ELEV-MW 009: Prospecting And Lead Generation

ELEV-MW 009: Prospecting And Lead Generation

Course Number: ELEV-MW 009

Duration: One day

Course Description:

Prospecting and lead generation are essential activities that create connections which may lead to sales and long-term customer relationships. Leads can come from many sources, including online channels, referrals, telephone outreach, events, advertising, and purchased contact lists. Managing these activities effectively requires a structured approach and a strong set of foundational sales skills.

The Prospecting And Lead Generation course helps learners understand how to identify prospects, apply both traditional and modern marketing methods, and manage the sales pipeline effectively. Learners will explore how to educate potential customers, track activity, and adjust strategies to improve outcomes. By viewing prospect interactions from a strategic perspective, learners can strengthen their overall sales approach and improve consistency.

By the end of this course, learners should be able to:

• Identify qualified prospects
• Implement traditional and modern marketing methods
• Use the sales pipeline effectively
• Educate customers throughout the buying process
• Track activity and adjust strategies as needed

Course Modules:

Module One: Prospecting

• Making prospecting a priority
• Identifying the ideal prospect
• Choosing prospecting methods
• Building consistent habits

Module Two: Traditional Marketing Methods

• Cold calling
• Direct mail
• Trade shows
• Networking

Module Three: New Marketing Methods

• Social networking
• Search engine marketing
• Email marketing
• Display advertising

Module Four: Generating New Leads

• Becoming a recognizable brand
• Webinars
• Blogs
• Engaging video

Module Five: Avoiding Common Lead Generation Mistakes

• Limiting channels
• Failing to provide value
• Failing to connect
• Failing to try

Module Six: Educating Prospects

• Content creation
• Standing out from competitors
• Filling customer needs
• Delivering on promises

Module Seven: The Pipeline

• Contact
• Meet
• Propose
• Close

Module Eight: Follow-Up Communication

• Knowing your leads
• Moving quickly
• Responding effectively
• Setting future meetings

Module Nine: Tracking Activity

• Using appropriate tools
• Assessing advertising sources
• Recording lead information
• Assessing return on investment

Module Ten: Creating Customers

• Developing relationships
• Showing genuine interest
• Maintaining professionalism
• Demonstrating reliability and integrity

The Prospecting And Lead Generation course supports learners in building consistent pipelines and stronger customer relationships. Join now to develop practical prospecting strategies that strengthen lead quality and drive sustainable sales growth.