Hunting for New Sales

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April 13, 2021 9:00 am
April 16, 2021 12:45 pm
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CPD Units
7 hrs
€220 + VAT


Tuesday 13/04/2021 - 09:00-12:45

Friday 16/04/2021 - 09:00-12:45

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Event Details


Many sales professionals perform reasonably well by following a reactive approach to sales: they handle customers that come to them reasonably well, but avoid initiatives: they take very little proactive action to reach out and contact new prospects. When asked why they don’t do it, many sales people will tell you that they simply don’t know where to start from, or they don’t have a structure to follow for this. On rarer occasions, some may even say that they feel very uncomfortable about facing a possible rejection by the client.



Training Objectives


This training seminar-workshop addresses what is regarded by many sales people the most dreaded thing in sales: Identifying a prospective client and contacting them for the first time.


Sales people going through this seminar-workshop will design a custom system that empowers them to search, select, and cold-call new client prospects powerfully, in a way that leaves the client inspired and ready to do business with you.


More specifically, through this programme you as a sales professional will be able to:

  • Identify which are your true strengths in the market and recognise them as valuable tools that will drive your hunting for new customers
  • Set up and follow a system that empowers you to continuously generate and hunt new prospects
  • Distinguish how to choose promising customer prospects early on in the sales process and deliver better results for the time invested
  • “Who will you contact and how?” Identify what drives each decision maker within the client’s organisation and choose your ‘angle of attack’
  • Construct an effective cold-calling process for your business services (through phone-calling and other methods of communication)
  • Cold-call new prospects powerfully, in a way that leaves the customer eager to meet you and curious to find out more about your business
  • Establish a mechanism for managing client objections in a way that leaves the client inspired and ready to do business with you


Alkis Kaimakis

Alkis is a consultant and trainer, he is a founding partner and Director at Apriori Management Training, a local training & consulting company. He helps sales teams sell: he advises organisations on sales management and strategy, he delivers in-house sales training seminars that are custom-made to fit client's needs, and he offers one-on-one business coaching to sales executives. Here at EIMF he offers with us a number of training seminars on major sales subjects that have been developed having in mind the specific needs of our audience. He has worked in a number of industries - such as Market Research, IT, Telecommunications - and held a number of positions. Just to mention he served as the Sales Manager at Cablenet from 2008 to 2017, during Cablenet's period of high growth. Alkis holds an MBA from CIIM and he also has a Bachelor and a Master’s degree in Electrical Engineering from Cambridge University.
See all courses by Alkis Kaimakis