{"product_id":"prospecting-for-leads-like-a-pro","title":"Prospecting for Leads Like a Pro","description":"\u003cdiv class=\"ebsi-team-licence-note\"\u003e\u003cp\u003e\u003cstrong\u003eBuying for a team?\u003c\/strong\u003e\u003cbr\u003eChoose 5 or 10 licences to purchase access for multiple learners at a reduced per-person rate. After purchase, eBSI will contact you to confirm the learner details and arrange course access for each participant.\u003c\/p\u003e\u003c\/div\u003e\n\u003c!-- ebsi-sales-wrapper --\u003e\u003cdiv class=\"ebsi-sales-wrapper\"\u003e\n\u003cp\u003e\u003cstrong\u003eDevelop practical knowledge and confidence in Prospecting for Leads Like a Pro.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eProspecting 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.\u003c\/p\u003e\n\u003ch3\u003eWhy this course matters\u003c\/h3\u003e\n\u003cp\u003eThis course turns the subject into practical, structured learning you can apply in real business and workplace situations. It is designed to help you move beyond definitions and understand how the ideas, tools and decisions covered in the course fit together.\u003c\/p\u003e\n\u003ch3\u003eWhat you will gain\u003c\/h3\u003e\n\u003cul\u003e\n\u003cli\u003eUnderstand the core principles and practical approaches covered in Prospecting for Leads Like a Pro.\u003c\/li\u003e\n\u003cli\u003eRecognise situations where those approaches can improve workplace decisions or performance.\u003c\/li\u003e\n\u003cli\u003eApply the course ideas more confidently in day-to-day professional situations.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003ch3\u003eWho is this course for?\u003c\/h3\u003e\n\u003cp\u003eThis course is suitable for digital marketers, SME owners, entrepreneurs, sales and marketing professionals and anyone responsible for online business growth.\u003c\/p\u003e\n\u003ch3\u003eCourse at a glance\u003c\/h3\u003e\n\u003cul\u003e\n\u003cli\u003e\n\u003cstrong\u003eStudy time:\u003c\/strong\u003e approximately 2 hours.\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eFormat:\u003c\/strong\u003e self-paced online learning.\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eProfessional development:\u003c\/strong\u003e CPD course.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cp class=\"ng-scope\"\u003eProspecting 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.\u003c\/p\u003e\n\u003cp class=\"ng-scope\"\u003eIn this course, you will become skilled at prospecting and learn the 80\/20 rule. After completing this course, you will know who to target and how to target them, and will commit to doing 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.\u003c\/p\u003e\n\u003cp class=\"ng-scope\"\u003eAfter you complete this course, you will be able to:\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eUnderstand the importance of expanding your client base through effective prospecting.\u003c\/li\u003e\n\u003cli\u003eLearn how to use a prospecting system to make you more successful.\u003c\/li\u003e\n\u003cli\u003eIdentify target markets and target companies with the 80\/20 rule in mind.\u003c\/li\u003e\n\u003cli\u003eDevelop and practice networking skills at every opportunity.\u003c\/li\u003e\n\u003cli\u003eDevelop, refine, and execute the art of cold calling.