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Sales Prospecting Training Course

Traditional prospecting tools and techniques have received a bad reputation – especially in recent years. As consumers become more empowered with information at their fingertips, organizations need sales prospecting solutions that embrace this change, rather than surrender against it. Funnel Clarity’s approach to sales prospecting training is about refining “old school” techniques and applying them in a new way that matches the modern buyer. We invite you to explore a prospecting training that doesn’t tout an elusive silver bullet, but research-based tactics.
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Sales Prospecting Solutions for
Modern Sales Teams

Data-Driven Techniques

Sales prospecting is both a science and a discipline. So why are sales teams looking for growth tactics in unproven places? We believe that following a structured set of steps and tactics based on proven results is what yields growth for sales professionals. 

Cold calling, cold emails and social selling are not antiquated methods by definition. But if executed poorly – they’re wildly ineffective. We analyzed more than 100,000 sales prospecting calls at 100 companies across 19 industries to determine which sales prospecting tactics work and which don’t. We know the most common pitfalls, and have built prospecting training materials that help organizations overcome them.

Course Curriculum: Fearless Prospecting©

Course Introduction

15 minutes

The course begins with an overview of what to expect, reflection on the common pitfalls of prospecting and a framework for daily practice.

Section 1: Gaining Access

30-45 minutes a day for 1 week, self-paced.

This section teaches sellers techniques on how to efficiently identify, map reporting structures and reach these decision makers quickly through online and phone research. It includes using tools like LinkedIn and other outreach techniques for turning gatekeepers into access providers.

Section 2: Creating Curiosity

30-45 minutes a day for 1 week, self-paced.

Learn how to foster interest through all the essential channels; phone, email, voice mail and more to improve the percentage of initial calls that result in an engaged, professional-to-professional conversation.

Section 3: Establishing Credibility & Obtaining Commitment

30-45 minutes a day for 1 week, self-paced.

This section teaches sellers how to establish credibility in a short time. Sellers learn which opportunities are promising and how to secure an increased number of scheduled appointments.

Certificate of Completion

Certificates are valid for 2 years.

Get a social media-friendly Certificate of Completion validating your successful achievement of learning prospecting best practices and how to avoid common failure points that limit sellers’ success while prospecting.

Reinforcement

1 hour a week for 4 weeks, self-paced.

These subsequent four sections offer review of the Fearless Prospecting© content and include additional assignments and tests to continue on your path to mastery.

This course includes:

  • Video-icon 16+ hours of mixed media content
  • Articles-icon 60+ practice opportunities
  • Star-icon Certificate of Completion
  • Life-line Access to Experts
  • Web-icon Online reinforcement included
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Every sales prospecting relationship begins by understanding:

  • Your team's strengths when it comes to prospecting, techniques and success rate.
  • Your team's weaknesses in planning, execution or strategic adjustments.
  • How to take advantage of strengths and course-correct weaknesses to surpass your quota.
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Fearless Prospecting©

Disregard the tired excuses claiming that traditional sales prospecting tactics don’t work. Have the courage to refine your approach with sales prospecting solutions that break through common barriers, build rapport and professional credibility, and ultimately grow qualified leads. Clients that have completed this prospecting training experienced 200-300% increases in qualified leads. Fearless Prospecting© focuses on the tactics of reaching people through phone, email and social media with a renewed approach that builds professional credibility and common ground.

3x3 Research©

3x3 Research© is a step to take in your pre-call prep: find 3 unique pieces of research on the contact or company in 3 minutes or less. Doing this step helps you create curiosity in your prospecting outreach. The 3x3 Research© approach got its start with Funnel Clarity and we’ve incorporated it into many of our trainings, including this sales prospecting training course. 

See the Whole Roadmap >>

Interactive Online Sales Prospecting Training Course

Prospecting training with our online platform is impactful for sales professionals and insightful for sales leaders. Gain insight into each team member’s participation, completion, comprehension and engagement with course material. Team members can interact in group exercises and discussions to increase continuity across the organization.

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increase in qualified opportunities
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less time required for list building/research
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increase in top of funnel conversion
We love our clients because they become long-term partners:
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Frequently Asked Questions

What industries benefit from sales prospecting training?

Sales prospecting training benefits professionals across various industries, including but not limited to technology, healthcare, finance, manufacturing, and more. The principles taught in this course can be applied to both B2B and B2C sales environments however, they are primarily targeted to B2B and B2G sales.

What are the key benefits of taking this training?

The key benefits of sales prospecting training include:

    • Improved lead generation and pipeline development.
    • Improvement in identifying the right prospects, finding contact information, more successful cold calling and emailing.
    • Increased efficiency and effectiveness leading to higher quality opportunities.
    • Better understanding of customer needs and pain points.
    • Quicker and more meaningful engagement with prospects
    • Enhanced closing rates and revenue growth.
Can I access the course materials after completion?

Yes, you can access the course materials even after completion. The length of time that each client has access to the online training material is customizable but typically, clients retain access to material for 4 weeks after completion of the training. The training programs can also include ongoing access to resources and webinars to help you continue to improve your prospecting skills.

Can the course be customized for specific industry needs or sales teams?

Yes, our sales prospecting training programs can be customized to meet the specific needs of your industry or sales team. While the basic skills of prospecting are agnostic across industries, Funnel Clarity can customize content and context to include things like specific verbiage, tailoring examples, case studies, and exercises to align with your business's unique circumstances. We can also incorporate a client’s branding and allow for seamless integration with their internal LMS systems.

Is this course focused on cold calling, email prospecting, or a combination of methods?

Our sales prospecting training covers a combination of methods to provide a well-rounded approach. This includes topics like cold calling, email prospecting, social selling, prospect research, and many other aspects of successful prospecting and strategic outreach. The specific focus can vary depending on the client’s needs, but a holistic approach to prospecting is typically encouraged. The typical curriculum for our standard prospecting course can be found above.

What Our Clients Say

Fortune100 Software Company
Anthony D.

Funnel Clarity's prospecting training had an immediate and positive impact on our business development organization. We were given an understanding of the 'balance between art and science' of prospecting through an engaging two-day training workshop. We learned "lab" tested best practices and how to best use them in applicable situations. Having gone through the training twice now, I can confidently say that I am better for it. I would recommend the training course at least once per year!

Enterprise Commercial Real Estate Software Provider
Brandon R.

Funnel Clarity training provided my team and I will excellent training in how to approach real-life objections. I would highly recommend Funnel Clarity training to any sales organization.

Small IT Services
Jack L.

The creative material is unique to itself and really works. Funnel Clarity's representatives are able to teach true sales professionals new ways to approach clients that provide positive results.

Small Industrial Goods Provider
Joe G.

Best sales training we've received by far. Our team still refers to the Funnel Clarity manuals regularly and uses the terminology we learned from Funnel Clarity.

Enterprise ERP Solution
Jonny O.

Funnel Clarity is a well organized, highly responsive, and utterly professional organization. They engaged me as a customer and were a pleasure to interact with.

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