Sales Prospecting and New Business Development

Most sales teams in African markets rely on referrals and repeat orders and struggle to build a steady stream of new prospects. This programme equips sales professionals with a disciplined approach to identifying target accounts, opening cold conversations across phone, email and WhatsApp, and qualifying leads so that effort is spent on buyers who can actually decide and pay.

What you will be able to do

Build a target account list that matches the organisation's ideal customer profile.
Research prospects and personalise outreach across phone, email and messaging channels.
Open cold conversations that earn a first meeting without sounding scripted.
Qualify leads using budget, authority, need and timing criteria before investing time.
Manage a prospecting routine that keeps the top of the pipeline consistently full.
Track outreach activity and conversion so weekly prospecting effort can be improved.

Course outline

01Defining the ideal customer profile and target list
02Prospect research and preparation
03Cold calling and voice conversations that work
04Cold email and WhatsApp outreach that gets replies
05Qualifying leads and disqualifying time wasters
06Booking the first meeting and setting the agenda
07Building a daily and weekly prospecting rhythm
08Measuring outreach activity and conversion

Who should attend

Sales representatives, business development officers and account executives who are responsible for finding and opening new business rather than only servicing existing customers.

Dates, venues and fees

Dates	Venue	Days	Fee
17 to 18 Aug 2026	Lusaka	2	US$1,100
24 to 25 Aug 2026	Kigali	2	US$1,100
31 Aug to 1 Sep 2026	Nairobi	2	US$1,100
7 to 8 Sep 2026	Durban	2	R10,000
14 to 15 Sep 2026	Johannesburg	2	R10,000
28 to 29 Sep 2026	Mauritius	2	US$1,100
5 to 6 Oct 2026	Dubai	2	US$1,100
12 to 13 Oct 2026	Lagos	2	US$1,100
19 to 20 Oct 2026	Harare	2	US$1,100
26 to 27 Oct 2026	Kampala	2	US$1,100
2 to 3 Nov 2026	Dar es Salaam	2	US$1,100
9 to 10 Nov 2026	Pretoria	2	R10,000
16 to 17 Nov 2026	Cape Town	2	R10,000
30 Nov to 1 Dec 2026	Online	2	US$900
7 to 8 Dec 2026	Mozambique	2	US$1,100
14 to 15 Dec 2026	Cairo	2	US$1,100
21 to 22 Dec 2026	Accra	2	US$1,100

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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Training a whole team?

We can run Sales Prospecting and New Business Development privately for your team, on your dates and built around your own systems. Group delivery is usually more cost effective from about six delegates.

Run this in-house