Sales prospecting, or business development, is often taken for granted. Even excellent sales professionals can use more help at building and developing their pipelines. Effective sales prospecting is critical for creating the quantity and quality of opportunities in your pipeline, which determine your revenue results and, ultimately, your income.  This program is designed to empower sales professionals with the skills they need to find or create an unlimited supply of new sales opportunities.

Learning Objectives

This program focuses on business development planning, how to communicate with prospects, and how to turn sales prospects into opportunities.

Module Descriptions

Module Descriptions Overview

  1. Sales Prospecting in the 21st Century
  2. Strategic vs. Tactical Prospecting
  3. Preparation for Strategic Prospecting
  4. Defining Your Prospecting Strategy
  5. Crafting a Powerful Prospecting Approach
  6. Leveraging a Multi-Pronged Approach Pattern
  7. Developing Your Own Prospecting Templates
  8. Turning Conversations into Sales Opportunities
  9. Planning and Tracking Your Prospecting Results
  10. Growing Your Confidence and Relate-ability
  11. Time & Territory Management for Prospecting
  12. Responding to Inbound Leads, Inquiries, & RFPs

Sales Prospecting in the 21st Century

  • The evolution of sales prospecting
  • Blending marketing, sales, and BD
  • Redefining your role in creating sales opportunities
  • Preparing for prospecting in today’s market
  • The skills needed for 21st century prospecting

  • Sales Tool: Prospecting Skills Assessment

Strategic vs. Tactical Prospecting

  • Moving from tactical to more strategic prospecting
  • The five phases of your prospecting process
  • Defining your profile of the ideal client
  • Using the concept of targeted prospecting
  • Developing a revolving list of target accounts

  • Sales Tool: Profile of the Ideal Client

Preparation for Strategic Prospecting

  • Understanding why your customers buy
  • Prospecting research and preparation
  • Understanding your customer’s business
  • Determining the value and results you can deliver
  • Linking your solutions to your clients goals

  • Sales Tool: Prospecting Research Template

Defining Your Prospecting Strategy

  • Acquiring the strategic prospecting mindset
  • Who should we be approaching and how?
  • Finding the right people within accounts
  • Determining the angle for each contact
  • Defining what you want your customer to think or do

  • Sales Tool: Prospecting Strategy Worksheet

Crafting a Powerful Prospecting Approach

  • Exploring prospecting approach strategies
  • Leveraging networking and referrals
  • Aligning with your customer’s stated goals
  • Challenging your customer’s status quo
  • Leveraging the “value hypothesis”

  • Sales Tool: Prospecting Approach Worksheet

Leveraging a Multi-Pronged Approach Pattern

  • Using multiple communication mediums
  • Creating a multi-pronged approach pattern
  • Raising above the “noise” and getting noticed
  • Combining creative approach mediums
  • Tracking through the multi-pronged approach

  • Sales Tool: Multi-Pronged Approach Worksheet

Developing Your Own Prospecting Templates

  • Mastering the art of the printed letter
  • Creating compelling prospecting emails
  • Effective use of voicemail messages
  • Developing your telephone talking points
  • Leveraging other mediums of communication

  • Sales Tool: Collection of Prospecting Templates

Turning Conversations into Sales Opportunities

  • Crafting and using diagnostics questions
  • Preparing “executive access questions”
  • Earning your way past gatekeepers
  • Identifying and preparing for objections
  • Selling on a process of mutual discovery

  • Sales Tool: First-Call Objections Worksheet

Planning and Tracking Your Prospecting Results

  • Defining the stages of your prospecting process
  • Establishing milestones and key metrics
  • Reverse activity planning and goal-setting
  • Tracking your conversion rate at each process stage
  • Measuring and maximizing velocity through the process

  • Sales Tool: Prospecting Process Tracking Tool

Growing Your Confidence and Relate-ability

  • Developing your personal and professional confidence
  • Envisioning and rehearsing success
  • Relating to various personality and buying styles
  • Building rapport and influence with your prospects
  • Becoming your customer’s trusted advisor

  • Sales Tool: Confidence and Relate-ability Plan

Time & Territory Management for Prospecting

  • Establishing your territory goals and objectives
  • Planning your territory coverage and activity
  • Establishing your prospecting goals and objectives
  • Compartmentalizing your work week
  • Creating a 30-day prospecting plan

  • Sales Tool: 30-Day Prospecting Plan Template

Responding to Inbound Leads, Inquiries, & RFPs

  • Engaging prospects wherever they are in the process
  • Lead nurturing and ongoing BD
  • Reshaping your customer’s buying process
  • Using leads and RFPs to create “real” sales opportunities
  • Best practices for responding to formal RFPs

  • Sales Tool: Best Practices for Responding to Leads and RFPs

Onsite & Online Workshops

We offer a 3-day onsite training program or you can choose to train through the eWorkshop series. Both methods include 12 modules. You can download the module description PDF below or read about them in the content to the left.

