If your role involves generating new business, mastering prospecting is essential. Discover the 4 foundational principles that will help you build a pipeline full of high-quality opportunities. This unit includes the following lessons:

• The Evolution of Modern Prospecting: What’s Changed and Why It Matters.
• 4 Pillars of an Effective Sales Prospecting Strategy

To secure meetings, you must convey value effectively. Learn how to develop compelling messaging that captures the attention of potential buyers. This unit includes the following lessons:

• 6 Proven Ways to Communicate Value in Prospecting Messages.
• Real-World Messaging Examples: Innovative Ideas, Best Practices, and Results.
• Steps to Effective Messaging: Capabilities, Demos, and Next Actions.
• Activity: Develop Your Value-Driven Offer

Maximize results by implementing a structured, strategic approach. Create an Engagement Blueprint to guide your outreach efforts and attract the right buyers. This unit includes the following lessons:

• Understanding Engagement Campaigns.
• 5 Essential Elements of an Engagement Campaign.
• Engagement Campaign Brief Walkthrough.
• Strategies to Break Through to Busy Buyers
• Developing a Targeted Prospect List
• Turning Meetings into Opportunities
• Activity: Design Your Personalized Prospecting Plan.

Email remains a cornerstone of prospecting. Explore a proven framework, techniques, and best practices for writing emails that generate results. This unit includes the following lessons:

• The Framework for High-Impact Prospecting Emails.
• 13 Key Principles for Successful Email Prospecting.
• Closing the Loop: Crafting Effective Follow-Up Emails.

Referrals are often the starting point for many buyers. Learn to generate and leverage referrals to amplify your prospecting efforts. This unit includes the following lessons:

• Why Referrals Matter in Prospecting.
• 15 Tactics to Cultivate Referrals.
• Best Practices for Requesting Referrals.
• Activity: Develop Your Referral Strategy

Top performers use the phone as a powerful prospecting tool. Discover techniques to enhance your phone-based outreach and drive results. This unit includes the following lessons:

• 5 Critical Skills for Effective Phone Prospecting.
• Preparation Tips for Successful Phone Outreach.
• Handling Common Objections on the Phone.
• Navigating Gatekeepers to Reach Decision-Makers.
• The Voicemail Formula That Delivers Results.
• Tips for Building Rapport During Calls.
• Activity: Monitor and Optimize Your Phone Prospecting.

Stand out from the crowd by incorporating video into your outreach strategy. Use video tools to create a lasting impression on your prospects. This unit includes the following lessons:

• Using Video to Generate More Meetings

• The 5 Fundamentals of Effective Video Outreach.

• Video Prospecting Basics: From Cold to Bold

• How to Use Screen Recording Effectively

• Tips for Being Confident and Natural on Camera

• Personalized Video: Key Techniques for Success

• Activity: Launch Your First Video Prospecting Campaign

Success begins with understanding your numbers and conducting thorough research. Build a plan to achieve your prospecting goals. This unit includes the following lessons:

• Pipeline Metrics: Setting the Right Targets

• Example Prospecting Pipeline Models

• An Introduction to Prospect Research

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  Strengthening Relationships via Social Media

• Customizing Your Outreach for Maximum Impact

• Pre-Call Prep: What to Do in the 4 Minutes Before Outreach

• Advanced Research Techniques to Find Hard-to-Reach Prospects

• Activity: Analyze Metrics and Research Your Target Market

Top prospectors excel by executing their strategies consistently. Learn how to stay focused, overcome challenges, and achieve your goals. This unit includes the following lessons:

• Scaling Your Prospecting Efforts

• Conquering Reluctance and Building Momentum

• Cultivating a Winning Mindset

• Action Planning for Goal Achievement

• Accountability Hacks: How to Stay on Track

• Strategies to Start and Maintain Momentum

• Boosting Productivity with Focus Techniques

• Activity: Launch and Optimize Your Prospecting Plan

• Sellers and professionals of any experience level looking to improve messaging, connect with prospects, and fill their pipelines. Whether you’re new to sales or a seasoned veteran, this program will give you the knowledge, tools, and strategies to improve your sales results.
• Sales managers looking for a comprehensive and proven prospecting strategies to use with their sales teams.

All program content is available and accessible on-demand as soon as you sign up.

There are 9 Units, each with associated lessons. When completed at our recommended pace of 1 module per week, you'll finish the program in under 3 months.

However, if you would like continued access to the program content and tools after you complete the lessons, you are welcome to stay subscribed as long as you’d like.

Modules are available to view in text and video for your convenience and learning preference. You may view them directly in your browser on any device.

Many of the lessons include downloadable resources, tools, reports, and more. Those are yours to download and keep to reference whenever you like.

Typical sales training programs cost thousands of dollars, require travel, and often teach you strategies that simply don’t work in the world of selling today.

Tuition for the Sell Sm@rter Prospecting course is only $97. You’ll be making an important investment in your career to achieve breakthroughs in your sales success. You’ll make this investment back many times over in just your first sale.

We think you’re going to find the program content compelling and the tools invaluable. If you don’t agree, notify us within your first 30 days of membership and we will be happy to refund your payment, no questions asked.

We offer discounted rates for groups of 5 or more. If you have a team that would benefit from the Sell Sm@rter Prospecting Program or are interested in bringing the program on-site, contact us for more information.