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Virtual Counselor Prospecting (3/3, 3/10)


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When competition is stiff, sales professionals cannot waste time on aimless searching to find new prospects. Instead, they have to be on target right from the start, quickly and efficiently finding the people and organizations that qualify as likely customers. A salesperson who is able to properly prospect will make the difference between winning and losing in business. Counselor Prospecting will show your salespeople how to win business and get ahead of the competition right from the beginning of the sales process.

Key Learnings and Outcomes

In this two 4 hour  virtual workshop you will explore the following key learnings leading to the following outcomes:

The Challenge of Prospecting

How to move beyond the myths about prospecting; how  to calculate the pipeline ratio; how to improve the pipeline ratio by answering two questions: Are they good for us? Are we good for them?  Discard their myths about prospecting and focus on how to be more efficient in finding good prospects.

Finding Good Prospects

How to develop criteria and use search engines to find suspects good for us; how to determine whether we are good for them by connecting our company’s unique value to identifiable business problems; how to get referrals and use networks.  Use the Internet to surface good suspects and conduct research to identify real prospects who would be interested in the offering.

Accessing Good Prospects

How to leverage research and contacts to get an appointment with the right person; how to create an effective access message; how to conduct a persistent campaign.  Develop the skill for gaining an appointment with the right person in the prospect organization.


How to manage one’s self-talk; how to implement best practices and use an action-planning tool.  Expand their ability to maintain motivation for prospecting and apply best practices The Challenge of Coaching.

Who Should Attend?

Sales professionals, sales enablement professionals and anyone responsible for farming for qualified prospects.



Event Details

This two 4 hour workshop is delivered virtually using the Zoom platform. This platform allows for high participant interactivity through polls, break out rooms and chats. You will receive the zoom link in your registration confirmation.

Day 1: March 03, 2023

Day 2: March 10, 2023

Start time: 01:00 p.m. EDT

End time: 05:00 p.m. EDT

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