Subject

Prospecting and Lead Generation

Building and sustaining a healthy sales pipeline -- ideal customer profiles, outbound and inbound prospecting channels, cold calling and cold email, qualifying leads, multi-touch sequences, prospecting metrics, and prospecting ethics.

What this subject covers

Lesson topics

What Is Prospecting? Building the Foundation of the Sales Pipeline
Defining the Ideal Customer Profile
Prospecting Channels: Outbound, Inbound, and Referral
Cold Calling: Preparation and Technique
Leaving Effective Voicemail Messages
Cold Emailing and Written Outreach
Social Selling: Using Professional Networks to Prospect
Networking and Building a Professional Referral Base
Qualifying Leads: BANT and Related Frameworks
Researching Prospects Before Outreach
Crafting an Effective Prospecting Message
Handling Gatekeepers and Initial Resistance
Multi-Touch Prospecting Sequences
Overcoming Prospecting Anxiety and Call Reluctance
Prospecting Metrics: Activity, Conversion, and Pipeline Health
Content-Driven and Inbound Lead Generation
Working Marketing-Generated Leads Effectively
Prospecting Ethics and Respecting Buyer Preferences
Personal Branding and Visibility for Prospecting
Prioritising Prospects: Lead Scoring
Managing a Personal Prospecting Pipeline
Using Data and Technology to Support Prospecting
Prospecting for Existing Customers: Expansion and Cross-Selling
Trade Shows, Events, and In-Person Prospecting
Building a Career Specialism in Prospecting and Lead Generation

CPD advantage: Completing this subject may qualify for Continuous Professional Development (CPD) points with your professional body — check with them for recognition.

Fees

Course fee K450.00

Assessment fee Included — no extra charge

Total amount to pay K450.00

25 lesson topics · 25 assessment questions · Pass mark: 95%

Remember: you must apply for a minimum of 2 subjects in total.

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