 Download the PDF Full Course Description

Onsite & Online Workshops

We offer a 3-day onsite training program or you can choose to train through the eWorkshop series. Both methods include 12 modules. You can download the module description PDF below or read about them in the module descriptions below.

 Download the PDF Full Course Description

Module Descriptions

Module Descriptions Overview

  1. Sales Prospecting in the 21st Century
  2. Strategic vs. Tactical Prospecting
  3. Preparation for Strategic Prospecting
  4. Defining Your Prospecting Strategy
  5. Crafting a Powerful Prospecting Approach
  6. Leveraging a Multi-Pronged Approach Pattern
  7. Developing Your Own Prospecting Templates
  8. Turning Conversations into Sales Opportunities
  9. Planning and Tracking Your Prospecting Results
  10. Growing Your Confidence and Relate-ability
  11. Time & Territory Management for Prospecting
  12. Responding to Inbound Leads, Inquiries, & RFPs

Sales Prospecting in the 21st Century

  • The evolution of sales prospecting
  • Blending marketing, sales, and BD
  • Redefining your role in creating sales opportunities
  • Preparing for prospecting in today’s market
  • The skills needed for 21st century prospecting

  • Sales Tool: Prospecting Skills Assessment

Strategic vs. Tactical Prospecting

  • Moving from tactical to more strategic prospecting
  • The five phases of your prospecting process
  • Defining your profile of the ideal client
  • Using the concept of targeted prospecting
  • Developing a revolving list of target accounts

  • Sales Tool: Profile of the Ideal Client

Preparation for Strategic Prospecting

  • Understanding why your customers buy
  • Prospecting research and preparation
  • Understanding your customer’s business
  • Determining the value and results you can deliver
  • Linking your solutions to your clients goals

  • Sales Tool: Prospecting Research Template

Defining Your Prospecting Strategy

  • Acquiring the strategic prospecting mindset
  • Who should we be approaching and how?
  • Finding the right people within accounts
  • Determining the angle for each contact
  • Defining what you want your customer to think or do

  • Sales Tool: Prospecting Strategy Worksheet

Crafting a Powerful Prospecting Approach

  • Exploring prospecting approach strategies
  • Leveraging networking and referrals
  • Aligning with your customer’s stated goals
  • Challenging your customer’s status quo
  • Leveraging the “value hypothesis”

  • Sales Tool: Prospecting Approach Worksheet

Leveraging a Multi-Pronged Approach Pattern

  • Using multiple communication mediums
  • Creating a multi-pronged approach pattern
  • Raising above the “noise” and getting noticed
  • Combining creative approach mediums
  • Tracking through the multi-pronged approach

  • Sales Tool: Multi-Pronged Approach Worksheet

Developing Your Own Prospecting Templates

  • Mastering the art of the printed letter
  • Creating compelling prospecting emails
  • Effective use of voicemail messages
  • Developing your telephone talking points
  • Leveraging other mediums of communication

  • Sales Tool: Collection of Prospecting Templates

Turning Conversations into Sales Opportunities

  • Crafting and using diagnostics questions
  • Preparing “executive access questions”
  • Earning your way past gatekeepers
  • Identifying and preparing for objections
  • Selling on a process of mutual discovery

  • Sales Tool: First-Call Objections Worksheet

Planning and Tracking Your Prospecting Results

  • Defining the stages of your prospecting process
  • Establishing milestones and key metrics
  • Reverse activity planning and goal-setting
  • Tracking your conversion rate at each process stage
  • Measuring and maximizing velocity through the process

  • Sales Tool: Prospecting Process Tracking Tool

Growing Your Confidence and Relate-ability

  • Developing your personal and professional confidence
  • Envisioning and rehearsing success
  • Relating to various personality and buying styles
  • Building rapport and influence with your prospects
  • Becoming your customer’s trusted advisor

  • Sales Tool: Confidence and Relate-ability Plan

Time & Territory Management for Prospecting

  • Establishing your territory goals and objectives
  • Planning your territory coverage and activity
  • Establishing your prospecting goals and objectives
  • Compartmentalizing your work week
  • Creating a 30-day prospecting plan

  • Sales Tool: 30-Day Prospecting Plan Template

Responding to Inbound Leads, Inquiries, & RFPs

  • Engaging prospects wherever they are in the process
  • Lead nurturing and ongoing BD
  • Reshaping your customer’s buying process
  • Using leads and RFPs to create “real” sales opportunities
  • Best practices for responding to formal RFPs

  • Sales Tool: Best Practices for Responding to Leads and RFPs

Delivery Options

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