Prospecting for Leads like a PRO

  • Training Time: 1 day, 9:00 am to 5:00 pm
  • Inclusion: Participants Manual and Certificate of Completion

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.

In this one-day workshop, you will become skilled at prospecting and learn the 80/20 rule. After this course, you will 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 build your personal prospecting plan and learn how to ensure your future by planting seeds daily.

Learning Points
  • The importance of expanding your client base through effective prospecting.
  • How to use a prospecting system to make you more successful.
  • How to identify target markets and target companies with the 80/20 rule in mind.
  • How to develop and practice networking skills at every opportunity.
  • How to develop, refine, and execute the art of cold calling.
Course Outline

Prospecting for Leads like a PRO
Module 1 – Getting Started

  • Introduction to the Workshop
  • Workshop Objectives

Prospecting for Leads like a PRO
Module 2 – Pre-Assignment Review

  • True/False Questions
  • Multiple Choice Questions
  • Debrief

Prospecting for Leads like a PRO
Module 3 – Targeting Your Market

  • Eight Ways to Inspire Your Market
  • My Target Market

Prospecting for Leads like a PRO
Module 4 – The Prospect Dashboard

  • Prospect Dash Board Basics
  • Q & A
  • My Prospect Dashboard
  • Planning with the Prospect Dashboard

Prospecting for Leads like a PRO
Module 5 – Setting Goals

  • Setting goals

Prospecting for Leads like a PRO
Module 6 – Why is Prospecting Important?

  • Why Prospecting is Important

Prospecting for Leads like a PRO
Module 7 – Networking

  • What is Networking?
  • Small Talk

Prospecting for Leads like a PRO
Module 8 – Public Speaking

  • Guidelines and tips

Prospecting for Leads like a PRO
Module 9 – Trade Shows

  • Making Trade Shows Work
  • Debrief

Prospecting for Leads like a PRO
Module 10 – Regaining Lost Accounts

  • Regaining lost accounts

Prospecting for Leads like a PRO
Module 11 – Warming Up Cold Calls

  • Putting in your warm personality

Prospecting for Leads like a PRO
Module 12 – The 80/20 Rule

  • What you can learn from this rule

Prospecting for Leads like a PRO
Module 13 – It’s Not Just a Numbers Game

  • This isn’t about numbers

Prospecting for Leads like a PRO
Module 14 – Going Above and Beyond

  • What else you can do
  • Workshop Wrap Up
You Can Expect...
  • To learn the prospect dashboard and how to use it
  • To learn eight ways to target your market
  • To set goals with SPIRIT to make your goal into a reality
You Need This If...
  • You want to regain lost accounts
  • You want to learn to warm up cold calls
  • You want to understand the 80/20 rule as it pertains to prospecting for leads
This Is About...
  • Networking, which is a key component of prospecting
  • Talking to position you for your advantage
  • Preparing you for a successful career in sales