Training in effective B2B prospecting and lead generation

How can you find more companies that match your offer? How can you use data about existing clients to develop sales? How can you help sales professionals spend more time on valuable conversations and less time on unfocused prospecting?

These are some of the topics worth considering when planning the development of your sales team's skills for 2027.

In manufacturing and industrial companies, acquiring new B2B clients requires good market knowledge, proper selection of prospective clients and an understanding of their purchasing processes. Access to a large company database alone does not solve the problem. Sales professionals must also know which companies genuinely match the offer and why it is worth starting a conversation with them.

I have therefore prepared training in B2B prospecting and lead generation based on the Lookalike Selling method, which I also use in the Bizspace application that I created.

Training scope

1. B2B prospecting and new client acquisition

How can you build a repeatable client acquisition process instead of basing sales activities on random company lists? Participants learn how to select the right market segments, identify prospective clients and plan data-based prospecting activities.

2. Lookalike Selling - finding companies similar to your best clients

Clients that a company has already acquired are among the most valuable sources of market knowledge. During the workshops, I explain how to analyse their profiles, identify common characteristics and use them to find other companies with similar profiles.

3. Client segmentation and sales profile development

How can you organise your client database and determine which companies should be a priority for the sales team? We work on ideal client profiles (ICP), market segmentation and the analysis of data relating to sector, company size, location, revenue and type of business activity.

4. Buyer Persona and value proposition development

Even a properly selected company does not automatically represent a sales opportunity. Participants learn how to identify the roles involved in the purchasing process, formulate hypotheses about client needs and prepare value propositions for specific market segments.

5. Lead generation, market analysis and the use of AI

I explain how to use available data, digital tools and AI support to improve research and prepare sales activities. Practical work with the Bizspace application is an important part of the training. The application helps users create client profiles, find similar companies and analyse market potential.

How is the training organised?

I adapt the programme to the company's profile, its products and the working methods of its sales team. Prospecting differs between a packaging manufacturer, a supplier of plastics processing machinery and a distributor of raw materials or industrial components.

The training is practical. Subject to data availability, we can work with the participating company's actual clients, products and market segments, and then use Bizspace to prepare sales profiles and lists of prospective clients.

The objective is to develop a working method that the team can continue to use after the training.

Who is the training for?

The training is intended for companies operating in the B2B market, particularly manufacturing companies, plastics processors, packaging manufacturers and suppliers of machinery, technology and raw materials.

The programme is intended for:

- sales directors and business development professionals,
- sales professionals and Business Development teams responsible for acquiring new clients,
- B2B marketing managers responsible for lead generation,
- business owners who want to organise and develop their new client acquisition process.

What are the benefits for the company?

Participants acquire skills that enable them to make better use of information about existing clients, identify new market segments and prepare more relevant prospecting lists.

The team also learns how to assess the potential of selected companies, justify the selection of prospects and combine data analysis with specific sales activities. This can help the company reduce the time spent on unsuitable contacts and develop new business more systematically.

Plan the development of your sales team for 2027

If you are planning training for your sales team, want to improve prospecting or introduce a more structured method of B2B lead generation, I invite you to discuss your company's needs.

The programme can be adapted to a specific team or to a broader sales process development project.

Creator of Bizspace and the Lookalike Selling methodology