Prospecting B2B - Full Training Course
The aim of this course is to teach you the prospecting methodology through a structured approach. By the end of this course, you’ll be able to start prospecting immediately and effectively.
Course Overview
The aim of this course is to teach you the prospecting methodology through a structured approach. Prospecting is used by salespeople at all levels to find new customers and bring in new orders. This course, structured in over 6 modules, will equip you to carry out effective prospecting. Prospecting from zero, from nothing, is what I call “PURE HUNTING.” It is without a doubt the toughest discipline in sales—and therefore the one that brings the most satisfaction. Practicing and excelling in the art of prospecting is a guarantee of success for your business and/or for your career within the company that employs you.
What You Will Learn
Define prospecting objectives to reach order-intake targets
Segment your market and choose priority segments
Create an Ideal Customer Profile (ICP) for each segment
Know how to qualify or reject an opportunity
Identify decision-makers and influencers at our target customers
Find the channels to reach decision-makers and choose your hook(s)
Build messages, scripts, and prospecting tools
Set up a prospecting execution program with its indicators/KPIs
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