Strategies for prospecting and lead generation is the key to your success. Your success today is a result of the prospecting you did six months ago. Become skilled at networking and remember the old 80/20 rule. Know who to target and how to target them, and remember to do some prospecting every day through warming up cold calls, following up on leads, or networking. Build your personal prospecting plan, to ensure your future by planting seeds daily.
By the end of the course, participants will be able to:
Introduction to Prospecting & Lead Generation
The Importance of Prospecting in the Sales Process
Cost of Customer Acquisition vs. Retention
Building a Sustainable Sales Pipeline
Defining Prospecting vs. Lead Generation
Understanding the Buyer’s Journey and Its Impact on Prospecting
Identifying Ideal Customer Profiles & Target Markets
Customer Segmentation Strategies
Defining Ideal Customer Characteristics (Needs, Pain Points, Budget)
Developing Detailed ICP Profiles
Identifying Target Markets and Industry Research
Market Sizing and Opportunity Analysis
Traditional Prospecting Techniques
Cold Calling Strategies and Techniques
Effective Email Prospecting Techniques
Utilizing Networking and Referrals for Lead Generation
Industry Events and Trade Shows as Prospecting Opportunities
Building Relationships through Social Selling
Online Lead Generation Strategies
Leveraging Social Media Platforms for Lead Generation (LinkedIn, Twitter, Industry Forums)
Content Marketing Strategies for Attracting Leads (Blogs, Ebooks, White Papers)
Search Engine Optimization (SEO) and Pay-Per-Click (PPC) Advertising
Utilizing Online Lead Generation Tools and Databases
Qualifying Leads and Lead Scoring
Establishing Lead Qualification Criteria (BANT & CHAMP)
Utilizing Lead Scoring Models for Effective Prioritization
Qualification Calls and Identifying Decision-Makers
Avoiding Common Lead Qualification Mistakes
Crafting Compelling Value Propositions
Understanding Customer Needs and Pain Points
Highlighting Your Unique Selling Proposition (USP)
Developing Value Propositions Tailored to ICPs
Communicating Value Effectively Through Messaging and Presentations
Lead Nurturing Strategies and Conversion
Building Automated Lead Nurturing Campaigns
Utilizing Email Marketing for Lead Engagement
Content Marketing Strategies for Nurturing Leads
Converting Leads into Sales Opportunities with Effective Follow-Up
Measuring and Analyzing Prospecting & Lead Generation
Key Performance Indicators (KPIs) for Prospecting Success
Tracking Lead Generation Activities and Results
Analyzing Lead Conversion Rates and Sales Cycle Length
Utilizing Data to Optimize Your Prospecting Strategy
Follow-up Strategies and Lead Nurturing
Importance of follow-up in prospecting and lead generation
Developing follow-up strategies and sequences for nurturing leads
Leveraging email marketing, phone calls, and social media for lead nurturing
Personalized Prospecting and Lead Generation Plan (Project)
Assessing current prospecting and lead generation practices and identifying areas for
improvement
Creating a personalized prospecting and lead generation plan for achieving sales targets
Setting goals, objectives, and timelines for implementation
Participants enrolling for this programme will be required to have basic computing skills. Participants who meet the programme requirement should pay the course fee and complete the enrollment form 2 weeks before the programme kick off date.
Requirements:
Prospective applicants who do not meet the programme requirement but want to join the programme should talk to a Career Advisor.
Senior Project Consultant • Nigeria
PhD Marketing; MSc Marketing; PSM I II and III;
Dr. Adeola Badmus is a seasoned marketing expert with a PhD and MSc in Marketing. He has a successful track record in brand development, project management, and digital marketing. He has held leadership positions at Fusion Versity and has been a consultant at Piston & Fusion Business Academy. Currently, he is a faculty member at a business school, where he shares his knowledge and experience with aspiring business leaders.
Head of Career & Business Advisory • Nigeria
B.Sc. in Accounting; Diploma in Professional Marketing; MDS certification; CIM (Member of the Chartered Institute of Marketing).
Hope Okunmahie is the Head of Career & Business Advisory at Piston & Fusion Business Academy, with a B.Sc. in Accounting, a Diploma in Professional Marketing, and certifications from MDS and CIM. With a strong foundation in finance and marketing, she has a proven track record of helping sales teams across various industries achieve increased revenue and business growth. Beyond teaching, Hope is a dedicated volunteer mentor on Micro Mentor, offering career advice and guidance. Her expertise in developing marketing strategies, business plans, and optimizing processes empowers individuals and businesses to unlock their full potential and succeed in the evolving business landscape.
Piston and Fusion offer the Course as Classroom in Lagos and Virtual Online Class in other states in Nigeria. See dates and fees for classroom and virtual online class.
17th Jul – 18th Jul, 2025
As of Sat May 17 2025
Thu & Fri
8:30am – 3:30pm
2 days
Contact Us
17th Jul – 18th Jul, 2025
As of Sat May 17 2025
Thu & Fri
8:30am – 3:30pm
2 days
Contact Us
Piston and Fusion offer the Course as Classroom in Lagos and Virtual Online Class in other states in Nigeria. See dates and fees for classroom and virtual online class
Virtual Only
-
-
-
-
-
-
Virtual Only
3 Months
-
-
-
CV & LinkedIn Profile Development
Exam Application (Only for Certification courses)
Classroom & Virtual
Print & PDF
-
Teabreak & Lunch
Souvenir
Notepad & Pen
-
-
Classroom & Virtual
Print & PDF
Print & PDF
3 Months
Tea Break & Lunch
Souvenir
Notepad & Pen
CV & LinkedIn Profile Development
Exam Application (Only for Certification courses)
This programme is designed for executives tasked with igniting innovation within their organisations, or who seek to create innovative solutions to a major challenge
Are you a corporate client looking to upskill your team?
To register multiple employees for our courses, please fill out this form to request a proposal.
We’ll provide you with a detailed quote, outlining the costs and benefits of your chosen courses. Once approved, we’ll generate an invoice for payment.
Let’s elevate your team's skills together!
https://www.pistonandfusion.org/enrol-now?type=corporate&course=strategies-for-prospecting-and-lead-generationWe help you decide if this course is a good match for your career. We can also help you plan and develop a career path.
We help you decide if this course is a good match for your career. We can also help you plan and develop a career path.