Prospecting: Panning for Sales Gold


The art of sales prospecting is an essential skill for sales professionals, even with all the technology and tools available today. Successful sales professionals recognize that prospecting is the key that unlocks the door to a winning sales process. This course will help you adopt a proper prospecting mindset and be able to leverage tools that will allow you to create a high quality list of prospects. You'll also learn how to prepare a value proposition and get ready to respond appropriately to prospects when you meet them face-to-face.


  • identify tools and resources used for sales prospecting
  • recognize how to use interpersonal methods for sales prospecting
  • approach prospecting with a proper mindset by knowing the facts
  • recognize strategies for uncovering ideal prospects
  • respond appropriately when faced with a particular prospect mindset
  • recognize the types of statements to prepare when getting ready to convey your value proposition to a prospect
Course Details

Library: Selling Essentials
Course Length: 22 Minutes
Course ID: asl_01_a01_bs_enus
Course Number: 163256

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