute simulation round, participants receive a scorecard showing how well they performed in the four competencies of lead nurturing, social selling, business acumen, and sale meetings, as well as written feedback on every decision made. The feedback highlights sales best practices that participants can use back on the job.

"We consistently hear that prospecting skills are sorely needed and are identified as one of the top challenges of sales people and sales managers," says Rob Brodo, Advantexe's CEO. "On a daily basis, sales reps must overcome increased competition, highly educated buyers, and prospects who are bombarded with a constant flow of marketing and sales outreach. We developed this simulation to help overcome these critical challenges so that they can improve their prospecting efforts."

Strategic Business Prospecting can be delivered online or at a live learning event. It can be incorporated into an existing sales training program or experienced as part of Advantexe's Strategic Prospecting learning journey. The simulation is ready to use off the shelf or can be customized to a client's selling environment and situations.