The Ultimate Sales Prospecting Course
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The Ultimate Sales Prospecting Course

How to identify, contact, and close million dollar revenue clients for your startup, freelance or small business.
3.8 (3 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
172 students enrolled
Created by Chad Pavel
Last updated 10/2015
Current price: $10 Original price: $50 Discount: 80% off
5 hours left at this price!
30-Day Money-Back Guarantee
  • 3 hours on-demand video
  • 1 Supplemental Resource
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Stop calling on cheap clients who will never buy from you
  • Contact C-Level executives through email and social media more quickly than ever
  • Find over 1,000 prospective clients that earn over $1 million in revenue per year
  • Hold intelligent, strategic, DIFFERENT conversations that make prospects DROP your competitors and buy your product or service
  • Get over your limiting beliefs, get over objections, and get to discussing deal terms
View Curriculum
  • Desire to hunt for your business
  • Open mindset to learn new tips, tools, tricks
  • Appreciation of the journey, not necessarily the end result
  • Helpful tech tools: Gmail, Google Chrome, Google Docs
  • A deep burning hunger and desire to pave your own way to financial freedom
  • Willingness to tell cheap clients to find someone else

If you are a sales rep, freelancer, consultant or small business owner, you need revenue. Profitable revenue. Recurring revenue. Revenue that stems from quality leads who have money.

How? Sell to clients who have money, need your product, and are in the market for your product.

The most frustrating thing in the world is to spend hours, days, even weeks on prospects, only to deliver your proposal and discover that they are cheap, losing money, and will never pay you what you are worth. How many times has this happened to you?

This KILLS your energy, your soul, and can ultimately kill your business.

But...It doesn't have to be that way.

If you are selling valuable services or complex products, you MUST work with businesses that need your product, are actively searching for your product, and will actually pay you full price for your product.

Just think about it:

  • A business with 5 staff generating $250k in sales might seem rich on the outside. But after salaries & overhead, do you really think they have the cash to buy your $2,500 service? Possible, but unlikely.
  • How many hours have you poured into live consults and proposals only for the prospect to complain about pricing, go silent, and fall off the face of the earth?
  • What if you could easily identify, contact, and close prospects that generate over one million dollars in revenue per year and won't complain and beat you up on your pricing?
  • What if you could find 1,000 million dollar clients within driving distance from your home or office?
  • What if you could give an ultimatum to your cheap clients to: Pay up or find another provider?

This is where Million Dollar Prospecting: How to Sell To 7-Figure Clients will help you.

I am a career sales professional with experience working on Wall Street and in inside B2B technology sales for one of America's fastest growing venture backed companies. I share with you the tools I use to generate dozens of meetings, proposals, and closed deals with million-dollar clients in my businesses each month.

I will introduce you to free technologies that help you identify, contact, and close million dollar clients with less frustration, less pain, and less time than The Old Way.

If you want to take the pain from prospecting and consistently generate warm, qualified leads for your business, check out this course today.

If you aren't 100% satisfied, submit a request for a full refund: I stand by my courses 100%.

Who is the target audience?
  • Consultants
  • Freelancers
  • Small business owners
  • Startup founders
  • Anyone who wants to sell to $1 million + revenue clients
Students Who Viewed This Course Also Viewed
Curriculum For This Course
34 Lectures
Understanding human nature, controlling your mindset and building trust
7 Lectures 28:21

Thank you for signing up for the DealFlowPro Prospecting course! From the bottom of my heart, it means the world to me that you would invest your time and money in my carefully crafted course. PLEASE if you have any questions, concerns, or confusions, message me on Udemy and I will respond as quickly as possible to help you out.

I mean this, email me immediately through the Udemy tool and I will get you the help you need within 24 hours.

Please enjoy, take your time, and take action!

Preview 04:48

A 150+ page course content package for you to keep.

Course Material
180 pages

Did you know:

  • People are more likely to answer your emails and phone calls at certain times of day?
  • Most sales people give up too quickly?
  • Top sellers use a combination of social media, phone and email?

The proof is in the facts, and these facts are scary. But, knowing where your competitors are slacking can help you be a force to be reckoned with.

10 SHOCKING Sales Statistics to Change Your Thoughts on Sales

It is so easy to describe what you and and how you do it. But how often do you sit down to ask yourself, "why"? Why do you get up each morning? Why do you commute 2 hours to work? Why did you quit your job to start a company and build awesome products? Most of us haven't taken the time to ask ourselves, "why" but it could be the most powerful word in the world. This lecture helps you uncover the power of why and how to leverage its power.

Preview 04:59

What. How. Why. What matters most?
1 question

Let's face it, most people hate the thought of prospecting. Cold calling, asking for phone calls back, pitching your business to complete strangers over the phone when they appear irritated and distracted.

If you finally hold the standard Q&A sessions deliver a proposal...

Emotions flare, customers beat down your pricing structure, rip apart your service agreements, demand concessions and test your mental fortitude.


First understanding what happens subconsciously during the prospecting and sales process will help us take control of this angst and spin it into positive, productive energy.

Why Selling is Uncomfortable For Most People: Get Over It!

Understanding the sales process from the buyer's perspective is a huge part of sales. So is understanding your limiting beliefs. What hurts the most for you when making sales calls?

Identifying your own limiting beliefs
1 question

Goal setting. It is a HUGE part of personal and career growth and crucial for most of us to have greater ambitions in life. However, too often we only focus on our end goals, which might be months, years, even decades away. We often forget that life is a series of consistent progressive steps that add up to achieving our short term and long term goals. We must adopt more of a process oriented mindset to celebrate the small wins and appreciate the daily steps that help us do amazing things.