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003e\u003cu\u003eCourse Topics:\u003c\/u\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession One: Course Overview\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eLearning Objectives \u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 2: Pre-Assignment Review\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eTrue\/False Questions\u003c\/li\u003e\n\u003cli\u003eA Positive Self-Image\u003c\/li\u003e\n\u003cli\u003eMultiple Choice Questions\u003c\/li\u003e\n\u003cli\u003eMultiple Choice Questions\u003c\/li\u003e\n\u003cli\u003eReviewing the Assignment\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 3: Targeting Your Market\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eA Narrow Focus\u003c\/li\u003e\n\u003cli\u003eNarrowing Your Focus\u003c\/li\u003e\n\u003cli\u003eWhere are Your Customers?\u003c\/li\u003e\n\u003cli\u003eCommon Characteristics\u003c\/li\u003e\n\u003cli\u003eWhat Makes Them Buy?\u003c\/li\u003e\n\u003cli\u003ePerform an Analysis\u003c\/li\u003e\n\u003cli\u003eListen to Them\u003c\/li\u003e\n\u003cli\u003eAre You Listening?\u003c\/li\u003e\n\u003cli\u003eSummarize\u003c\/li\u003e\n\u003cli\u003eUse Analytical Tools\u003c\/li\u003e\n\u003cli\u003eCustomer Profile\u003c\/li\u003e\n\u003cli\u003eCustomer Location\u003c\/li\u003e\n\u003cli\u003eMarket Profile\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 4: The Prospect Dashboard\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eThe Prospect Dashboard and CRM Tools\u003c\/li\u003e\n\u003cli\u003eSample Dashboard\u003c\/li\u003e\n\u003cli\u003eSo How Does It Work?\u003c\/li\u003e\n\u003cli\u003eDashboard Q \u0026amp; A\u003c\/li\u003e\n\u003cli\u003eMy Prospect Dashboard\u003c\/li\u003e\n\u003cli\u003ePlanning with the Prospect Dashboard\u003c\/li\u003e\n\u003cli\u003eThe Purchasing Cycle\u003c\/li\u003e\n\u003cli\u003ePlanning Worksheet\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 5: Setting Goals\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eSetting Goals\u003c\/li\u003e\n\u003cli\u003eSPIRIT\u003c\/li\u003e\n\u003cli\u003eSetting a Goal with SPIRIT!\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 6: Why Is Prospecting Important?\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eWorking with Prospects\u003c\/li\u003e\n\u003cli\u003eFinding Prospects\u003c\/li\u003e\n\u003cli\u003eA Little Knowledge Brings Big Benefits!\u003c\/li\u003e\n\u003cli\u003eAre You Experienced?\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 7: Networking\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eWhat is Networking?\u003c\/li\u003e\n\u003cli\u003eHow Do You Do It?\u003c\/li\u003e\n\u003cli\u003ePreparation\u003c\/li\u003e\n\u003cli\u003eStarting to Mingle\u003c\/li\u003e\n\u003cli\u003eWalking Into a Room\u003c\/li\u003e\n\u003cli\u003eWhat to Do and Say\u003c\/li\u003e\n\u003cli\u003eEnjoy Yourself and Keep It Going\u003c\/li\u003e\n\u003cli\u003eWorking on the Strategies\u003c\/li\u003e\n\u003cli\u003eSmall Talk\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 8: Public Speaking\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003ePublic Speaking Like a Pro\u003c\/li\u003e\n\u003cli\u003eWhat Signals Are You Sending?\u003c\/li\u003e\n\u003cli\u003eUsing Our Body Language\u003c\/li\u003e\n\u003cli\u003eYour Presentation Style\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 9: Trade Shows\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eBefore the Show\u003c\/li\u003e\n\u003cli\u003eDuring the Show\u003c\/li\u003e\n\u003cli\u003eAfter the Show\u003c\/li\u003e\n\u003cli\u003eAttending a Trade Show\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 10: Regaining Lost Accounts\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eWhy Do Customers Leave?\u003c\/li\u003e\n\u003cli\u003eWhen Something Goes Wrong\u003c\/li\u003e\n\u003cli\u003eWhat Can I Do About It?