Course Information
This practical marketing and sales workshop develops knowledge, judgement and workplace application in prospecting and lead generation. Participants explore good-practice principles, work through realistic examples and practise tools that can be adapted to their own roles and organisations.
The workshop emphasises active participation, reflection and transfer of learning. Facilitators can contextualise examples, exercises and discussion around the organisation's policies, industry, workforce and operating environment.
Workshop Objectives
- Explain the key principles associated with ideal customer profile and targeting.
- Apply practical tools and techniques for prospecting channels and research.
- Use opening messages and value hooks to support better workplace decisions and outcomes.
- Recognise common risks, barriers and good practices relating to qualification and lead scoring.
- Develop a practical approach to follow-up cadence and crm discipline that can be used after the workshop.
Who Should Attend
Sales, marketing, customer-facing and business-development professionals, supervisors and anyone responsible for attracting, serving or retaining customers.
Key Topics
• Ideal customer profile and targeting
• Prospecting channels and research
• Opening messages and value hooks
• Qualification and lead scoring
• Follow-up cadence and CRM discipline
• Pipeline metrics and continuous improvement
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