Indicator Foundation Day
Account Management & Prospecting

This full day, immersive workshop introduces participants to the fundamentals of account management and prospecting.

INDICATOR Account Management & Prospecting Foundation Day equips salespeople with techniques and best practices to keep your pipeline healthy. 

Next INDICATOR Account Management & Prospecting Foundation Day:
22 Jul 2025 | 9:00am - 5:00 PM | In-person Auckland

33% of salespeople indicated they 'fell into' sales. Many have little, or no formal training.


- INDICATOR Mood of the Sales Leader

How it works?

Using practical, adaptable tools, this workshop is delivered through bite-sized sales nuggets for salespeople to apply in their workplace. Improve focus & motivation to accelerate sales performance and learn techniques to keep both your pipeline healthy and accounts engaged.
 
Designed by experts, through years of sales experience, INDICATOR Account Management & Prospecting workshop shares and reinforces best-practice tools and techniques for building strong client relationships and generating new opportunities.

This foundation day is ideal for those new to sales, as well as experienced professionals looking to sharpen their skills in both prospecting and account management.

What we offer

See Our values

We build revenue-driving systems on HubSpot for businesses that are ready to grow - and keep on growing.

one

The skills, mindset, and process of developing new business

Numbers2

How to focus your prospecting time on the right prospects

See Our values

We build revenue-driving systems on HubSpot for businesses that are ready to grow - and keep on growing.

Numbers3

Developing a sales rhythm that drives new business

Numbers4

Building trust & rapport quickly, from first impressions to first meetings

See Our values

We build revenue-driving systems on HubSpot for businesses that are ready to grow - and keep on growing.

Numbers5

Structuring first contact calls and delivering your elevator pitch

Numbers6

The activities and approach to proactive Account Management

See Our values

We build revenue-driving systems on HubSpot for businesses that are ready to grow - and keep on growing.

7

Defining your coverage within an account and how to move this forward - Stakeholder mapping

8

Aligning your strategic goals to your customers goals and creating the plan

See Our values

We build revenue-driving systems on HubSpot for businesses that are ready to grow - and keep on growing.

9

How to use objective criteria to measure the health of your customer relationship and to drive activity

Ten

Getting the most out of networking events

What INDICATOR clients say

Foundation Day was a really enjoyable day, pitched perfectly for those new to sales, or someone experienced but wanting to hone their sales skills. Michael could sell ice to Inuits!

Lisa Biesheuvel
Aluro Healthcare

It is a coaching session that explains the key sales skills required, whilst providing a safe space to practice them with peers, challenging me to be better. I love the relaxed but passionate manner of Michael Fooks. He may laugh at this – but I have used much of his training with family, friends, and colleagues as well!

Stephen Brooke
Account Manager, Eagle Lighting

This is a fantastic sales training course that provides real world examples and practical tips that can be applied right away.

Rebecca Imrie
Medical Protection Society, Regional General Manager ANZ

This program is a well-oiled machine and I personally think it is pretty much peak learning for anyone going into a sales role. I could not be a bigger fan of this course and its delivery!

Kirk Chapman
Account Manager, Steel & Tube Holdings Ltd

I thought it was great, everything was very clear, the handout cards will be very useful, the facilitator was very knowledgeable and easy to listen to..

Foundation Day Participant

Facilitated by (either)

Michael60-2-1

Michael Fooks
Head of Training

Michael works to facilitate change and empowerment at both personal and organisational levels. After a 10-year career in the IT industry in sales and leadership roles Michael switched his focus to developing others full-time. Since 2004 he has been working with some of New Zealand’s largest organisations to empower their people with new skills, attitudes and capabilities.

With an academic background in Psychology at Auckland University, he is also certified at the Practitioner and Master Practitioner levels of NLP, holds a diploma in clinical hypnotherapy is a certified instructor of Transforming Communications and is also certified in personality profiling tools such as DISC, TetraMap and the Language and Behaviour (LAB) Profile. 

Simon Dickson-1

Simon Dickson
Sales Leader & Trainer

Simon has a proven track record of successfully developing sales teams and sales leaders for a range of industries and businesses. Achieving success through clarity of purpose, strong sales processes and improving team performance and culture
through development is what he does well.

For the last few years, Simon has worked as a sales trainer and change management consultant, successfully implementing strategy and building sales capability for SME businesses through to large enterprise companies.

Simon is a high growth sales expert, coach and trainer, who knows what is required to manage businesses through rapid change, while taking care of people and achieving positive results.

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