Sales Training Workshops: Prospecting & Business Development™ Workshop

"Prospecting is necessary and difficult, which is why we're offering this valuable workshop for our clients. Prospects are more than leads - they are people. A good salesperson will learn how to efficiently target and identify them, but beyond that, the truly successful salesperson will know how to effectively engage with them and remain relevant."

-- Gary Walker, Executive Vice President of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company


In this sales training workshop, we look at traditional prospecting practices and why they are no longer effective. The workshop explores emerging technologies that can make salespeople more productive, more efficiently optimize their time spent prospecting, and suggest prospecting methods and strategies for making the prospecting and business development process more customer-centric, and therefore more appropriate for today's professional salesperson.

After attending the workshop, attendees should be able to:

After completing this workshop, students will:

  • Learn how to develop and execute a Prospecting and Business Development Plan that will help them build their pipeline to optimum strength and achieve quarterly/yearly quota.
  • Allow them to supplement the number of leads produced for them by Marketing.
  • Learn how to calculate how many leads they will need on a weekly/monthly basis, based on their close rate, to achieve quota.
  • Learn the steps to develop a prospecting and business development plan: Planning, Preparation, and Execution
  • Learn how to use InsideView for Sales to:
    • Build targeted prospect lists
    • Identify Key Players within targeted organizations
    • Use "triggering events" to engage with those key players during their time of greatest need
  • Understand the importance of messaging, timing and frequency.
  • Know how to develop messaging that resonates with their prospects.
  • Learn how to use prospecting methods in non-traditional ways in order to increase their effectiveness.
  • Develop a multi-touch email series that works.
  • Learn how to combine minimally effective prospecting methods, use them in parallel to engage with senior executives - "Thunder and Lightning."
  • Learn how to exploit the power of referrals using LinkedIn to reach the executives they are targeting.
  • Learn how and when to use "Request a Meeting" to engage with your prospect.
  • Leave the work session with a day-by-day, step-by-step, Twenty (20) Company Prospecting Plan.
  • Leave the work session with a four (4) week subscription to InsideView for Sales to assist in executing the prospecting plan.

Workshop materials will include:

Workshop materials include tools and content necessary to support prospecting and business development skills and strategies taught in class. Included is a workshop manual.

Who should attend:

Sales executives, sales managers, sales representatives and/or account managers, pre-sales technical support, marketing, anyone within the organization or channel who interacts with prospects and/or customers or who supports the sales function would also attend. The value of the model is that it is a uniform company sales strategy process around prospecting and business development efforts. Everyone in the organization would have the same vocabulary and understanding of the sales strategy, extending and reinforcing the learning from the CustomerCentric Selling® sales methodology.


None (CustomerCentric Selling® Prospecting & Business Development™ Workshop is a stand-alone workshop. It can be delivered on its own, often as a precursor to the core CustomerCentric Selling® Sales Process Workshop, or to reinforce the CustomerCentric Selling® sales methodology.)


One (1) full day


$795 per attendee/student (stand-alone registration), $495 per attendee/student (if registered for the subsequent 4-day CustomerCentric Selling® Workshop)

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