Prospecting B2B - Full Training Course

Lesson 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'll learn

• 1Define prospecting objectives to reach order-intake targets
• 2Segment your market and choose priority segments
• 3Create an Ideal Customer Profile (ICP) for each segment
• 4Know how to qualify or reject an opportunity
• 5Identify decision-makers and influencers at our target customers
• 6Find the channels to reach decision-makers and choose your hook(s)
• 7Build messages, scripts, and prospecting tools
• 8Set up a prospecting execution program with its indicators/KPIs
• 9Get started

Lesson details