Prospecting Excellence

Prospecting is often regarded by sales people as the thing they love to hate! In this programme, delegates are taken through a systematic process of lead generation and management. These tried and tested principles are universally applicable in the sales domain. In order to move from being reactive order takers into proactive order generators, the programme includes:

  • Challenges to prospecting & lead generation and how to overcome them
  • Identifying, developing & communicating the value proposition
  • Prospecting conversion ratios, sales scorecard & performance review.
  •  Developing a prospecting & lead generation framework.
  •  Sources for prospecting & lead generation.
  •  Practical application of prospecting and lead generation strategy.


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