Sales Prospecting Essentials

Building a strong sales pipeline starts with effective prospecting. In this course, you’ll learn how to identify your ideal prospects, research and prioritize leads, and craft compelling outreach that gets attention. You’ll also develop consistent habits that support long-term success and help you overcome common prospecting challenges.

Each module offers practical tools and strategies you can apply immediately. From using qualification frameworks and planning multi-channel outreach, to handling objections and building daily routines, this course gives you everything you need to prospect with purpose and confidence.

After completing this course, you will be able to:

• Explain the role of prospecting in maintaining a high-quality sales pipeline
• Identify and prioritize ideal prospects using research and qualification frameworks
• Apply models like BANT and CHAMP to evaluate leads effectively
• Craft tailored outreach across multiple channels, including email, phone, and LinkedIn
• Use structured cadences and personalized messages to increase engagement
• Respond to objections with curiosity and confidence while building trust
• Develop sustainable daily prospecting habits that drive consistent results
• Use tools like CRMs and trackers to organize and improve your outreach process

In partnership with:

Module 1: Understanding Prospecting

Objective: Understand the role of prospecting in building a healthy pipeline and driving revenue, while learning key frameworks and outreach strategies.

Key Topics:

• The importance of consistent prospecting
• How prospecting fuels pipeline and growth
• Qualification frameworks
• Personalized, targeted outreach techniques

Module 2: Research & Targeting

Objective: Learn how to research and segment leads effectively to focus on high-value prospects.
Key Topics:

• Tools for customer research
• Organizing and applying insights
• Lead segmentation strategies
• Prioritizing outreach for impact

Module 3: Outreach Strategy

Objective: Develop a structured, multi-channel outreach plan that maximizes engagement.
Key Topics:

• Multi-channel communication strategies
• Timing and frequency of outreach
• Writing concise, relevant messages
• Personalizing outreach based on prospect needs

Module 4: Overcoming Objections & Gaining the Meeting

Objective: Build skills to handle objections with empathy and guide conversations toward positive outcomes.
Key Topics:

• Common objections and how to respond
• Active listening techniques
• Value-driven communication
• Relationship-focused messaging

Module 5: Building Your Prospecting Habits

Objective: Create consistent prospecting routines that support sustained success.
Key Topics:

• Habit formation strategies
• Daily and weekly planning
• Tracking performance metrics
• Tools to support prospecting routines