Prospecting and Qualifying for New Business - Sales Training 22nd January 2026
| Event Date: | 22nd January 2026 |
| Event Time: | 9:30am to 4:30pm |
| Event Location: |
Shropshire Chamber of Commerce Trevithick House, Stafford Park 4, Telford, Shropshire, TF3 3BA |
| Ticket Prices: | Members: £160.00 / Non Members: £260.00 (Ticket Prices Ex VAT) |
| Did you know you can get the first place on this event free if you are an All Inclusive member? |
Identifying potential customers who might be interested in your product or service. This involves researching and finding leads, often through various channels like online searches, networking, or referrals.
Determining if the identified leads are a good fit for your product or service. This involves assessing their needs, budget, and ability to make a purchase.
Objective: Equip sales professionals with tools, mindset, and practical approaches to generate and qualify new leads effectively.
Key Topics Covered:
- The Sales Funnel and Pipeline Health
- Identifying Ideal Customer Profiles (ICP)
- Prospecting Techniques (phone, email, social, events)
- Crafting Effective Outreach Messages
- Qualification Frameworks (e.g., BANT, CHAMP)
- Using Tactical Empathy in Qualification
- When to walk away
Interactive Elements:
- Roleplays: Cold call and email pitch practice
- Live Prospect Mapping: Build a list of real targets
- Peer-to-peer coaching: Qualify mock leads
- Outreach Sequence Building
Outcomes:
- Attendees will leave with a tailored 3-step outreach sequence, a defined ICP, and a list of target prospects with qualification criteria.
Training forbusiness success