B2B Prospecting and Lead Generation

About Course

Build a focused prospecting process using account profiles, source-based research, useful messages, lead qualification, routing and campaign measurement. All activities use fictional records and require no live outreach or advertising spend.

Course Content

Choose and research accounts
Define business fit and distinguish facts from signals.

01. Define an ideal customer profile
02. Research accounts without inventing needs

Create relevant interest
Select eligible channels and write useful prospecting messages.

Qualify and route
Use explicit criteria, ownership and appropriate follow-up.

Measure and improve
Calculate lead economics and design a controlled pilot.

Assessment

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B2B Prospecting and Lead Generation

About Course

What Will You Learn?

Course Content

Choose and research accounts
Define business fit and distinguish facts from signals.

01. Define an ideal customer profile

02. Research accounts without inventing needs

Create relevant interest
Select eligible channels and write useful prospecting messages.

03. Choose channels and establish contact eligibility

04. Write relevant messages and lead offers

Qualify and route
Use explicit criteria, ownership and appropriate follow-up.

05. Qualify leads with transparent criteria

06. Route leads and define follow-up ownership

Measure and improve
Calculate lead economics and design a controlled pilot.

07. Calculate lead cost and quality

08. Plan and review a prospecting pilot

Assessment

B2B Prospecting and Lead Generation – Final Quiz

Earn a certificate

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About Course

What Will You Learn?

Course Content

Choose and research accounts Define business fit and distinguish facts from signals.

01. Define an ideal customer profile

02. Research accounts without inventing needs

Create relevant interest Select eligible channels and write useful prospecting messages.

03. Choose channels and establish contact eligibility

04. Write relevant messages and lead offers

Qualify and route Use explicit criteria, ownership and appropriate follow-up.

05. Qualify leads with transparent criteria

06. Route leads and define follow-up ownership

Measure and improve Calculate lead economics and design a controlled pilot.

07. Calculate lead cost and quality

08. Plan and review a prospecting pilot

Assessment

B2B Prospecting and Lead Generation – Final Quiz

Earn a certificate

Student Ratings & Reviews

Choose and research accounts
Define business fit and distinguish facts from signals.

Create relevant interest
Select eligible channels and write useful prospecting messages.

Qualify and route
Use explicit criteria, ownership and appropriate follow-up.

Measure and improve
Calculate lead economics and design a controlled pilot.