Module 1.
Introduction to prospecting
- The definition of prospecting and its role in the sales process.
- The importance of planning and strategy in customer acquisition.
- How to define and identify your ideal customer.
- Why ICP is crucial for effective prospecting.
Module 2.
Market analysis tools:
- Use of market analysis tools, such as SWOT analysis or competition analysis.
- Choosing the right tools depending on your industry and goals.
- Using content, social selling and e-mail marketing to generate leads.
Module 3
Building a list of potential customers:
- Techniques for identifying potential customers.
- Effective use of databases, social media and other sources.
- Creating effective email marketing campaigns.
- Using social media platforms (LinkedIn, Twitter) to acquire customers.
- Effective telephone conversations to acquire customers.
- Overcoming objections and building relationships over the phone.
- Organization of webinars and online events as a form of prospecting.
Module 4
Cooperation with the sales team:
- Effective communication between the marketing team and the sales team.
- Common goals and strategies for better results.
- An overview of the benefits and challenges of diversity and dispersion.
Module 5
Assessment of prospecting effectiveness:
- Criteria and indicators for assessing the effectiveness of prospecting.
- Analyze results and adapt strategies based on data.
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