Find the Right Contractors through Targeted Prospecting

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About This Training

One of four ways to grow a distribution business is to add new contractors. This isn’t something most territory managers are comfortable with. Yet, it can have the most significant impact on long-term success in their territory and the future of the distributor.

In BDR’s Find the Right Contractors Through Targeted Prospecting, territory managers will learn how to build a plan for prospecting for new contractor partners. Attendees will leave this training with a complete roadmap for growing their territory by analyzing current territory coverage and gaps, researching prospects, and developing strategies for cold-calling new partner opportunities.

Don’t sit back and just hope your territory will grow. Discover how proactive prospecting of the right contractors can accelerate your growth and provide better opportunities for your business!

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Who Should Attend This Training

  • Distribution Managers
  • Territory Managers

Things You Will Learn

1. How to analyze your current territory.

2. The steps to identify prospects and research for compatibility.

3. How to create an elevator speech that differentiates you from the competition and gets the contractor talking.

4. How to position yourself as a future business partner.

5. Building a communication plan with your existing contractors to announce the onboarding of a new contractor.

Meet Your Trainer

Candy Cunningham.

Candy Cunningham

Distributor Relationship Specialist & Trainer

Candy Cunningham has over three decades of experience in the HVAC industry, with roles in distribution sales and territory management. As a Territory Manager, Candy was recognized in the Top 10 Percent of National Distribution Sales on three separate occasions. Now a trainer with BDR, Candy leads classes for both Territory Managers on growing sales in their territory, along with BDR's Duct Design and Improving Airflow with Aerodynamic Fittings classes, where she shares her knowledge of ductwork and experience in helping contractors make improvements to existing duct systems.
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Mike Cunningham.

Mike Cunningham

Client Relationship Specialist & Trainer

Mike Cunningham has over two decades of experience in HVAC, with roles in distribution sales and territory management. He leads training classes focused on maximizing results as well as guides distributors in building training journeys for their customers.
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