Prospecting and Lead Generation

Prospecting and lead generation is the method of making links which may lead to a sale or other promising result. The leads may come from various sources or undertakings, for example, via the Internet, through personal referrals, through telephone calls either by telemarketers, through advertisements, events, and purchase of lists of potential clients. These and other events can become more easily managed with this great workshop.

With this workshop, participants will begin to see how important it is to develop a core set of sales skills. By managing and looking at the way people interact and seeing things in a new light, your participants will improve on almost every aspect of their sales strategy.

At the end of this workshop, participants 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

Course Outline:

Module One:

Getting Started

Module Two:


Module Three:

Traditional Marketing Methods

Module Four:

New Marketing Methods

Module Five:

Generating New Leads

Module Six:

Avoid Common Lead Generation Mistakes

Module Seven:

Educate Prospects

Module Eight:

The Pipeline

Module Nine:

Follow up Communication

Module Ten:

Track Activity

Module Eleven:

Create Customers

Module Twelve:

Wrapping Up