Lead Generation: Why Prospecting is the Lifeblood of Your Business

1 Clock Hour | Domain F: Stakeholder Management 

The key to lead generation is knowing the difference between a prospect and a suspect. A prospect is a legitimate potential customer. A suspect is disguised as a prospect but is not going to buy your product and wastes your valuable sales time. In this session you’ll learn how to spot the difference and move forward.

Learner Outcomes:

• Participants will learn the importance of Lead Generation (Prospecting) to the overall success of their business. They will understand where Lead Generation fits into the Steps of the Selling Process.
• Participants will learn about the misconceptions associated with Cold Calling. They will gain an understanding of how to implement Cold Calling into their daily sales activity and to soften the blow associated with the rejection that comes as a result of Cold Calling.
• Participants will learn different methods of Lead Generation and be able to determine what is the right method of Lead Generation that fits their style and can benefit their business.