Sales: Professional Prospecting for Leads

Course Overview

Prospecting is one of the keys to your sales success. Keeping your pipeline full ensures that you will continue to attract new business, and so your success today is a result of the prospecting you did six months ago. Through this course, you will become skilled at prospecting and learn the 80/20 rule and you will then know who to target and how to target them, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking. You will also be able to build your personal prospecting plan and learn how to ensure your future by planting seeds daily.

Learning Objectives

After you complete this course, you will be able to:

  • Understand the importance of expanding your client base through effective prospecting.
  • Learn how to use a prospecting system to make you more successful.
  • Identify target markets and target companies with the 80/20 rule in mind.
  • Develop and practice networking skills at every opportunity.
  • Develop, refine, and execute the art of cold calling.

Module 1: Course Overview

Module 2: Pre-Assignment Review

True/False Questions

Multiple Choice Questions

Module 3: Targeting Your Market

Eight Ways to Target Your Market

My Target Market

Module 4: The Prospect Dashboard

Prospect Dashboard Basics

Q & A

My Prospect Dashboard

Planning with the Prospect Dashboard

Module 5: Setting Goals

Module 6: Why Is Prospecting Important?

Module 7: Networking

What is Networking?

Small Talk

Module 8: Public Speaking

Module 9: Trade Shows

Module 10: Regaining Lost Accounts

Module 11: Warming Up Cold Calls

Module 12: The 80/20 Rule

Module 13: It’s Not Just a Numbers Game

Module 14: Going Above and Beyond

Module 15: Personal Action Plan

Price: $150

This Course includes:

   Text-based content

   2 Weeks