Targeted Prospecting

Get more effective at finding leads, filling your pipeline, and opening doors with prospects. This course is designed to be completed in 4 weeks, with a blend of self-directed content and live, virtual sessions.

Course curriculum

1. Welcome & a tale of two sales people
2. Gear up for this program
3. Download Your Prospecting Playbook
1. Build a targeted pipeline
2. Aim where you're likely to win
3. Identify your ideal customer(s)
4. Your Prospecting Playbook: Complete your ICP
5. Leverage the #1 Lead Source
6. 3 Steps to More (and Better!) Referrals
7. Your Prospecting Playbook: Get a referral!
8. Targeted Prospecting Cohort Call #1
1. Focus on Customer Value
2. Establish a Strong Value Proposition
3. Your Prospecting Playbook: Draft Your Value Proposition(s)
4. Sales & the Buying Process
5. Navigating the Buyer's Journey
6. Assess & reassess the buying process
7. Targeted Prospecting Cohort Call #2
1. What is Gaining Access?
2. Select your leads
3. Build an Entrance Strategy that Works
4. Gaining Access Via Phone
5. Gaining Access Via Voicemail
6. Gaining Access Via Email
7. Your Prospecting Playbook: Prepare to Gain Access
8. Targeted Prospecting Cohort Call #3
1. Beyond Rapport
2. Getting prospects to know, like & trust you
3. Bonus! 15 ways to build trust fast
4. Conduct Prospecting Dialogue
5. Objections
6. REAP the benefits from objections
7. Your Prospecting Playbook: Prepare for your objections
8. Targeted Prospecting Cohort Call #4
1. Congratulations! Here's what's next
2. How did it go? Please share your feedback

About this course

36 lessons
10-page downloadable playbook
4-hours live, virtual coaching

Social proof: reviews

Great work on this training!

Chase Sukut

I will be applying a lot of what I learned throughout our class discussions in real life prospecting. Having a class that interacts, and hearing others exper...

I will be applying a lot of what I learned throughout our class discussions in real life prospecting. Having a class that interacts, and hearing others experiences/feedback was really beneficial as well. Luminaries set that up for interaction nicely.

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