delivery
Classroom & Virtual
duration
2 days
enrolled students
9,999
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overview
Course Overview
Strategies for prospecting and lead generation is the key to your success. Your success today is a result of the prospecting you did six months ago. Become skilled at networking and remember the old 80/20 rule. Know who to target and how to target them, and remember to do some prospecting every day through warming up cold calls, following up on leads, or networking. Build your personal prospecting plan, to ensure your future by planting seeds daily.
Learning Outcomes
By the end of the course, participants will be able to:
- Develop effective prospecting strategies to identify and target high-potential customers.
- Learn various lead generation techniques, such as networking, cold calling, and social media marketing.
- Qualify leads to identify those most likely to convert into sales.
- Develop a personal prospecting plan to ensure a consistent flow of leads.
- Craft compelling sales pitches and presentations to convert leads into customers.
- Understand the importance of relationship building in the sales process.
- Leverage technology to automate and streamline prospecting and lead generation activities.
- Measure and analyze the results of prospecting and lead generation efforts to identify areas for improvement.
Curriculum
Introduction to Prospecting & Lead Generation
Identifying Ideal Customer Profiles & Target Markets
Traditional Prospecting Techniques
Online Lead Generation Strategies
Qualifying Leads and Lead Scoring
Crafting Compelling Value Propositions
Lead Nurturing Strategies and Conversion
Measuring and Analyzing Prospecting & Lead Generation
Follow-up Strategies and Lead Nurturing
Personalized Prospecting and Lead Generation Plan (Project)
Introduction to Prospecting & Lead Generation
The Importance of Prospecting in the Sales Process
Cost of Customer Acquisition vs. Retention
Building a Sustainable Sales Pipeline
Defining Prospecting vs. Lead Generation
Understanding the Buyer’s Journey and Its Impact on Prospecting
Identifying Ideal Customer Profiles & Target Markets
Customer Segmentation Strategies
Defining Ideal Customer Characteristics (Needs, Pain Points, Budget)
Developing Detailed ICP Profiles
Identifying Target Markets and Industry Research
Market Sizing and Opportunity Analysis
Traditional Prospecting Techniques
Cold Calling Strategies and Techniques
Effective Email Prospecting Techniques
Utilizing Networking and Referrals for Lead Generation
Industry Events and Trade Shows as Prospecting Opportunities
Building Relationships through Social Selling
Online Lead Generation Strategies
Leveraging Social Media Platforms for Lead Generation (LinkedIn, Twitter, Industry Forums)
Content Marketing Strategies for Attracting Leads (Blogs, Ebooks, White Papers)
Search Engine Optimization (SEO) and Pay-Per-Click (PPC) Advertising
Utilizing Online Lead Generation Tools and Databases
Qualifying Leads and Lead Scoring
Establishing Lead Qualification Criteria (BANT & CHAMP)
Utilizing Lead Scoring Models for Effective Prioritization
Qualification Calls and Identifying Decision-Makers
Avoiding Common Lead Qualification Mistakes
Crafting Compelling Value Propositions
Understanding Customer Needs and Pain Points
Highlighting Your Unique Selling Proposition (USP)
Developing Value Propositions Tailored to ICPs
Communicating Value Effectively Through Messaging and Presentations
Lead Nurturing Strategies and Conversion
Building Automated Lead Nurturing Campaigns
Utilizing Email Marketing for Lead Engagement
Content Marketing Strategies for Nurturing Leads
Converting Leads into Sales Opportunities with Effective Follow-Up
Measuring and Analyzing Prospecting & Lead Generation
Key Performance Indicators (KPIs) for Prospecting Success
Tracking Lead Generation Activities and Results
Analyzing Lead Conversion Rates and Sales Cycle Length
Utilizing Data to Optimize Your Prospecting Strategy
Follow-up Strategies and Lead Nurturing
Importance of follow-up in prospecting and lead generation
Developing follow-up strategies and sequences for nurturing leads
Leveraging email marketing, phone calls, and social media for lead nurturing
Personalized Prospecting and Lead Generation Plan (Project)
Assessing current prospecting and lead generation practices and identifying areas for
improvement
Creating a personalized prospecting and lead generation plan for achieving sales targets
Setting goals, objectives, and timelines for implementation
who attends
Right For You
Participants enrolling for this programme will be required to have basic computing skills. Participants who meet the programme requirement should pay the course fee and complete the enrollment form 2 weeks before the programme kick off date.
Requirements:
- Sales managers and sales representatives
- Working professionals seeking to change career, job, or industry to sales related field
- Individuals who meet the requirements and intend on starting a career in sales
- Mid to senior-level executives in any sector
Prospective applicants who do not meet the programme requirement but want to join the programme should talk to a Career Advisor.
Why is Piston & Fusion ranked the best training institute in Nigeria?
Training
Internship & Projects
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teaching team
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course schedule
Piston and Fusion offer the Course as Classroom in Lagos and Virtual Online Class in other states in Nigeria. See dates and fees for classroom and virtual online class.
Classroom
Weekdays
Dates:
17th Jul – 18th Jul, 2025
Days:
Thu & Fri
Time:
8:30am – 3:30pm
Duration:
2 days
Weekends
Contact Us
Virtual
Weekdays
Dates:
17th Jul – 18th Jul, 2025
Days:
Thu & Fri
Time:
8:30am – 3:30pm
Duration:
2 days
Weekends
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FAQs
Frequently Asked Questions
The core message emphasizes the crucial role of consistent prospecting and lead generation in achieving long-term success. It highlights the importance of proactive actions like networking, targeted outreach, and daily prospecting activities in building a strong foundation for future growth.
- Effective Networking: Building relationships with potential clients and industry professionals.
- Targeted Prospecting: Identifying ideal customer profiles and tailoring outreach efforts accordingly.
- Consistent Action: Engaging in daily prospecting activities, such as warming up cold calls, following up on leads, and attending networking events.
- Long-Term Vision: Recognizing that success today is a result of past efforts, emphasizing the importance of consistent and proactive prospecting for future success.
A personal prospecting plan provides a structured approach to lead generation, ensuring consistent and focused efforts. It helps individuals:
- Prioritize activities: Allocate time and resources effectively.
- Track progress: Monitor the effectiveness of different prospecting methods.
- Stay motivated: Maintain consistency and avoid burnout by having a clear roadmap.
- Ensure future success: By consistently planting seeds through daily prospecting, individuals can cultivate a steady stream of leads and opportunities.
