Over 20 years of experience



Prospecting and Lead Generation




This price of this class is for up to 15 participants.  The class to be taught at your location.  All classes purchased can be taken for up to one year after purchase.  Bulk discounts will apply.  Please call for details.

Prospecting and lead generation are essential to the success of any sales organization. Unfortunately, many people view the process as tedious and only engage in the bare minimum. By changing your personal perspective of prospecting and engaging in fun, new activities, your company will benefit from new enthusiasm and increase sales leads.

Prospecting is essential to any sales endeavor but is often overlooked or poorly implemented. In order for prospecting to be successful, it is essential that it becomes both a priority and a habit. Additionally, it is essential that you understand your prospect and choose your methods of communication appropriately. Implementing these steps will help to improve prospecting results.

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Workshop Objectives

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. With that in mind, let’s review our goals for today.

At the end of this workshop, participants should be able to:

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

Module One: Getting Started

  1. Workshop Objectives

Module Two: Prospecting

  1. Make It a Priority
  2. Identify Your Ideal Prospect
  3. Choose Prospecting Methods
  4. Make It a Habit
  5. Case Study

Module Three: Traditional Marketing Methods

  1. Cold Calling
  2. Direct Mail
  3. Trade Shows
  4. Networking
  5. Case Study

Module Four: New Marketing Methods

  1. Social Networking
  2. Search Engine Marketing
  3. Email Marketing
  4. Display Advertising
  5. Case Study

Module Five: Generating New Leads

  1. Become a Brand
  2. Webinars
  3. Blogs
  4. Engaging Video
  5. Case Study

Module Six: Avoid Common Lead Generation Mistakes

  1. Limiting Channels
  2. Failure to Provide Value
  3. Failure to Connect
  4. Failure to Try
  5. Case Study

Module Seven: Educate Prospects

  1. Content Creation
  2. Stand Out from the Competition
  3. Fill Customer Needs
  4. Always Deliver on Promises
  5. Case Study

Module Eight: The Pipeline

  1. Contact
  2. Meet
  3. Propose
  4. Close
  5. Case Study

Module Nine: Follow up Communication

  1. Know Your Leads
  2. Move Quickly
  3. Know How to Respond
  4. Set Future Meetings
  5. Case Study

Module Ten: Track Activity

  1. Use the Appropriate Tools
  2. Assess Your Advertising Sources
  3. Record Information about Leads
  4. Assess ROI
  5. Case Study

Module Eleven: Create Customers

  1. Develop Relationships
  2. Show Genuine Interest
  3. Be Professional
  4. Show Reliability and Integrity
  5. Case Study

Module Twelve: Wrapping Up

  1. Words from the Wise


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