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Sales Training – Prospecting for Leads like a Pro Course



Sales and corporate trainers can help sales trainees develop their skills by offering a one-day, focused course: Prospecting for Leads Like a Pro. Sales professionals know that prospecting and lead-generation techniques are the keys to their success, but they may need to learn how having an effective sales system frees more time for developing relationships and making measurable sales. This training course teaches participants to apply the 80/20 rule effectively, to assess who to target and how, to commit to prospecting for a portion of every day, to develop and practice networking skills, and to refine and deliver by improving their approach, and making more sales.

This course includes a full suite of training materials so that learners/trainers can deliver, and students can get results. We include a pre-assignment to get people thinking and plant the seeds for learning, a detailed learner/instructor’s guide, student workbook, assessments, pre-formatted slides, a quick reference guide, supplementary reading, list of related courses, and more!

Course outline-

How to Use This Guide

Session One: Course Overview

Session Two: Pre-Assignment Review

True/False Questions

Multiple Choice Questions

Session Three: Targeting Your Market

Eight Ways to Target Your Market

My Target Market

Session Four: The Prospect Dashboard

Prospect Dashboard Basics

Q & A

My Prospect Dashboard

Planning with the Prospect Dashboard

Session Five: Setting Goals

Session Six: Why Is Prospecting Important?

Session Seven: Networking

What is Networking?

Small Talk

Session Eight: Public Speaking

Session Nine: Trade Shows

Session Ten: Regaining Lost Accounts

Session Eleven: Warming Up Cold Calls

Session Twelve: The 80/20 Rule

Session Thirteen: It’s Not Just a Numbers Game

Session Fourteen: Going Above and Beyond

Recommended Reading List

Post-Course Assessment

Pre- and Post-Assessment Answer Keys

Personal Action Plan

Learner/Instructor Guide

Our Learner/Instructor Guides are the core of each training course. They lay out the training in simple, easy-to-follow instructions. You can also customize the Learner/Instructor Guides in order to personalize your training.

Student Manual

Each Instructor Guide – for each course – is paired with a Student Manual that you can present to your participants. This customizable Student Manual gives each participant the student version of the course you will be learning/teaching.

Exercise Workbook

Whether or not you choose to introduce exercises into your learning/training is up to you as the learner/facilitator. In case you want to do this we offer you an Exercise Workbook (also customizable) that is specific to the course you are offering.

Sample Files

Each course title comes with a Lab Workbook loaded with activities and exercises to practice and reinforce the learners’ understanding of the course objectives. Pre-made Sample Exercise Files are provided for use with the Lab Workbook so that you, as the learner/trainer, do not have to prepare activity working files.

Powerpoint Deck

The course is designed to give you everything you need for use in the classroom or workshop. This includes the PowerPoint versions of all the courses, prepared for you in advanced.


Quick Reference Guide

Quick Reference Guides are a favourite tool for learners/trainers to provide to their learners. Each Quest Reference Guide summarizes the most important elements in each course title down to two pages.