Prospecting That Works: Find, Qualify and Follow Up on Leads
Prospecting & Lead Management: leave with lead-scoring rules, routing logic and a response-time tracker for one pipeline.
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Learn this topic with a mentor
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What this session would cover
Proposed outline — the mentor finalises the agenda once this topic is scheduled.
- 1Why prospecting & lead management matters — the common problem: Leads arrive from many channels and the best ones wait too long for a reply.
- 2Core concepts in plain language: Prospect research, lead generation, inbound leads, outbound leads, lead sourcing, cold outreach
- 3Going further: cold calling, email prospecting, social selling, referral generation, lead qualification, lead scoring
- 4Framework walkthrough: BANT, SPIN Selling, MEDDIC, Challenger Sale
- 5Practical workflow, built live: Lead-scoring rules, routing logic and a response-time tracker for one pipeline.
- 6How to measure it: Quota attainment, Win rate, Pipeline coverage, Sales cycle, Average deal size, Forecast accuracy
- 7An illustrative case (a fictional example, not a client result), then live Q&A on your own situation
Who it's for
- • Sales executives and managers
- • Founders who sell
- • Business development and account teams
You'd leave with
- Lead-scoring rules, routing logic and a response-time tracker for one pipeline.
- A working understanding of BANT and SPIN Selling
- A short list of measures to track: Quota attainment, Win rate, Pipeline coverage
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