Sales Prospecting and Lead Generation - Online Course | Alison

The New Alison App has just launched Download Now

Sales Prospecting and Lead Generation - Revised

Learn the tools and techniques used in sales prospecting and lead generation with this free sales and marketing course.

Free Course
This free online course in sales prospecting and lead generation will teach you about the tools, techniques, and methods for identifying leads and prospects. It will also teach you to research and prepare your sales goals, and to prepare a sales approach to potential new customers. It will also introduce you to the sequence of steps that help salespeople close a sales deal, including prospecting new leads and turning leads into sales.





View course modules


The sales process is generally divided into seven steps, which include Prospecting, Preapproach, Approach, Presentation, Objections, Closing, and Follow up. This course will give you a clear understanding of these seven steps. You will learn that salespeople have to adapt to what is important to each customer and understand where each customer is in the buying process. You will also learn that appearances are often misleading, so you have to gain a better understanding of your customers by asking the right questions.

Making your goals and objectives SMART can make or break a sale. This course will teach you all about SMART processes. You will learn how a well-planned presentation can be developed in order to earn your customers' trust and respect. The course will teach you that first impressions are quickly formed, difficult to change, and can have a lasting effect. The course will then teach you about the role of first impressions, the importance of a strong approach, and the main types of sales approaches.

Next, the course will guide you through the 6 Cs of Selling. These will help you anticipate your customers’ responses, and adapt and execute your sales approach with success. The course will also teach you the three points to keep in mind when approaching a B2B Contact. Finally, you will study the 5 key points to keep in mind when brainstorming for solutions and opportunities toward a customer's specific problem. So why wait? Check out the course today, and start boosting your sales skills in no time.

Start Course Now

Learning Outcomes

At the end of this course, you will be able to:

  • Explain the role of the seven steps of the selling process
  • Define the role prospecting plays in the selling process
  • Identify resources to use when prospecting
  • Describe how to identify prospective employers
  • Explain how to research a qualified prospect and list resources to conduct prospect research
  • Discuss how to identify sales needs and opportunities
  • Learn how to set SMART pre-call objectives
  • List the key elements of presentation preparation
  • Explain the role of first impressions and the importance of a strong approach
  • Explain how to make contact with your prospect
  • Describe the different types of sales approaches


All Alison courses are free to enrol, study and complete. To successfully complete this Certificate course and become an Alison Graduate, you need to achieve 80% or higher in each course assessment. Once you have completed this Certificate course, you have the option to acquire an official Certificate, which is a great way to share your achievement with the world. Your Alison Certificate is:

Ideal for sharing with potential employers - include it in your CV, professional social media profiles and job applications
An indication of your commitment to continuously learn, upskill and achieve high results
An incentive for you to continue empowering yourself through lifelong learning

Alison offers 3 types of Certificates for completed Certificate courses:

Digital Certificate - a downloadable Certificate in PDF format, immediately available to you when you complete your purchase
Certificate - a physical version of your officially branded and security-marked Certificate, posted to you with FREE shipping
Framed Certificate - a physical version of your officially branded and security-marked Certificate in a stylish frame, posted to you with FREE shipping

All Certificates are available to purchase through the Alison Shop. For more information on purchasing Alison Certificates, please visit our FAQs. If you decide not to purchase your Alison Certificate, you can still demonstrate your achievement by sharing your Learner Record or Learner Achievement Verification, both of which are accessible from your Dashboard. For more details on our Certificate pricing, please visit our Pricing Page.


    You have received a new notification
    Click here to view them all