Course Outline

Module 1: Foundations of Modern Prospecting

• Prospecting vs. lead generation: differences and synergies

• Identifying target buyer personas

• Case Study: Building a prospecting strategy for a new product launch

Module 2: Prospecting Channels and Approaches

• Outbound prospecting (cold calling, cold email, LinkedIn)

• Inbound prospecting (content, SEO, referrals)

• Group Exercise: Comparing channel effectiveness in B2B vs. B2C

Module 3: Digital Tools and Automation for Prospecting

• Sales Navigator, Apollo, ZoomInfo, and other tools

• Email sequencing and outreach platforms

• Real-Life Project: Designing an automated lead generation workflow

Module 4: Crafting High-Impact Messaging

• Personalization techniques in outreach

• Building value-driven subject lines and call scripts

• Role Play: Prospecting conversations with gatekeepers and decision-makers

Module 5: Lead Qualification and Handover

• Using BANT, MEDDIC, and other frameworks

• Marketing to sales alignment for MQLs and SQLs

• Capstone Project: Develop a prospecting and lead generation playbook