\u003c\/li\u003e\n\u003cli\u003eRegaining Your Contacts\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 11: Warming Up Cold Calls\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eThe Magic Number\u003c\/li\u003e\n\u003cli\u003eA Cure for Call Reluctance\u003c\/li\u003e\n\u003cli\u003eOther Tips for Making Calls\u003c\/li\u003e\n\u003cli\u003eGetting Your Message Through\u003c\/li\u003e\n\u003cli\u003eOpeners\u003c\/li\u003e\n\u003cli\u003eCreating Your Opener\u003c\/li\u003e\n\u003cli\u003eWarming Up Cold Calls\u003c\/li\u003e\n\u003cli\u003eMy Cold Call Strategy\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 12: The 80\/20 Rule\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003ePareto's Principle\u003c\/li\u003e\n\u003cli\u003eApplying Pareto's Principle\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 13: It's Not Just a Numbers Game\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eShooting for the Stars\u003c\/li\u003e\n\u003cli\u003eRapport\u003c\/li\u003e\n\u003cli\u003eCreating Rapport\u003c\/li\u003e\n\u003cli\u003eRelationship Building\u003c\/li\u003e\n\u003cli\u003eBuilding Relationships\u003c\/li\u003e\n\u003cli\u003eRespect\u003c\/li\u003e\n\u003cli\u003eShowing Respect\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 14: Going Above and Beyond\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003e21 Ideas for a Successful Career in Sales\u003c\/li\u003e\n\u003cli\u003eImplementing the 21 Ideas\u003c\/li\u003e\n\u003cli\u003eTen Questions to Ask Yourself about Each Prospect\u003c\/li\u003e\n\u003cli\u003eAsking the Ten Questions\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cform novalidate=\"novalidate\" class=\"form-horizational ng-pristine ng-valid\" action=\"https:\/\/ebsi.learnupon.com\/courses\/3002371\/details\" name=\"course_form\" method=\"post\" post-form-no-ajax=\"\"\u003e\n\u003cdiv class=\"card\"\u003e\n\u003csection\u003e\n\u003cdiv class=\"ng-scope\" ng-if=\"!!course.objectives\"\u003e\n\u003cdiv class=\"ck-editor-content ng-binding\" trust=\"\" bind-html-compile=\"course.objectives\"\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003c\/div\u003e\n\u003c\/form\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003c!-- ebsi-cross-sell --\u003e\u003cdiv class=\"ebsi-cross-sell\"\u003e\n\u003ch3\u003eContinue your learning\u003c\/h3\u003e\n\u003cp\u003e\u003cstrong\u003ePart of this learning pathway:\u003c\/strong\u003e \u003ca href=\"\/collections\/sales-and-marketing\"\u003eSales \u0026amp; Marketing\u003c\/a\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c!-- ebsi-academy-breadcrumb --\u003e\n\u003chr\u003e\u003cdiv class=\"ebsi-course-pathway\"\u003e\n\u003cp\u003e\u003cstrong\u003eCourse pathway:\u003c\/strong\u003e \u003ca href=\"\/pages\/welcome-to-ebsi-sme-academy\"\u003eeBSI SME Academy\u003c\/a\u003e \u0026gt; \u003ca href=\"\/collections\/sales-and-marketing\"\u003eSales \u0026amp; Marketing\u003c\/a\u003e \u0026gt; Prospecting for Leads Like a Pro\u003c\/p\u003e\n\u003cp\u003eExplore more \u003ca href=\"\/collections\/sales-and-marketing\"\u003eSales \u0026amp; Marketing\u003c\/a\u003e training or return to the \u003ca href=\"\/pages\/welcome-to-ebsi-sme-academy\"\u003eeBSI SME Academy\u003c\/a\u003e.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"eBSI Export Academy","offers":[{"title":"Individual Licence (EUR 40)","offer_id":42926830846130,"sku":"VS-157","price":44.0,"currency_code":"USD","in_stock":true},{"title":"5 Licences (EUR 35 each)","offer_id":59260656681308,"sku":null,"price":193.0,"currency_code":"USD","in_stock":true},{"title":"10 Licences (EUR 30 each)","offer_id":59260656714076,"sku":null,"price":330.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0077\/7604\/3071\/products\/ProspectingforLeadsLikeaPro.png?v=1677550966","url":"https:\/\/www.ebsiamericas.com\/products\/prospecting-for-leads-like-a-pro","provider":"eBSI Export Academy","version":"1.0","type":"link"}