sales prospecting and lead generation training
This training is designed to equip sales professionals, marketers, and entrepreneurs with the skills and strategies needed to identify potential customers (prospects) and convert them into qualified leads. It focuses on methods for finding, approaching, and nurturing potential clients to grow a customer base and drive business growth.
What is Lead Generation?
Lead generation is the broader process of attracting and converting strangers or prospects into someone who has indicated interest in your company’s product or service. This is often done through marketing tactics like content creation, email campaigns, landing pages, and social media ads. A lead is someone who has expressed interest—perhaps by signing up for a newsletter or downloading a free resource.
Why Do You Need Sales Prospecting and Lead Generation Training?
Training helps individuals and teams learn proven techniques and tools for finding and engaging potential customers. It improves efficiency, teaches how to qualify leads effectively, and boosts confidence when making sales calls or writing persuasive messages. Whether you’re new to sales or want to improve your conversion rates, this training builds the foundation for sustained business success.
What is Sales Prospecting?
Sales prospecting is the process of identifying and reaching out to potential buyers who may be interested in your product or service. It involves researching potential clients, qualifying them based on need and fit, and initiating contact through calls, emails, or social media. Effective prospecting helps sales teams focus their efforts on the right people and increase their chances of closing deals.
Overview
Identifying potential customers involves recognising individuals or entities who may be interested in a product or service. Generating selling opportunities includes actively creating situations or scenarios where a sale could occur.
Description
This unit standard is intended for learners who will review the existing client/customer base and identify potential customers using a range of research and resource methods: Thereby generating selling opportunities. Contact all clients/customers in a professional manner, handling any objections and/or requests efficiently: Evaluate and record responses for future reference. On achievement of this unit standard, the learner will be able to identify potential customers, generate selling opportunity and respond to sales opportunities.
- Potential customers are identified using standard research methods
- Sales leads are gathered from a range of sources in accordance with company procedures
- Communication channels are established with purchasing decision-makers
- Existing and potential customer base is reviewed to determine new selling opportunities according to company procedures
- Sales leads are pursued in accordance with company procedures
- The procedure to contact potential is explained according to standard company policies and procedures
- The procedure to relay information relating to a service or product to a customer is described in accordance with company policies and procedures
- Future interactions with the customer are agreed upon according to company policies and procedures
- Customer objections or requests for information are dealt with in accordance with company procedures
- Sales leads or contacts are evaluated against the organisations set criteria
- Sales leads or contacts are recorded according to the organisations standard procedures
- Sales leads or contacts are followed up according to company policies and procedures
- Non-accredited: Short course only
- Duration: 1h 30m
- Delivery: Classroom/Online/Blended
- Access Period: 12 Months
