Prospecting & Lead Generation: Build a Stronger Sales Pipeline

Prospecting and lead generation involve creating connections that may lead to a sale or other promising business result. Leads can come from many sources, including the Internet, personal referrals, telephone calls, advertisements, events, and purchased lists. Prospecting and Lead Generation helps participants develop a core set of sales skills and look at customer interactions in new ways. The course begins with making prospecting a priority, identifying an ideal prospect, choosing appropriate prospecting methods, and developing prospecting as a habit. Participants will explore traditional marketing methods such as cold calling, direct mail, trade shows, and networking, followed by newer approaches including social networks, search engine marketing, email marketing, and display advertising. The course also covers generating new leads through branding, webinars, blogs, and engaging video. Participants will learn to avoid common mistakes such as limiting channels, failing to provide value, failing to connect, and failing to try. The course then moves through educating prospects, managing the sales pipeline from contact to close, follow-up communication, tracking activity and ROI, and ultimately creating customers through relationships, genuine interest, professionalism, reliability, and integrity.