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Prospecting for Leads Like a Pro

This course is currently available as E-Learning, or a private instructor-led class scheduled to suit your availabilty. You can click here to inquire further or you ask us for recommendations on similar classes.

Recommended Prerequisites

No prerequisites are required for this course.

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. Today, you will become skilled at prospecting and learn the 80/20 rule. After today, 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 Objectives

Course Outline

  1. Course Overview
  2. Pre-Assignment Review
  3. True/False Questions
  4. Multiple Choice Questions
  5. Targeting Your Market
  6. Eight Ways to Target Your Market
  7. My Target Market
  8. The Prospect Dashboard
  9. Prospect Dashboard Basics
  10. Q & A
  11. My Prospect Dashboard
  12. Planning with the Prospect Dashboard
  13. Setting Goals
  14. Why Is Prospecting Important?
  15. Networking
  16. What is Networking?
  17. Small Talk
  18. Public Speaking
  19. Trade Shows
  20. Regaining Lost Accounts
  21. Warming Up Cold Calls
  22. The 80/20 Rule
  23. It’s Not Just a Numbers Game
  24. Going Above and Beyond
  25. Personal Action Plan
  26. Recommended Reading List
  27. Post-Course Assessment

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