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Description

Sales Prospecting: Targeting Accounts, Opening the Dialogue and Converting

Two days to establish a steady prospecting routine that feeds your pipeline without eating into your evenings

  • 2.14 days — 15 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Prospecting is the first activity to be sacrificed when the portfolio is running well. Lists grow stale, follow-ups slip through the cracks and the salesperson starts from scratch as soon as a major client leaves. Effort is then spread across targets chosen almost at random.

These 15 hours put in place a complete prospecting approach: account selection, list building, telephone and written openers, then follow-up tracking. The programme covers the full process, while an intensive practice session is devoted solely to the appointment-setting call.

Learning objectives

  • Define the selection criteria for the accounts to be prospected
  • Build and maintain a usable prospecting list
  • Design a telephone opener suited to your target audience
  • Write prospecting messages that generate a reply
  • Organise a follow-up plan spread over several weeks

What makes this programme different

A prospecting list built and prioritised during the programme
Live calls made in session with group listening and immediate debriefing
A six-week follow-up plan drawn up by each participant

Programme

1Targeting and Building the Prospecting List

Knowing who to call

  • Criteria for assessing an account's potential and accessibility
  • Information sources for building a list
  • Qualifying and updating contacts
  • Prioritising the accounts to work on first

2Making the First Telephone Contact

The opening seconds

  • Preparing the call around a single objective
  • Building a customer-centred opener
  • Getting past gatekeepers
  • Responding to initial objections

3Written Prospecting and Referrals

Multiplying points of entry

  • Short written messages and subject lines that prompt an opening
  • Making use of client referrals
  • Approaching professional events and trade gatherings
  • Coordinating channels for the same target

4Follow-Up and Long-Term Organisation

Keeping up the rhythm

  • Building a phased follow-up plan
  • Tracking contacts and commitments made
  • Protecting prospecting time in the diary
  • Analysing results achieved by channel

Who is it for

Sales representatives, business development officers, technical sales staff and founders who need to build a client portfolio.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.