Effective Prospecting Sales Training

Prospecting, or searching for new customers who need the company’s products or services, is a very important aspect of the sales process. This Effective Prospecting Sales Training course teaches sales professionals how to develop the prospecting skills that they will use to improve the company’s sales performance. 

After completing this comprehensive Effective Prospecting Sales Training course, you will have learned: the importance of prospecting and efficiently expanding the client base, how to use the 80/20 rule when identifying target markets, networking, making cold calls, goal setting, how to participate in trade shows and much more.

This comprehensive training course is now available across the U.S., including Atlanta, Austin, Baltimore, Birmingham, Boston, Charlotte, Chicago, Dallas, Houston, Jackson, Los Angeles, Manhattan, Miami, Orlando, New York, Philadelphia, San Antonio and Seattle.

Your Learning Outcomes

After completing this course, participants will have learned to:

  • Expand your client base through effective prospecting
  • Use a prospecting system to make you more successful
  • Identify target markets and target companies with the 80/20 rule in mind
  • Develop and practice networking skills at every opportunity
  • Develop, refine, and execute the art of cold calling
  • Target your market
  • Use the prospect dashboard
  • Set goals
  • Understand the importance of prospecting
  • Use networking
  • Use public speaking
  • Conduct trade shows
  • Regain lost accounts
  • Warm up cold calls
  • Use the 80/20 rule
Duration: 1.0 day course


Effective Prospecting Sales Training Reviews:

I’m very impressed by PD Training … they specifically selected one of their specialist facilitators to run the session which then made it possible for us to discuss our requirements further and tailor the course we had selected to suit our particular needs.

Course Outline
Effective Prospecting Sales Training Course

Download Effective Prospecting Sales Training Course Outline


Effective Prospecting Sales Training Course will help you to know who to target and how to target, warm up cold calls, follow up on leads, use networking effectively, conduct trade shows, use public speaking, build your personal prospecting plan, and more.

Professional training in prospecting helps enhance skills and understanding to excel as professionals and businesses.

Effective Prospecting Sales Training Course - Lesson 1
Getting Started
  • Icebreaker
  • Pre-Assignment Review
  • Workshop Objectives
Effective Prospecting Sales Training Course - Lesson 2
Public Speaking
  • Public Speaking
Effective Prospecting Sales Training Course - Lesson 3
Pre-Assignment Review
  • True/False Questions
  • Multiple Choice Questions
  • Debrief
Effective Prospecting Sales Training Course - Lesson 4
Trade Shows
  • Making Trade Shows Work
  • Debrief
Effective Prospecting Sales Training Course - Lesson 5
Targeting Your Market
  • Eight Ways to Target Your Market
  • My Target Market
Effective Prospecting Sales Training Course - Lesson 6
Regaining Lost Accounts
  • Regaining Lost Accounts
Effective Prospecting Sales Training Course - Lesson 7
The Prospect Dashboard
  • Prospect Dashboard Basics
  • Q & A
  • My Prospect Dashboard
  • Planning with the Prospect Dashboard
Effective Prospecting Sales Training Course - Lesson 8
Warming Up Cold Calls
  • A Cure for Call Reluctance
  • Getting Your Message Through
  • Openers
Effective Prospecting Sales Training Course - Lesson 9
Setting Goals
  • S.P.I.R.I.T.
Effective Prospecting Sales Training Course - Lesson 10
The 80/20 Rule
  • The 80/20 Rule
Effective Prospecting Sales Training Course - Lesson 11
Why is Prospecting Important?
  • A Little Knowledge Bring Big Benefits!
Effective Prospecting Sales Training Course - Lesson 12
It's Not Just A Numbers Game
  • Shooting for the Stars
  • The Three R's
Effective Prospecting Sales Training Course - Lesson 13
  • What is Networking?
  • Small Talk
Effective Prospecting Sales Training Course - Lesson 14
Going Above and Beyond
  • 21 Ideas for a Successful Career in Sales
  • Ten Questions to Ask Yourself about Each Prospect

Client Site Training We’ll focus on what matters most to you and tailor to your context

Live Online or Hybrid Class Tailored to Your Needs

When you want a tailored learning experience targeting exactly what you want without bringing everyone physically together, the best choice is a Live Online Class run by PDT.

We tailor the content and activities to be specific to your current needs and the needs of the people and run the course in our usual activity-based workshop style training, however, the participants can all be offsite, or some can be in the room with others offsite.

Unless you have a preferred tools we use 'Zoom for Education' that includes enhanced collaboration features such as One-click content sharing, real-time co-annotation (people can work together in activity files), and digital whiteboarding, we also include things like live polls and group chats so you virtually have the same collaborative learning experience of attending a course in a room with other people.

live online & hybrid

We have delivered these 100's (if not 1000's) of times, and get great outcomes. We achieve great outcomes because we keep our learner centric approach - just because it’s delivered through a screen to some or all participants doesn’t mean it needs to be less tailored or less personalised.

You still have an expert trainer who talks to you prior to the session and tailors the delivery to use your terminology, ensure activities are relevant and directly applicable and ensures an engaging learning experience that provide people with skills and techniques they can apply the very next day.

A hybrid class is with some people dialling in, and some people physically together in the same room.

Live Online Participant Feedback:

90% Overall Trainer Rating

88% Delivery was Adapted to me Personally

75% I Would Recommend this Course to Someone Else

Face to Face Options With Everyone in the same room

1-hour Motivator
one hour motivator
3-hour Power Sessions
3 hour power session
Full-day training
full day training
At your workplace At your workplace
In our Training Rooms In our Training Rooms
 In our Online Training  Room - the HIVE In our Online Training Room

We’ll make things easier so you can focus on adding more value

We provide the Training Management Centre which is an information hub before, during and after training.
(Let us know if there’s parts you don’t want to use)

Invites people to training

(So you don’t have to)

Invite People icon

Generates Sign in Sheet

(So you don’t have to)

Generate Sign In Sheet Icon

Generates Branded Flyer

If you want to ‘promote’ internally

Generate Branded Flyer Example

PDF’s of Certificates

(can be co-branded with your logo)

Completion Certificate Included

Collects and Reports feedback

(So you don’t have to)

Feedback Report Example

Complete Results Dashboard

(including trainer insights)

Results Dashboard Example

What are people going to do differently?

At the completion of training participants are encouraged to create an action plan, and invite an accountability buddy via their Orgmenta App.

In your Training Management Centre you have transparency to the action plans so you can see what people are going to do differently.

My Action Plan
Participants encouraged to create

Want to get clear on impacts and measure success? Our system and expert consultants support you.

Our systems and people make it easy to identify how you’ll be able to measure impacts,
and then report on the success in the weeks or months after training.

Measure metrics your way

Do you already have a training management system and wish they were automatically up to date?

Training APIs

It’s surprisingly easy to make it so that your system can automatically be up to date with all the training record details you need.

More than just a training provider - we are your Learning and Development Partner, we look forward to working with you, talk to one of our friendly expert consultants today.

Outstanding learning that people can do in the flow of work

  • Fresh targeted video-based microlearning content with interactive lessons and quizzes included.
  • Rigourous review process
  • Only $11.00 per course per person per year.
  • Or get the $110.00 bundle and save.
Bite Size learning that people love
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