Continuously acquire new prospects with adapted approaches and tools

Prospecting is the first step towards securing loyal future customers. By taking part in this program, you'll gain an in-depth understanding of modern prospecting techniques, adapted to the specificities of B2B, enabling you to target your market and therefore your key contacts more effectively.
With the “Sales: target, qualify and convert” training course, you'll learn how to identify and qualify prospects, how to interact effectively with your contacts from the outset, how to overcome common obstacles and objections, and how to use multi-channel strategies to achieve your objectives more quickly.
What's more, by integrating digital tools and automation, training helps you save time and maximize your team's productivity.
Finally, thanks to hands-on workshops and simulations, you'll be able to develop a personalized action plan to turn prospects into loyal customers, boosting your conversion rates and, ultimately, your revenues.

Is it for you ?

This course is designed for professionals working in highly competitive sectors, seeking to master advanced customer solicitation techniques.

Prerequisites

Be in a sales function that involves seeking out new B2B customers or projects

What You'll Walk Away With

✓ Structure a complete prospecting approach from targeting to conversion
✓ Prepare and execute effective outreach, including phone prospecting and referrals
✓ Develop a personalized prospecting strategy aligned with your business context
✓ Apply key behaviors and techniques (social selling, pitch, 3P method) to capture attention
✓ Practice in realistic scenarios and improve through individualized feedback sessions

Training content

1 Preparing for the adventure!

Group: Kick-off and presentation
Asynchronous exercise: questionnaire on participants' difficulties and expectations.

2 Prospecting rules and techniques

E-Learning: prepare your prospecting session, get over the telephone prospecting hurdles, ask for recommendations
In groups: move from theory to practice on the key concepts of prospecting. Role-playing, development of concrete approaches based on the reality and specific contexts of participants.
Asynchronous exercise: developing a personalized prospecting approach.

3 Behaviors and attitudes in prospecting

E-Learning: mastering your trailer, social selling, mastering ABC cross-referencing, 3P method
Group work: review what you've learned in the e-Learning module and go deeper into prospecting techniques, focusing on the behaviors and attitudes you need to master in your own context.
Asynchronous exercise: knowledge quiz

4 Validation and mastery of acquired skills

In groups: review of concepts using a quiz. Exchange of experiences with participants. Practical case studies.

5 Personalization

Simulation: this is the time to put into practice what you've learned during the training course, with 30 minutes of simulation in front of a hyper-solicited interlocutor, and 30 minutes of feedback from your trainer.

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Keep in Mind

16 hours of blended learning: 7 e-learning modules (3h) / 3 half-day group sessions (9h) / 3 individual exercises (2h) / 2 individual simulations (2h)

📌 Practical information

Our training sessions are offered in Montreal or Quebec City, in person or in a virtual classroom. Dates and locations are specified when you select your session below. If you have any questions, check out our FAQ.