Mastering Prospecting and Lead Generation

Course Description:

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.

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:

  • Identify prospects
  • Implement both traditional and new marketing methods
  • Use the pipeline effectively
  • Educate customers
  • Track activity and make adjustments as needed

Prospecting

  • Make It a Priority
  • Identify Your Ideal Prospect
  • Choose Prospecting Methods
  • Make It a Habit
  • Case Study
  • Assessment

Traditional Marketing Methods

  • Cold Calling
  • Direct Mail
  • Trade Shows
  • Networking
  • Case Study
  • Assessment

Social Networking

  • Search Engine Marketing
  • Email Marketing
  • Display Advertising
  • Case Study
  • Assessment

Generating New Leads

  • Become a Brand
  • Webinars
  • Blogs
  • Engaging Video
  • Case Study
  • Assessment

Avoid Common Lead Generation Mistakes

  • Limiting Channels
  • Failure to Provide Value
  • Failure to Connect
  • Failure to Try
  • Case Study
  • Assessment

Educate Prospects

  • Content Creation
  • Stand Out from the Competition
  • Fill Customer Needs
  • Always Deliver on Promises
  • Case Study
  • Assessment

The Pipeline

  • Contact
  • Meet
  • Propose
  • Close
  • Case Study
  • Assessment

Follow up Communication

  • Know Your Leads
  • Move Quickly
  • Know How to Respond
  • Set Future Meetings
  • Case Study
  • Assessment

Track Activity

  • Use the Appropriate Tools
  • Assess Your Advertising Sources
  • Record Information about Leads
  • Assess ROI
  • Case Study
  • Assessment
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