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

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