Critical Prospecting Skills

Learn the strategies, processes, and skills needed to engage the modern buyer and build a better pipeline.

Rethink how you prospect with Critical Sales Prospecting Skills.

Today’s marketplace requires smarter, more efficient targeted prospecting and qualifying that fills the pipeline with quality prospects. To reach modern customers, your team needs Critical Sales Prospecting Skills.

Critical Sales Prospecting Skills are a proven prospecting methodology that teaches sales professionals to consistently reach, qualify, and interact with viable prospects in order to keep the pipeline well-stocked and achieve your sales goals.

Key benefits of Critical Sales Prospecting Skills

After completing this program, your sales team will be able to:

  • Achieve sustainable prospecting success by using a proven prospecting approach
  • Increase prospecting effectiveness by pursing high-value prospects and keeping the sales pipeline full
  • Gain access to more prospects by using skills and best practices to identify prospecting sources and gain referrals
  • Increase interest by delivering compelling value messages that resonate with prospects
  • Expertly secure and execute successful first meetings with prospects to gain interest and move the opportunity forward
  • Maximize prospecting effectiveness through personal branding, networking, and managing online presence

Program Objectives of Critical Sales Prospecting Skills

Program objectives include:

  • Identify common prospect sources and determine the characteristics of a high-value sales prospect
  • Prioritize prospecting efforts through gaining critical sales prospect data
  • Create concise value messaging to pique prospect interest
  • Develop effective qualifying questions to identify high-quality opportunities
  • Effectively make contact with prospects by delivering an effective communication framework
  • Create a strong personal brand that helps ensure a sustainable positive image
  • Recognize in-person and online networking opportunities to increase prospecting efforts

Sales Training Delivery Options

Critical Sales Prospecting Skills can be delivered in a variety of ways:

Onsite Instructor-Led Sales Training

This classroom delivery option allows for a comprehensive learning environment equipped with role plays, case studies, group discussions, and other interactive activities enabling participants to easily transfer new skills from the classroom to the real world. Learn more.

Virtual Instructor-Led Sales Training

Different from typical, self-paced e-learning environments, our online option is delivered by a live Janek facilitator, enabling participants to experience the same level of interaction they would in a physical classroom, utilizing technology. Learn more.

On-Demand, Blended Learning

This delivery method combines the ease of e-learning modules with traditional face-to-face teaching and allows participants to learn at their own pace while providing the benefits of group interaction and individual instruction. Learn more.


Our Train-the-Trainer option will certify your internal training staff on the skills, processes, support tools, and methods necessary for the highest quality ongoing, internal delivery. Learn more.

Janek’s training implementation approach

Our training implementation is guided by a proven world-class approach.


Hear what our clients say about us.

“Bringing Janek into the picture for our inside sales team was an opportunity for them to understand that there’s a different conversation that needs to be held with customers.”

Michael Robinson, Operations Manager
McNaughton-McKay Electric Company

“We got a ton of valuable information, a ton of valuable tools from going through this training process and implementing the training that Janek gave us.”

Christine McKinney, Manager, Inside Sales Department

Supporting services

Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.


Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.


Take advantage of our turn-key and hands-on training reinforcement solutions.


Validate training effectiveness in terms of performance improvement, business results,  and ROI.


Use a technology solution to reinforce training in a convenient and fun format.

Download the Critical Prospecting Skills Brochure

Download the brochure

More information about the Critical Prospecting Skills program is available in this downloadable PDF

The Importance of Sales Prospecting Training

Prospecting is primarily a numbers game. The more individuals salespeople target, the more likely they are to find interested and qualified buyers. However, taking such a broad approach, which often involves endless cold calling, wastes valuable time and doesn’t yield the best return on investment.

Learning how to prospect for sales enables salespeople to implement a targeted approach that is more efficient and effective. They’ll be more likely to connect with buyers who can benefit from their products and services instead of spinning their wheels trying to reach the wrong people.

How to Prospect Effectively

While there are numerous ways of prospecting for customers, not every method delivers the desired results. These sales prospecting techniques can help you achieve your objectives.

