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CPD Course
Prospecting for Leads Like a Pro
Develop practical knowledge and confidence in Prospecting for Leads Like a Pro.
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.
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Course Description
Buying for a team?
Choose 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.
Develop practical knowledge and confidence in Prospecting for Leads Like a Pro.
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.
Why this course matters
This 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.
What you will gain
- Understand the core principles and practical approaches covered in Prospecting for Leads Like a Pro.
- Recognise situations where those approaches can improve workplace decisions or performance.
- Apply the course ideas more confidently in day-to-day professional situations.
Who is this course for?
This course is suitable for digital marketers, SME owners, entrepreneurs, sales and marketing professionals and anyone responsible for online business growth.
Course at a glance
- Study time: approximately 2 hours.
- Format: self-paced online learning.
- Professional development: CPD course.
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.
In 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.
After you complete this course, you will be able to:
- Understand the importance of expanding your client base through effective prospecting.
- Learn how to use a prospecting system to make you more successful.
- 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 cold calling.
Course Topics:
Session One: Course Overview
- Learning Objectives
Session 2: Pre-Assignment Review
- True/False Questions
- A Positive Self-Image
- Multiple Choice Questions
- Multiple Choice Questions
- Reviewing the Assignment
Session 3: Targeting Your Market
- A Narrow Focus
- Narrowing Your Focus
- Where are Your Customers?
- Common Characteristics
- What Makes Them Buy?
- Perform an Analysis
- Listen to Them
- Are You Listening?
- Summarize
- Use Analytical Tools
- Customer Profile
- Customer Location
- Market Profile
Session 4: The Prospect Dashboard
- The Prospect Dashboard and CRM Tools
- Sample Dashboard
- So How Does It Work?
- Dashboard Q & A
- My Prospect Dashboard
- Planning with the Prospect Dashboard
- The Purchasing Cycle
- Planning Worksheet
Session 5: Setting Goals
- Setting Goals
- SPIRIT
- Setting a Goal with SPIRIT!
Session 6: Why Is Prospecting Important?
- Working with Prospects
- Finding Prospects
- A Little Knowledge Brings Big Benefits!
- Are You Experienced?
Session 7: Networking
- What is Networking?
- How Do You Do It?
- Preparation
- Starting to Mingle
- Walking Into a Room
- What to Do and Say
- Enjoy Yourself and Keep It Going
- Working on the Strategies
- Small Talk
Session 8: Public Speaking
- Public Speaking Like a Pro
- What Signals Are You Sending?
- Using Our Body Language
- Your Presentation Style
Session 9: Trade Shows
- Before the Show
- During the Show
- After the Show
- Attending a Trade Show
Session 10: Regaining Lost Accounts
- Why Do Customers Leave?
- When Something Goes Wrong
- What Can I Do About It?
- Regaining Your Contacts
Session 11: Warming Up Cold Calls
- The Magic Number
- A Cure for Call Reluctance
- Other Tips for Making Calls
- Getting Your Message Through
- Openers
- Creating Your Opener
- Warming Up Cold Calls
- My Cold Call Strategy
Session 12: The 80/20 Rule
- Pareto's Principle
- Applying Pareto's Principle
Session 13: It's Not Just a Numbers Game
- Shooting for the Stars
- Rapport
- Creating Rapport
- Relationship Building
- Building Relationships
- Respect
- Showing Respect
Session 14: Going Above and Beyond
- 21 Ideas for a Successful Career in Sales
- Implementing the 21 Ideas
- Ten Questions to Ask Yourself about Each Prospect
- Asking the Ten Questions
Continue your learning
Part of this learning pathway: Sales & Marketing
Course pathway: eBSI SME Academy > Sales & Marketing > Prospecting for Leads Like a Pro
Explore more Sales & Marketing training or return to the eBSI SME Academy.
Your questions, answered
Does the course include a certificate?
The course assessment leads to a downloadable digital PDF CPD Certificate of Completion. See the course description for the CPD credits awarded.
What is CPD?
CPD stands for Continuing Professional Development. It is the ongoing learning that helps you maintain and develop the knowledge and skills you use in your work. Courses, workshops and other learning activities can contribute to your CPD record.
Can I ask a question before enrolling?
Book a free video consultation to discuss your goals and course choice.