In an ocean of potential customers, fishing with a net won’t cut it—you need a spear. Prospecting Mastery for Sales Professionals is a focused, two‑day programme designed to help you pinpoint and engage the customers most likely to convert—saving you time, boosting your efficiency and maximising your return on investment.

Why Sharpen Your Prospecting Skills?

Many agents waste hours pursuing unqualified leads, only to see little to show for their efforts. By mastering a structured approach to lead qualification, you will:

• Spend time where it counts – engage only with prospects who have the budget, authority, need and timeline to buy.

• Increase conversion rates – better‑qualified leads mean more meaningful conversations and faster closes.

• Optimise your pipeline – focus your energy on opportunities that drive real revenue growth.

Course Overview

Prospecting Mastery for Sales Professionals runs on 20–21 January 2025 and is delivered live via synchronous e‑learning. Over two intensive days, you will:

1. Dive into market analysis – use customer data to segment your market, evaluate product performance and calculate market size.

2. Craft compelling value propositions – compare your offering with competitors’ and articulate unique advantages.

3. Apply advanced research techniques – identify emerging opportunities, analyse potential clients’ needs and assess profitability.

4. Master lead generation & qualification – implement the BANT framework, SPIN questioning and behavioural scoring models to prioritise prospects.

5. Build rapport and referral channels – learn relationship‑management strategies that keep your pipeline full.

6. Scope and price opportunities – create detailed proposals, informal pitches and pricing strategies that win business.

7. Hands‑on practice – work with real‑world tools and templates to reinforce every concept.

Discover the full syllabus and download the detailed brochure on the course page.
Explore the Prospecting Mastery course ›

Who Should Attend?

This programme is ideal for:

• Sales agents, account executives and business‑development managers

• Client relationship managers and sales consultants

• Professionals transitioning into sales roles

Prerequisites: Participants must be at least 21 years old, have a minimum of one month’s sales experience, possess a diploma (or equivalent) and demonstrate Workplace Literacy Level 6 and Numeracy Level 5 in English.

Investment & Subsidies

Course fee: S$1,000 (excl. GST)

• Self‑sponsored (21–39 years): 50% funding (SkillsFuture), payable S$590 (incl. GST)

• Mid‑career citizens (40+ years): 70% funding, payable S$390 (incl. GST)

• Company‑sponsored SMEs: 70% funding, payable S$390 (incl. GST)

Participants may also offset the balance via SkillsFuture Credits, NTUC UTAP or PSEA. Additional absentee payroll support of up to S$4.50/hr is available for eligible companies.

Meet Your Instructor

Michael Ho, MBA (University of Hull), is a B2B sales veteran with 30+ years’ experience in US multinational firms. A certified WSQ Trainer and Curriculum Developer, Michael has led transformative workshops on customer‑centric selling, negotiation, key account management and more.

Ready to Transform Your Pipeline?

Don’t settle for mediocre leads—become a prospecting expert and accelerate your sales success.

Secure your place on Prospecting Mastery for Sales Professionals now ›

For enquiries, contact Team [email protected] or call +65 9388 8755.

Learn more and register today ›