How do I take this course?

Sales Prospecting Training

sales training seminar

Finding Gold: Prospecting for Sales Leads Like a Pro

Course Outcomes

This sales prospecting course will:

  • Offer tools for defining the perfect target customer.
  • Outline avenues for finding prospective customers.
  • Review the essential elements of business networking.
  • Suggest tactics for recovering lost accounts.
  • Provide techniques for cold calling potential prospects.

Available Formats

  • Conference Breakout
  • Half-Day Course
  • Webinar

Course Overview

Prospecting is one of the keys to sales success. Great sales people know that they must always be mining for opportunities. In this program, participants will know who to target, how to target them, and how to remember to do some prospecting every day through warming up cold calls, following up on leads, and networking.

Program Objectives

At this program's conclusion, participants should be able to:

  • Understand the importance of expanding a client base through effective prospecting.
  • Know how to use a prospect board.
  • 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 making sales calls.

The following outline highlights some of the course's key learning points. As part of your training program, we will modify content as needed to meet your business objectives. Upon request, we will provide you with a copy of the participant materials prior to the session(s).

Workshop Outline

Heading for the Hills: Targeting Your Market
In this introductory component, participants will learn eight ways to target their market, explore the prospect-board tool, and find out how to use it. They will then set SMART goals to get from where they are today to their goal.
Polishing Your Sifting Pan: Why Prospecting Is Important
Next, participants will look at some myths behind prospecting and what will ultimately determine their success.
Important Nuggets: Networking, Speaking, and Tradeshows
During this discussion, participants will learn all about networking, a key component of prospecting. They will also review the importance of speaking well in public and how to build their confidence and send out the right messages. Finally, this segment explores what to do before, during, and after trade shows to ensure success.
That's My Gold!: Regaining Lost Accounts
Untended gold is easily stolen. This part of the program reviews several ways to increase sales by regaining inactive or lost clients.

Hard Rock Mining: Tackling the Telephone
Few people like the idea of cold calls, but sometimes they are necessary to break new ground. This part of the program reviews the dos and don'ts of using the phone as a sales tool.

Gold Rush: Going Above and Beyond
To wrap up, this program gives participants 21 ideas for a successful career in sales and 10 questions they should always ask themselves about their prospects.

By the program's conclusion, participants will be able to identify the steps in the sales-prospecting process. Furthermore, they will be able to develop habits to start using their new knowledge immediately.

Questions This Page Answers About Sales Prospecting

  • Where can I find a course to learn how to generate new sales leads?
  • Who offers a program in sales prospecting?
  • Where can I find an onsite workshop to teach my group of salespeople how to find new customers?