Prospecting and Lead Generation

Keep your pipeline full with targeted, consistent prospecting

Why It Matters

Many sellers prospect only when the pipeline runs dry, which creates a feast-or-famine cycle and pressure to close anything. Others chase leads that will never buy. Consistent, targeted prospecting fixes both problems. Sellers spend time on the right people and approach them with relevant messages. Organizations gain predictable pipeline growth, better forecasting, and fewer wasted sales conversations, while sellers feel less pressure at the end of each quarter.

Course Description

Participants build a prospecting plan for their own territory or market. They start by defining an ideal customer profile using traits of their best current customers, then practice researching prospects through public sources, referrals, and professional networks. Qualification exercises apply simple criteria such as need, budget, authority, and timing to sample leads. Next, participants write outreach messages for email, phone, and LinkedIn, test them with peers, and refine openings that earn a reply. They design a multi-touch cadence and discuss tracking activity in a CRM or spreadsheet. Participants also practice asking for referrals. Each person leaves with a cadence they can launch right away and a date to review response rates.

Key Focus Areas

Participants explore and practice:

Defining an ideal customer profile from your best accounts
Researching prospects through public sources and networks
Qualifying leads on need, budget, authority, and timing
Writing outreach messages that earn a response
Designing a multi-touch outreach cadence
Asking for referrals and tracking prospecting activity

Learning Outcomes

Participants will be able to:

Define an ideal customer profile for their market
Qualify a list of prospects using clear criteria
Write a first-touch email and call opener
Build a multi-touch cadence and track results

Who Should Attend

Sales development representatives
Account executives
Business development professionals
Business owners building a client base

Delivery and Customization

Examples, scenarios, and activities are adapted to your audience and goals. Delivery is available in person, virtually, or in a hybrid format, as a standalone session or as part of a series. Format and length are agreed during scoping.

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Bring Prospecting and Lead Generation to your team

Tell us about your audience and goals. We will follow up to scope objectives, format, and timing.

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