B2B Prospecting Course

Lesson 1 • Prospecting's Role in the Pipeline

Defines prospecting as the top-of-funnel engine that feeds all downstream sales activity. Shows how prospecting volume and quality directly affect close rates.

Lesson 2 • Key Metrics and Success Benchmarks

Introduces the quantitative language of prospecting so students can measure their own performance. Covers conversion rates, activity targets, and pipeline coverage ratios.

Lesson 3 • The B2B Sales Ecosystem

Maps the key players, buying structures, and revenue flows in B2B markets. Establishes context for every prospecting decision made later in the course.

Lesson 1 • Identifying Decision-Makers and Influencers

Maps the buying committee roles within a target account and locates the right contacts. Accurate contact mapping prevents outreach from stalling at the wrong level.

Lesson 2 • Researching Accounts Efficiently

Covers structured research workflows that surface actionable intelligence without consuming excessive time. Connects account insights directly to personalized outreach.

Lesson 3 • Segmenting and Prioritizing Target Accounts

Applies ICP criteria to segment a prospect universe into tiered account lists. Prioritization ensures the highest-effort outreach goes to the highest-fit accounts.

Lesson 4 • Building an Ideal Customer Profile

Teaches the attributes that define a best-fit account, including industry, size, and pain profile. A sharp ICP prevents wasted effort on low-probability targets.

Lesson 1 • Cold Calling Scripts and Talk Tracks

Provides a modular framework for opening calls, delivering value quickly, and handling early resistance. Verbal messaging skills complement written outreach in a multichannel strategy.

Lesson 2 • Writing High-Converting Cold Emails

Breaks down the anatomy of a cold email that gets opened, read, and replied to. Covers subject lines, openers, body structure, and calls to action with proven frameworks.

Lesson 3 • Value Proposition and Differentiation

Distills your offering into a clear, outcome-focused value statement tailored to a specific buyer persona. A sharp value proposition is the foundation of every message written later.

Lesson 4 • Personalization at Scale

Teaches a tiered personalization model that balances relevance with efficiency across large prospect lists. Students learn to use research snippets and templates without sounding generic.

Lesson 1 • Cold Calling Execution and Objection Handling

Moves from script design to live call execution, focusing on tone, pacing, and real-time objection responses. Builds the confidence needed to make high-volume calls consistently.

Lesson 2 • LinkedIn and Social Outreach Execution

Operationalizes social selling steps within a cadence, including profile optimization and daily engagement habits. Social touchpoints warm prospects before direct outreach.

Lesson 3 • Building Your Outreach Cadence

Guides students through designing a full prospecting cadence with defined steps, channels, and messaging for each touchpoint. Cadence design is the operational core of daily prospecting.

Lesson 4 • Principles of Multichannel Cadences

Explains why single-channel outreach underperforms and how coordinated sequences multiply response rates. Establishes the logic of channel sequencing and spacing.

Lesson 1 • Sales Engagement Platforms

Introduces platforms that automate cadence execution, track email opens, and surface reply alerts. Students learn to configure sequences and interpret engagement analytics.

Lesson 2 • CRM Fundamentals for Prospectors

Covers how to use a CRM as a prospecting command center for tracking contacts, activities, and pipeline status. Proper CRM hygiene is the foundation of a scalable outreach operation.

Lesson 3 • Data and Intelligence Tools

Surveys the category of tools that provide contact data, firmographics, intent signals, and technographics. Accurate data is the raw material that makes every other tool effective.

Lesson 4 • Productivity and Workflow Automation

Shows how to connect tools via automation to eliminate manual data entry and keep records current. Workflow automation frees time for high-value human interactions.

Lesson 1 • Disqualification as a Skill

Reframes disqualification as a time-saving discipline rather than a failure. Students learn to exit low-fit conversations quickly and redirect energy to better opportunities.

Lesson 2 • Qualification Frameworks Overview

Introduces structured frameworks for evaluating whether a prospect has the need, authority, budget, and timing to buy. Qualification prevents wasted cycles on unwinnable deals.

Lesson 3 • Discovery Question Design

Teaches how to craft open-ended questions that surface pain, priority, and buying context during early conversations. Strong discovery questions differentiate consultative sellers from pitchers.

Lesson 1 • A/B Testing Outreach Variables

Introduces a disciplined testing methodology for subject lines, messaging, timing, and channels. Controlled tests produce reliable insights rather than anecdotal guesses.

Lesson 2 • Diagnosing Conversion Bottlenecks

Teaches a funnel-analysis approach to identify exactly where prospects drop off in the outreach sequence. Pinpointing the bottleneck focuses improvement effort on the highest-leverage fix.

Lesson 3 • Iterating on Cadences and Messaging

Applies test results and performance data to systematically update cadences and message templates. Continuous iteration is what separates improving prospectors from plateaued ones.

Lesson 4 • Setting and Reviewing Personal Goals

Guides students in setting realistic activity and outcome goals tied to their specific pipeline targets. Regular goal reviews create accountability and surface coaching opportunities.

Lesson 1 • Multi-Threaded Account Engagement

Teaches how to build relationships with multiple stakeholders simultaneously within a single target account. Multi-threading reduces single-point-of-failure risk and accelerates deal momentum.

Lesson 2 • Measuring and Scaling ABM Plays

Covers the metrics unique to account-based prospecting and how to scale successful plays to new accounts. Scaling requires documented playbooks that preserve the quality of personalization.

Lesson 3 • Hyper-Personalized Campaign Design

Guides the creation of account-specific content, messaging, and outreach assets tailored to a single company. Deep personalization signals genuine understanding and earns executive attention.

Lesson 4 • Account-Based Prospecting Fundamentals

Distinguishes account-based prospecting from high-volume outreach and explains when each approach is appropriate. ABM logic requires a different resource allocation and success metric set.