Training Programs for Sales Professionals & Sales Leaders

Sales Team Development
Core Skills
Critical Selling® Skills
Gold 2020
Stevie Winner

Our flagship sales training program provides top-performing skills and best practices to master each stage of the sales process.

Learn More
Critical TeleSelling® Skills

An inside sales methodology specifically designed to equip sales professionals on how to effectively engage with customers over the phone, build trust, and close confidently.

Learn More
Critical Prospecting™ Skills

A workshop designed to enable sales professionals with the prospecting and business development skills to build strong pipelines with qualified prospects.

Learn More
Critical Service & Sales™ Skills
Silver 2021
Brandon Hall

A training program designed to equip service, sales, and retail staff to deliver better customer service experiences and identify hidden sales opportunities.

Learn More
Winning at Trade Shows™

A workshop developed for sellers to have more meaningful event and trade show interactions, from the planning stage to post-show activities.

Learn More
Advanced Skills
Critical Account Planning™

A sales training program that equips account executives with the skills, processes, and tools to grow relationships with existing accounts and plan for strategic opportunities.

Learn More
Critical Negotiation™ Skills
Gold 2022
Stevie Winner

A research-based training program to provide sales professionals with the skills, tools, and best practices to handle complex and difficult negotiations.

Learn More
Selling Virtually™
Bronze 2021
Stevie Winner

Selling Virtually empowers sales professionals to effectively engage with prospects and clients in the new remote selling ecosystem and improve productivity and revenue.

Learn More
Selling to the C-Suite™

Selling to the C-Suite equips sales professionals with the unique skills and processes required to gain access and have better dialogues with executives.

Learn More
Strategic Storytelling™ Skills

Leverage stories in sales conversations to better position your solutions and drive momentum towards favorable outcomes.

Learn More
Sales Management Development
Management Skills
Critical Sales Coaching™ Skills
Gold 2023
Stevie Winner

A coaching methodology to empower sales managers to coach, manage, and lead more effectively and drive their teams toward favorable results.

Learn More
TOPS® Reinforcement & Coaching

A proven playbook and toolkit for sales managers to sustain and reinforce our selling skill methodologies through a sustainable reinforcement and coaching plan.

Learn More
Questions about our sales training programs? Let us tailor a training solution that matches your needs.

Critical Prospecting™ Skills FAQ

What is Sales Prospecting?

A company can have the best products or services on the market, but these will have little meaning or value without customers. It’s up to salespeople to find buyers and persuade them to make purchases.

Sales prospecting is the process of locating and reaching potential customers who have a need for the seller’s products or services. It also entails qualifying the individual or organization to ensure they have the resources to complete a purchase.

What type of ROI should we expect from Critical Prospecting™ Skills?

Janek clients enjoy an average ROI of 1188% from the entire range of Janek sales training programs. Our sales prospecting training programs impart a sustainable, consistent framework for effective prospecting.

Our sales training program is research based, what does that mean and how often is it modernized?

Effective prospecting strategy has evolved over time. At Janek, we routinely refresh and update our sales prospecting training course with new information derived from market research and extensive in-field training.

How does Janek’s approach to prospecting lead to measurable success?

Janek’s approach to prospecting improves the ability of a salesperson to target the right kind of prospects. Effective prospecting focuses on decision makers and qualified potential customers, and Janek’s training programs build on that core framework. Our programs emphasize leveraging social media as a fundamental prospecting technique and set sellers up for success.

What is the ideal target audience for Critical Prospecting™ Skills?

The ideal target audience for Critical Prospecting is anyone who is responsible for identifying and pursuing new business opportunities. This can range from an individual sales leader to an account manager or entire team responsible for new business outreach. Specifically, Janek recommends Critical Prospecting for business development representatives, sales reps, account managers, executives, and anyone involved in filling the sales pipeline.

What types of prospecting skills does Critical Prospecting™ Skills cover? In-person, cold calling, virtual outreach, etc.?

Janek’s Critical Prospecting Skills program teaches prospecting techniques that include cold calling, in-person outreach, leveraging social media, networking skills, personal branding, and sales prospect pursuit strategy.