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Customer Prospecting Training Program
Turn Opportunity into Revenue by Finding and Winning New Business
Why Prospecting Matters
Adding a new customer means gaining profit that wasn’t there before. It also means moving into a space where a competitor may have once stood. In short – every new customer is growth.
Selling only to existing customers means working with predictable, often limited results. Business leaders know: new business is the engine of future success.
Are You Targeting the Right Prospects?
If you’re already convinced of the value of new customer acquisition, the next question is how to do it effectively:
- Do you know who you’re targeting?
- Is your field intelligence giving you the right signals?
- Are your approach methods effective and reducing failure?
- Are your sales teams trained regularly in prospecting best practices?
Our Customer Prospecting Program helps you answer these questions with confidence.
Why Customer Prospecting Is Essential
Did you know? Most businesses lose 20-30% of their customer base every year.
That means new customers play a survival role.
Being able to bring new business into the company is one of the most valuable skills a salesperson can have.
In day-to-day sales activity, professionals deal with key accounts, long-time customers, and potential prospects. The ability to balance this mix – and win new business – is what defines a high-performing salesforce.
CRM – Supporting Every Step
CRM is more than a tool – it’s your sales radar.
When implemented well, CRM enhances efficiency, tracks every opportunity, and helps convert prospects into paying customers faster. Our program addresses CRM as a critical element of successful prospecting.
About the Program
One-Day Training: Professional Customer Prospecting Skills
This course is designed for:
- Professional salespeople
- Sales managers
- Business development professionals
Key outcomes:
Participants will understand the why and how of customer prospecting, backed by practical tools and real-world sales experience.
What’s Included
Core Topics Covered:
- The business case for prospecting
- The prospecting process from start to finish
- Identifying the right contacts
- Typical challenges and how to overcome them
- Understanding customer purchasing motives
- Who to prospect and when
- Field investigation methods
- Crafting a compelling introduction
- Securing a first appointment
- Preparing for effective sales meetings
Tailored for Your Business
Need help identifying your team’s learning needs?
We can support you with a Learning Needs Analysis (LNA) and help define the outcomes you want to see – skills, behaviors, and results. Choose the learning format that best suits you or ask our consultants.
Frequently Asked Questions (FAQs)
- Who is this Customer Prospecting training program designed for?
This program is ideal for professional salespeople, sales managers, and business development professionals who are looking to strengthen their ability to identify and win new customers. - What makes this prospecting program different from general sales training?
Unlike broader sales programs, this course focuses specifically on the skills, tools, and strategies required to find and secure new business. It addresses real-world prospecting challenges with practical, actionable techniques. - How long is the training, and can it be customized?
The standard program is a one-day session. However, it can be customized to meet your specific business needs, including content focus, industry context, and delivery format. - Does the training include CRM usage or tools?
Yes. The program covers how CRM systems – whether simple or advanced – support the prospecting process. We emphasize CRM as a key enabler for tracking, managing, and converting prospects efficiently. - Can this training help if my team already has some prospecting experience?
Absolutely. Whether your team is new to prospecting or needs to sharpen existing skills, this program provides valuable insights, best practices, and practical tools to improve performance and results. - What outcomes can I expect after the training?
Participants will leave with a stronger understanding of how to identify ideal prospects, approach them effectively, secure meetings, and ultimately convert them into customers. The training aims to boost confidence, reduce prospecting failure, and drive revenue growth. - How do I know if my team needs this training?
If you’re not seeing enough new customer growth, or your team struggles with identifying or engaging the right prospects, a Learning Needs Analysis (LNA) can help. We’ll work with you to assess your current situation and recommend the right training approach.
Call us today: +359 89 8525025 or submit an enquiry form and one of our program advisors will get in touch.
Whether you’re exploring your prospecting challenges or want a tailored training program for your team, we’re here to help.
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