SCPS Chapter 6 E-book
Chapter 6 – Prospecting and Lead Generation
Abstract
Prospecting and Lead Generation covers the strategies and tools necessary to fill the sales pipeline with qualified opportunities. The chapter explores inbound and outbound techniques, lead qualification methods, and technology solutions to manage and prioritize outreach. Ethical best practices and performance tracking round out the tactical framework provided.
Learning Outcomes
- Differentiate clearly between leads and prospects
- Identify and describe effective inbound and outbound lead generation strategies
- Apply techniques for qualifying leads using frameworks such as the BANT methodology
- Implement CRM and sales automation tools to manage and optimize the prospecting pipeline
- Develop actionable strategies for overcoming common prospecting objections and challenges
- Evaluate prospecting efforts through tracking, analysis, and prioritization of leads
- • Demonstrate ethical prospecting practices
