BUY COURSE NOW - online self directed

Prospecting and lead generation is the method of making connections which may lead to a sale or other promising result. With our Prospecting and Lead Generation workshop, participants will begin to see how important it is to develop a core set of sales skills. By understanding the way people interact and exploring lead generating strategies, participants will improve on almost every aspect of their sales strategy. Ensure that your team has every advantage when generating revenue and boosting sales.

*This course pairs well with Networking Outside the Company for those looking to improve their sales and networking skills

Course Objectives:

• Identify prospects
• Implement both traditional and new marketing methods
• Use the pipeline effectively
• Educate customers
• Track activity and make adjustments as needed

Course Outline:



Prospecting and Lead Generation

Module One: Prospecting

• Make it a Priority

• Identify Ideal Prospects

• Select Prospecting Methods

• Make it a Habit

• Case Study

• Module One: Review Questions

Module Two: Traditional Marketing Methods

• Cold Calling

• Direct Mail

• Trade Shows

• Networking

• Case Study

• Module Two: Review Questions

Module Three: New Marketing Methods

• Social Networks

• Search Engine Marketing

• Email Marketing

• Display Advertising

• Case Study

• Module Three: Review Questions

Module Four: Generating New Leads

• Become a Brand

• Webinars

• Blogs

• Engaging Video

• Case Study

• Module Four: Review Questions

Module Five: Avoid Common Lead Generation Mistakes

• Limiting Channels

• Failure to Provide Value

• Failure to Connect

• Failure to Try

• Case Study

• Module Five: Review Questions

Module Six: Educate Prospects

• Content Creation

• Stand Out from the Competition

• Fill Customer Needs

• Deliver on Promises

• Case Study

• Module Six: Review Questions

Module Seven: The Pipeline

• Contact

• Meet

• Propose

• Close

• Case Study

• Module Seven: Review Questions

Module Eight: Follow up Communication

• Recognize Your Leads

• Move Quickly

• How to Respond

• Set Future Meetings

• Case Study

• Module Eight: Review Questions

Module Nine: Track Activity

• Use Appropriate Tools

• Assess Advertising Sources

• Record Information about Leads

• Assess ROI

• Case Study

• Module Nine: Review Questions

Module Ten: Create Customers

• Develop Relationships

• Demonstrate Genuine Interest

• Be Professional

• Maintain Integrity

• Case Study

• Module Ten: Review Questions

Module Eleven: Assignment Review / Wrap Up