Global

Prospecting and lead qualification: Finding, qualifying and booking the right buyers

A ready-made course you customise for your organisation, with a live session deck and two surveys. You only add the 11 details that are specific to your organisation.

See the live deckSee the full outline
Try the coursePreview the survey
Length
45 min
Lessons
6 lessons
Frequency
At onboarding for SDRs and business developers
Last reviewed
21 Oct 2026
Grey areas: follow-up cadence and tracking
What would you do?

You have sent three messages with no reply

Try it: this is one of 18 interactive activities in the course.

What's included

Three pieces that work together

Copy once, get everything. Learners prepare on their own, you answer questions live, and the surveys tell you what stuck.

Self-paced course

Short lessons with real workplace scenarios, not walls of text.

  • 6 lessons, about 45 minutes
  • Scenario, process, sorting activity, accordion and quizzes

Live session deck

An AhaSlides presentation to run after the course, in person or online.

  • 11 slides
  • Quiz, poll, word cloud, scale slides
  • A closing slide for your contacts

Two surveys

Find out what landed, and whether people use it on the job.

  • Post-course feedback, about 2 minutes
  • 30-day check-in
  • Anonymous by default
  • Results feed your next refresher

Learning objectives

At the end of this course, learners can

Each objective and the lesson that covers it.

IDObjectiveSourceWhere it's covered
TO 376.0Achieve ≥ 80% on the final assessmentn/aWhole course
SO 376.1Define an ideal customer and written qualification criteria + your infoOrganisation's ideal customer profileWhole course
SO 376.2Choose prospecting sources and write a short outreach messageBest practiceWhole course
SO 376.3Qualify a lead on budget, authority, need and timing and score itBest practiceWhole course
SO 376.4Set and track a follow-up cadence that does not become pressureBest practice; organisation's playbookWhole course
SO 376.5Recognise consent, opt-out and data rules that apply to outreach and know who to askGDPR and ePrivacy (EU); CAN-SPAM Act (US) [secondary]Whole course

Your part: what a template can't do for you

  • Your workplace details: fill in the 11 highlighted fields so the course describes your own policies, contacts and locations.
  • Records: record completion in your own LMS or record system.

Course outline

6 lessons, about 45 minutes

Minutes per lesson are an estimate, shared out by page count.

ContentInteractiveVideoYou customise
1

Defining the ideal customer and qualification criteria

3 pages

9 min
Before you beginNoteList
Ines's full pipelineTextImage
Who is worth a call?ChecklistKey factQuizYour info
2

Sources, social selling and outreach messages

3 pages

9 min
Where leads come fromTabs
A good outreach messageProcess
Rank the messagesSorting activityFlashcardsMatching quiz
3

Qualifying a lead: budget, authority, need and timing

3 pages

9 min
Four questionsAccordion
Score the leadSorting activityChecklistYour info
CheckQuizMulti-select quiz
4

Grey areas: follow-up cadence and tracking

3 pages

9 min
ScenarioScenario
ScenarioScenario
ScenarioScenarioQuiz
5

Respecting consent and data rules, and who to ask

2 pages

6 min
Rules at overview levelAccordionYour infoNoteYour infoYour info
Who to askProcessYour infoYour infoYour infoYour infoMulti-select quiz
6

Final assessment

1 page

3 min
PracticeQuizKey factNoteButtonYour info

Live deck and surveys

11 slides to run live, two surveys to close the loop

Pink slides are interactive. Both surveys are anonymous; pink questions are written for this course.

ContentTitle, agenda, "not legal advice
PollHow many prospects do you contact in a typical week?
Word cloudWhere do your best leads come from?
ContentIdeal customer, qualification questions and the follow-up log
QuizA lead has a real need and a decision maker but no timing. You… (Nurture and set a date to check in ✔)
QuizA contact asks to be removed from your list. You… (Stop, record it and follow the process ✔)
QuizIn "budget, authority, need, timing", authority asks… (Who makes or influences the decision ✔)
ScaleHow confident are you qualifying a lead in one conversation?
Open-endedOne outreach message I will rewrite this week
Q&AAsk the trainer anything
Content · customiseClosing {{SALES_ENABLEMENT_CONTACT}}, {{COMPLIANCE_CONTACT}}, {{SURVEY_1_URL}}, {{SURVEY_2_URL}}
Post-course feedback: 11 questions, about 2 min
  1. Overall rating 5 stars
  2. Relevant, realistic, right length, helpful activities agree/disagree grid
  3. What was most useful? multi-select
  4. Confidence before this course, and now 1-5 scale
  5. How many leads have you qualified since the course (estimate)? short text
  6. How many meetings have you booked since the course (estimate)? short text
  7. How confident are you handling an opt-out request? 1-5 scale
  8. I would tell my manager if I found out a contact list was not safe to use. 1-5 scale
  9. One thing we should change or add open text
  10. Would you recommend this course? NPS
30-day check-in
  1. Have you used what you learned since the course? multiple choice
  2. How confident are you today? Compare with day 1 1-5 scale
  3. Do you know where to find the ideal customer profile and the compliance contact for outreach rules? yes / no / not sure
  4. A moment where the training helped, or where you weren't sure open text
  5. Which topics should the next refresher focus on? ranking

Results show whether people use the training on the job, not just whether they finished it.

Make it yours

11 fields to fill in, and you're ready

Everything else is done. These are the details only your organisation knows; each one is highlighted inside the course.

  • Sales enablement contact{{SALES_ENABLEMENT_CONTACT}}
  • Compliance contact{{COMPLIANCE_CONTACT}}
  • Escalation route{{ESCALATION_ROUTE}}
  • Sales playbook link{{SALES_PLAYBOOK_LINK}}
  • Sales conduct policy link{{SALES_CONDUCT_POLICY_LINK}}
  • Ideal customer profile link{{IDEAL_CUSTOMER_PROFILE_LINK}}
Show all 11 fields
  • Lead scoring guide link{{LEAD_SCORING_GUIDE_LINK}}
  • Outreach consent process{{OUTREACH_CONSENT_PROCESS}}
  • LMS or record system{{LMS_OR_RECORD_SYSTEM}}
  • Survey 1 URL{{SURVEY_1_URL}}
  • Survey 2 URL{{SURVEY_2_URL}}

FAQ

Common questions

Can I run prospecting and lead qualification: Finding, qualifying and booking the right buyers training online?

Yes. The course is self-paced and online, and the live deck lets you add a live session in the room or online.

How often is this training needed?

At onboarding for SDRs and business developers, at the start of a new campaign, and annually for the consent and data rules.

Who needs this training?

SDRs, business developers, branch and small-business sales staff (run by L&D with sales operations or marketing).

What records should I keep?

Record completion in your own LMS or record system, so you can show who finished the course and when.

Can I edit the content?

Yes, everything. Change the wording, swap scenarios for ones from your workplace, add your logo, or remove parts that don't apply.

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Last reviewed: 21 October 2026Templates are a starting point, not legal advice.

Ready to run it?

Open the live deck to see how the session runs alongside the course and both surveys.

See the live deck