Overview

Prospecting is considered by many to be the toughest part of the sales process. It's what most salespeople struggle with. That's why it's important to understand the prospecting process and ensure you have the right planning and focus in place.

Objectives

By the end of the course, learners will be able to:

• Review what prospecting involves and why it is important;
• Differentiate between leads vs prospects, and prospecting vs lead generation;
• Explore the 5 steps to prospect effectively;
• Evaluate the importance of benchmarking and setting prospecting goals;