Training overview
Professional Course
10 hours
From 798 CAD
Start dates
798 CAD

1,394 CAD

1,394 CAD

1,394 CAD
Canadian Professional Sales Association

Course description

Advanced Prospecting

The Advanced Prospecting course develops and equips sales professionals with more strategic and practical prospecting techniques. In this one-day classroom course, participants gain the skills to independently establish in-depth sales prospecting strategies by leveraging industry research, developing detailed customer personas, and refining the positioning and value proposition of their organization’s products and services.

This course is a combination of in-class and online learning.

CPSA classroom courses are offered across Canada. If you're located outside Canada, check out our online courses.

Want to find out more?

COVID-19 Update

In light of COVID-19, this provider is now delivering some or all of their courses online. Contact them for more information!

Who should attend?

This course will help you maximize the value of your prospecting time and improve your funnel quality by preparing you to better identify and approach strategic clients to build long-lasting strategic relationships with.

This course is for you if you're a:

  • Key Account Manager
  • Business Development Representative
  • Business Owner/Entrepreneur
  • Territory Manager
  • Sales Manager
  • Certified Sales Professional (CSP) candidate
  • Sales professional looking to improve performance.

A minimum of 4 years of sales experience is recommended.

Training content

After completing this course, you will be able to:

  • Independently investigate and leverage research to properly position yourself in the marketplace and understand where your products/services stand 
  • Refine your personal Unique Value Proposition statement to competitively position yourself in the market
  • Utilize market research to guide conversations with prospects and better understand client needs
  • Provide valuable recommendations and product adaptations to clients based on strengths and weaknesses found in discovery phase
  • Develop SMART goal-based prospecting action plans that align to company objectives
  • Create ideal client personas and independently generate a list of sources for acquiring prospects
  • Establish an in-depth sales prospecting process including qualification questions specific to your organization
  • Utilize appropriate sales technology and social media platforms to prospect and highlight company resources and content.


New Attendees: $1,394.00 (includes a one-year CPSA Membership)

Members: $1,095.00

Certification / Credits

Upon completion of this ten-hour program, learners will receive a certificate of completion from CPSA. The program is aligned to meet partial educational requirements for the Certified Sales Professional (CSP) designation offered by the CPSA Institute.

Why choose Canadian Professional Sales Association?

10,000+ salespeople trained

72% of Certified Sales Professionals rank in the top 25% of sales within their organizations

Almost 50% of Certified Sales Professionals earn more after completing the designation program

About Canadian Professional Sales Association

Canadian Professional Sales Association

Canadian Professional Sales Association

For as long as sales has existed in Canada, the Canadian Professional Sales Association (CPSA) has provided sales professionals with ongoing support and resources to accelerate their success and advance the profession. CPSA is funded in part by the Government...

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Contact info

Canadian Professional Sales Association

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Average rating 5

Based on 2 reviews

M. Congi
The facilitator did a fantastic job bringing the course material out in a good and interactive way. They kept people involved, and engaged very well.
S. McGann
The facilitator was excellent at helping with me specific to my industry and provided many great examples of how I could adjust my language and approach.
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