American Management Association Seminars

Prospecting Strategies to Build a Qualified Pipeline
Seminar No: 05542-XNBB
CEU Credits: 1.2
Length: 2 days

The ability to find, qualify and expand business is consistently ranked as a top priority among sales people and sales management.

This seminar will provide you with tools and techniques to build a truly qualified sales pipeline that will grow your business—and increase your sales. You’ll learn a proactive approach to successful prospecting by first perfecting your lead qualification process. Next, practice your prospecting skills through role-plays, applying your new insights to determine what has value to your qualified customer. Finally, you’ll learn the intricacies of relationship management that will sustain an ongoing and profitable customer relationship.

How You Will Benefit

  • Develop a consistent lead qualification standard to optimize your time and effort
  • Establish credibility with decision makers and key influencers
  • Apply the concept of “qualifying in” as opposed to “qualifying out”
  • Utilize questioning techniques to pinpoint customer priorities
  • Understand when and how to walk away from an opportunity
  • Maximize time and resources by not chasing after unqualified leads
  • Increase deal size by adding incremental value to the customer
  • Close faster and more often by utilizing a better prospecting strategy
  • Embrace motivation techniques to overcome common prospecting fears
What You Will Cover

Prospecting in an Effective Sales Framework

  • The importance of prospecting and a qualified pipeline
  • Challenges associated with prospecting
  • Determining where prospecting fits within a sales framework
  • The prospecting process (DIALS approach)
Timing Prospecting Activities to Generate the Most Qualified Leads
  • Determining how much time per week to devote to prospecting
  • Using a prospecting score card
Identifying Characteristics of an Ideal Customer and Sources for Potential Leads
  • Developing an ideal customer profile incorporating market segmentation strategies
  • Finding sources and channels for potential leads
Using Customer Research and Market Trends to Develop a Customer-centered Message
  • Defining objectives for prospecting calls
  • Identifying best practices for conducting customer-centered research
  • Delving into three methods for gathering market and customer information using advanced sales intelligence tools
Engaging the Right Contact and Developing a Customer-centered Message
  • Identifying different roles and levels of customers within an organization
  • How to gain access to different roles and levels
  • The Telephone Prospecting Steps model
  • Opening a prospecting call
Techniques to Qualify Prospects
  • Techniques to link your offering to the prospect’s needs
  • Probing strategies to qualify prospects
  • Applying the concept of “qualifying in” as opposed to “qualifying out”
  • Approaches to address call reluctance
Relationship Management
  • Leveraging your network to identify and expand business
  • Identifying techniques for external/internal networking
  • Developing a networking “elevator pitch”
  • Asking for a referral
Who Should Attend

Sales professionals (individuals and managers), business development managers, sales representatives (internal call center and external field representatives), and account managers, as well as professional fundraisers, and any business professionals seeking to effectively build a qualified pipeline of prospective customers.

Start and End times: first day - 8:30am-5pm, all other days 9am-5pm unless otherwise specified. Your registration confirmation notice will confirm the hotel/conference center for the seminar for which you registered. The information included on this page is all the information available on this seminar. Please use form below to register only. To request information that is not included above please send an email to . Remember to specify the complete seminar number about which you are requesting information.

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** Online Registration & Fee Information ** Please use form below to register only. To request information that is not included above please send an email to . Remember to specify the complete seminar number about which you are requesting information.

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AMA's main conference centers
Seminars scheduled for the cities below are held at the locations listed below. For location information for other cities in which AMA seminars are held please call or email for information.

New York
AMA executive Conference Center
1601 Broadway New York, NY 10019
American Management Association (Located in the same building as the Crowne Plaza Hotel) 1601 Broadway On Broadway and 48th Street near Times Square. Entrance is on 48th Street.

AMA executive Conference Center (adjacent to the Marroitt O'Hare)
8655 west higgins rd
Chicago, IL 60631

San Francisco
AMA executive Conference Center is located in San Francisco Marriott Hotel
55 Fourth Street 2nd Level
San Francisco, CA 94103

AMA Executive Conference Center
Address: 1170 Peachtree Street Ne Cnr Peachtree & 14th (3rd Flr)
City, State, Zip: Atlanta, GA 30309

Washington, DC
Arlington, Virginia
2345 Crystal Drive, Suite 200
Arlington, VA 22202

If you are not paying via credit card, you will receive an invoice with payment instructions.

Cancellation Policy:
If you cannot attend a seminar you can contact AMA in advance to transfer to a future session, or you can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply email us at . If you cancel with less than three weeks’ advance notice, you will be liable for the entire seminar fee. Once your payment has been received, you may request a courtesy transfer to use at any future AMA seminar of equal or lesser length. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed and do not contact AMA to cancel in advance, you will be charged the entire seminar fee.

AMA grants courtesy transfers to people who cannot attend their scheduled sessions. You can use a courtesy transfer for any seminar of equal or lesser length than the original seminar. You must use your courtesy transfer within one year of the date of your originally scheduled seminar.

AMA guarantees the quality of our seminars. If, for any reason, you are not satisfied with a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price or will refund your fee.

You can also register by emailing your registration information to us at or calling us at 919-480-2550.

For additional information and schedules call 919-847-0331.

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