Advanced Prospecting

The Advanced Prospecting course develops and equips sales professionals with more strategic and practical prospecting techniques. In this 4-week program, participants gain the skills to independently establish in-depth sales prospecting strategies by leveraging industry research, developing detailed customer personas, and refining the positioning and value proposition of their organization’s products and services.

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Who Should Attend

This course will help you maximize the value of your prospecting time and improve your funnel quality by preparing you to better identify and approach strategic clients to build long-lasting strategic relationships with.

This course is for you if you're a:

  • Key Account Manager
  • Business Development Representative
  • Business Owner/Entrepreneur
  • Territory Manager
  • Sales Manager
  • Certified Sales Professional (CSP) candidate
  • Sales professional looking to improve performance.

A minimum of 4 years of sales experience is recommended.

Key Learning Outcomes

After completing this course, you will be able to:

  • Independently investigate and leverage research to properly position yourself in the marketplace and understand where your products/services stand 
  • Refine your personal Unique Value Proposition statement to competitively position yourself in the market
  • Utilize market research to guide conversations with prospects and better understand client needs
  • Provide valuable recommendations and product adaptations to clients based on strengths and weaknesses found in discovery phase
  • Develop SMART goal-based prospecting action plans that align to company objectives
  • Create ideal client personas and independently generate a list of sources for acquiring prospects
  • Establish an in-depth sales prospecting process including qualification questions specific to your organization
  • Utilize appropriate sales technology and social media platforms to prospect and highlight company resources and content.

What do I get when I complete the course?

Upon completion of this 10-hour program, learners will receive a certificate of completion from CPSA. The program is aligned to meet partial educational requirements for the Certified Sales Professional (CSP) designation offered by the CPSA Institute. 

Course Cancellation Policy

Start/End Time
09:00 (09:00 AM) to 17:00 (05:00 PM)
Course Fee
New Attendees (Non-Members)

Includes a 1-year CPSA Membership

Dave Holt, CSP
Course Language
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