Prospecting and lead generation are essential to the success of any sales organization. Unfortunately, many people view the process as tedious and only engage in the bare minimum. By changing your personal perspective of prospecting and engaging in fun, new activities, your company will benefit from new enthusiasm and increase sales leads.

INTRODUCTION
Course Objectives

MODULE 1
Prospecting
Make it a Priority
Identify Your Ideal Prospect
Choose Prospecting Methods
Make It a Habit
Knowledge Check

MODULE 2
Traditional Marketing Methods
Cold Calling
Direct Mail
Trade Shows
Networking
Knowledge Check

MODULE 3
New Marketing Methods
Social Networking
Search Engine Marketing
Email Marketing
Display Advertising
Knowledge Check

MODULE 4
Generating New Leads
Become a Brand
Webinars
Blogs
Engaging Video
Knowledge Check

MODULE 5
Avoid Common Lead Generation Mistakes
Limiting Channels
Failure to Provide Value
Failure to Connect
Failure to Try
Knowledge Check

MODULE 6
Educate Prospects
Content Creation
Stand Out From the Competition
Fill Customer Needs
Always Deliver on Promises
Knowledge Check

MODULE 7
The Pipeline
Contact
Meet
Propose
Close
Knowledge Check

MODULE 8
Follow Up Communication
Know Your Leads
Move Quickly
Know How to Respond
Set Future Meetings
Knowledge Check

MODULE 9
Track Activity
Use the Appropriate Tools
Assess Your Advertising Sources
Record Information About Leads
Assess ROI
Knowledge Check

MODULE 10
Create Customers
Develop Relationships
Show Genuine Interest
Be Professional
Show Reliability and Integrity
Knowledge Check

ASSESSMENT
Post Test

WRAPPING UP
Course Summary