Developing the Next Leaders
The Art and Science of Prospecting

Effectively communicating the value proposition at the prospecting stage is crucial to pique client interest and clinch the deal in sales. However, gaining the confidence of clients and maintaining their business is a significant challenge for sales executives.

Developing the Next Leaders (DtNL), a specialist in sales training, imparts the precise choice of words and connection points that resonate with clients, igniting their enthusiasm to respond and meet. The training program equips sales professionals with data-driven tactics to effectively communicate across various channels like voicemail, social media, and email, through a scientific understanding of the value proposition and artful execution.

“We don't just talk the talk; we walk the walk, making us an invaluable resource for those seeking to enhance their sales capabilities,” says Colin C Lake, founder and president of Developing the Next Leaders.

Lakes experience spans high level results in various roles in the sales value chain, including internal and external sales, sales team leadership, and leader of distribution, is a proven track record of success. His ability to relate and guide salespeople from firsthand experience establishes a compelling value proposition for training and development, making DtNL an invaluable resource for its clients.

Unlike other organizations, DtNL’s approach goes beyond theoretical concepts, delivering practical strategies that work in real-world sales situations. By empowering salespeople with tools and usable strategies in keynote presentations, training programs, and learning development systems in The Art and Science of Selling, the audiences gain sustainable takeaways that lead to tangible results and a high level of engagement, distinguishing it from the rest.

DtNL’s training provides personalized guidance to individuals or small groups, while its keynote presentations deliver impactful content to larger audiences. The training programs consist of multiple coaching and presentation sessions, either live or virtual, workshops, and asynchronous learning videos designed to enhance sales skills.

Its training program delivers quantifiable results through increased meetings with the right prospects, higher success rates in generating opportunities, and measurable post-training business growth. The impact of their training is proven, offering clients consistent and tangible outcomes.

DtNL achieved remarkable growth with its highly motivating customized training program. In their first year, they went from zero to nearly a million dollars in sales. Surpassing expectations, they reached $2.7 million the following year, and this year, are projected to hit $5+ million.

Before working with clients, DtNL conducts ‘smart conversations’ with key stakeholders to understand their organization's challenges, objections, product landscape, sales terminology, and CRM usage. This allows it to customize its training program to meet the needs of each organization and accommodate the financial and time requirements of diverse clients.

DtNL’s flagship program, ‘The Well Asked Question,’ challenges the notion that salespeople are poor listeners and focuses on improving their questioning skills. By teaching effective questioning techniques, it empowers sales professionals to become engaged listeners, leading to optimal performance.

Its “Branding for Sales Professionals” program, delivered through dynamic keynote presentations, helps individuals develop their core brand to learn ‘who they best solve problems for,’ defining their end user. These programs provide valuable tools for sales success and personal growth.

Developing the Next Leaders originated from its not-forprofit venture, solving the need for future leaders in the financial services industry by providing “basic training” to ex-military personnel transitioning into the financial services industry.

Developing the Next Leaders has, over the years, successfully transformed 1000’s of sales professionals and numerous sales teams through genuine market insights and a deep understanding of what improves the sales process, engraving its name as the gogetter in the industry.