Prospecting – Customer Acquisition Training
Level
BeginnerDuration
8h / 1 dayDate
Individually arrangedPrice
Individually arrangedProspecting – Customer Acquisition Training
The training focuses on building a repeatable customer acquisition system that ensures a steady flow of leads and supports sales performance. Participants learn how to precisely define the target group, select effective outreach channels, and conduct the first contact in a way that increases the chance of a sales conversation. The program covers phone, email, and LinkedIn activities, and its workshop-based format allows participants to work on their own examples, create sales messages, and build an individual action plan ready to implement immediately after the training. The result is an organized and measurable customer acquisition process that eliminates randomness in activities and increases sales effectiveness. The training is workshop-based and includes: individual and group exercises, sales conversation simulations, analysis of participants’ real-life situations, immediate feedback from the trainer
B2B salespeople who have problems acquiring new customers, rely mainly on leads or referrals, and whose pipeline remains empty-
Account Managers / Key Account Managers who manage customers but do not have a system for acquiring new companies and want to increase sales proactively
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Specialists (IT, advisors, technical experts) who have the knowledge and offer but do not conduct active sales and want to learn how to talk about their offer in a sales-oriented way
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Business owners and sales managers who are responsible for team performance, see a lack of a prospecting system, and want to organize sales activities
What You Will Learn
- Build a systematic customer acquisition process
- Define the right customers (ICP) and reach people who can actually buy
- Select effective contact channels (phone, email, LinkedIn)
- Create messages that increase customer responses and lead conversations to the next step
- Plan and control prospecting activities
- Analyze the effectiveness of activities and implement the system in practice
Business outcomes
- More valuable leads and sales opportunities in the pipeline
- Increase in the number of sales conversations thanks to effective first contact
- Higher conversion from contact to sales opportunity
- Shorter sales cycle by reaching the right customers and improving communication
- Shorter sales cycle by reaching the right customers and improving communication
- Better use of salespeople’s time and reduction of ineffective activities
- Real impact on the company’s financial results
Training Program
Module 0: Diagnosis of prospecting activities
- Analysis of current customer acquisition methods
- Identification of effective and ineffective activities
- Definition of business objectives
Exercises:
- Audit of own prospecting activities
- Identification of lead sources
Outcome: the participant identifies areas requiring optimization in prospecting activities
Module 1: Customer profile and market segmentation
- Defining the ideal customer (ICP)
- Identifying segments with the highest potential
- Matching activities to target groups
Exercises:
- Creating a customer profile
- Selecting segments for sales activities
Outcome: the participant can precisely define the target group and direct activities towards the right customers
Module 2: Customer acquisition strategies and channels
- Overview of prospecting channels (phone, email, LinkedIn, networking)
- Selecting channels for the business model
- Building an action strategy
Exercises:
- Matching channels to your own offer
- Selecting key lead sources
Outcome: the participant can select effective customer acquisition channels and limit low-efficiency activities
Module 3: Communication during the first contact
- Building the first contact with the customer
- Formulating sales messages
- Avoiding the most common mistakes
Exercises:
- Creating messages (phone / email / LinkedIn)
- Analyzing and improving own messages
Outcome: the participant can initiate contact that increases the chance of further conversation
Module 4: Conducting a prospecting conversation
- Structure of a conversation with the customer
- Moving from contact to interest
- Leading the conversation to the next step
Exercises:
- Conversation simulations
- Conducting a conversation step by step
Outcome: the participant can conduct a conversation that generates real sales opportunities
Module 5: System and organization of prospecting activities
- Planning prospecting activities
- Defining effectiveness indicators (KPIs)
- Building sales habits
Exercises:
- Preparing an action plan
- Defining objectives and indicators
Outcome: the participant can plan and manage prospecting activities over time
Module 6: Implementation action plan
- Translating knowledge into action
- Planning implementation (24h / 7 days / 30 days)
- Identifying risks and barriers
Exercises:
- Preparing an individual implementation plan
- Defining the first actions
Outcome: the participant has a ready-to-use plan for implementing a customer acquisition system
