Principles of Prospecting


SKU: Principles+of+Prospecting Category:


Approximate time to complete: 30 minutes (not including short course assessment)

Intended audience: All

Sales Process Skill Set: Plan, Execute

Category: Foundation


Principles of Prospecting is a course intended to help the sales team promote their offerings and services through messages that are short and relevant to their prospect. Also, this course will help the sales team familiarize with best practices around strategies and tactics, messaging considerations, templates, and vehicles for business development.

Course objectives:

After completing this course, you will be able to:

  • Describe best practices associated with business development
  • Describe the four key components of a good business development strategy
  • Apply key messaging considerations that create curiosity with prospects
  • Use pain and value-driven messaging templates and job aids to stimulate interest with prospects
  • Describe effective ways to leverage messaging vehicles such as seminars, webinars, and trade shows to stimulate interest

Recommended prerequisite courses:

  • Principles of Sales Execution

Related courses:

·      Principles of Sales Execution

·      Pre-call Planning and Research

·      Conducting a Structured Sales Call

·      Principles of Consultative Dialogue

·      Consultative Dialogue: Creating a Vision


·     Consultative Dialogue: Reengineering a Vision

·     Qualifying Buyer Sponsorship

·     Controlling the Sales Cycle

·     Principles of Negotiating



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