Tune Your Mindset for Personal Growth: Process vs. Outcome

Relationships are built on trust. Whether personal or professional, you naturally want to associate yourself with trustworthy people, right?

While you are prospecting, you are trying to forge relationships with complete strangers who have little to no basis upon which to trust you or your business. Without acknowledging our position on The Trust Tree relative to our prospect's comfort level, we could be shooting ourselves in the foot on every opportunity.

The question is: How do you build your credibility and trustworthiness before you meet people?

The key is to climb The Trust Tree

The Trust Tree explores human nature and our propensity to trust (or distrust) different people, depending on the methods in which they contact us, and, any common experiences or acquaintances we have with them.

Here we identify a set of channels that you can engage within to Identify different ways to approach your prospects through warmer channels. Examples include:

  • Engaging with industry peers and contribute relevant content to build your credibility
  • Networking with your peers to generate warm referrals (rather than going in cold)
  • Using industry experts to validate your business
  • Connecting through mutual connections (alumni, friends, acquaintances, family, etc.)
The end result is that you are aware of your position on The Trust Tree with every prospect interaction AND you know how to climb the trust tree and generate warmer introductions with your prospects.
How To Approach Prospects Using Trust Channels
Building a Base for Success: Public Image, Social Media, and Commanding Respect
7 Lectures 39:07

LinkedIn is used by over 300 million professionals, students and potential customers around the world. Nowhere else in the world is it possible for you to connect with so many potential customers, colleagues, employees, mentors and alumni than on this platform.

As such, your LinkedIn profile should be in tip-top shape.

This lesson introduces you to LinkedIn profile, networking, and connection best practices to help you build the basis of Trust and Credibility that you need to begin an outbound prospecting campaign.

Preview 09:41

Copywriting: It is the persuasive text, messaging, and use of white space that helps businesses connect with their customers within the crucial 15-second window we have.

Whether we are building out a company website or a marketing landing page, we need to focus on our copywriting to ensure that our prospective customers:

  1. Know your business is for their business
  2. Understand how you solve their problems
  3. Understand what your product/service does
  4. Believe you are credible
  5. Believe you have helped others in the past
  6. See real proof of your customers liking your solution
  7. Understand the next steps to contact and try you
  8. Understand that you bear the risk of starting with you
  9. Can justify the cost of your solution
  10. Can have their questions asked quickly

Check out this intro, and parts 1 and 2

Introduction to Copywriting for Businesses

Think of all the TV commercials and websites you have visited in your life. The best commercials and websites address the 10 elements of solid copywriting very, very well.

Part 1 introduces you to real examples of:

  1. The instant clarify headline
  2. Declaring the problem
  3. Presenting the solution
  4. Borrowing credibility
  5. Using social proof
Copywriting: Headline, Problem, Solution, Credibility, Proof

Continuing on with copywriting best practices, Part 2 introduces you to real examples of:

  1. Collecting and displaying testimonials
  2. Presenting a clear call to action
  3. Reversing all risk to you
  4. Price anchoring
  5. Presenting Frequently Asked Questions
Copywriting: Testimonials, CTA, Risk Reversal, Price Anchoring, FAQs

Social media is one of the best ways to engage with your prospects and current customers. Whether you are using LinkedIn, Facebook, Twitter, Google+ or any other social media platform, businesses are reaching you and your peers in millions of different ways.

Most people engage with some form of social media several times per day, so naturally, you as a business owner or sales person should be engaging with your audience as well. Pushing relevant, timely content to your audience is one of the best ways to get your website more visits and get your sales people more "shots on goal" to engage with prospective customers.

Buffer is a free application, owned by LinkedIn, that helps you automate your social media content curation and deployment. It helps you discover and post content, on your schedule, to your audience, saving you a ton of time while doing it.

Use Buffer: Automate Your Social Media Posts

Social media platforms: A great way to learn about your prospects. A great way to identify common problems within industries. A great way to engage with the masses and gain the intel you need to solve big problems for big industries.

This lesson helps you systematically research your prospects using Social Media.

Research Your Prospects Using Social Media

How well do you know your customer? Do you truly understand their needs? Do you know their goals?

In this lesson, you will learn how to build a lifelike avatar, a real living, breathing person:

Think of how much more empathetic and effective at selling you would be if you could:

  • Build a lifelike avatar
  • Give her a name
  • Describe her job title
  • Describe how many staff she works with
  • Describe her goals, aspirations, retirement needs

The more you can identify with your customers, the more likely you are to have meaningful conversations and help your prospects, rather than calling 100 random names on a prospecting list.

Preview 02:55
Finding Prospects, Making Initial Contact, Honing Your Message
10 Lectures 42:09

There are three awesome places to meet customers. Engage in conversations with them. Learn their problems, likes, desires, goals, and find ways to help them.

  • Facebook Groups
  • LinkedIn Groups
  • Live in person meetings

This module helps you identify three immediate networking opportunities for yourself to build credibility and meet prospects

Three Places To Meet Prospects

You need to be organized in your prospecting prospects. You need to keep detailed notes on all of your business interactions, including:

  • The businesses you contact
  • Your contacts at those businesses
  • When you contact them
  • How you contact them
  • Details of your conversations
  • Timing & Likelihood of a purchase
  • Key details of your conversations

Many people use a Customer Relationship Management (CRM) software tool. Here, we show you how to build a quick and dirty (and free) customer detail list in Google Docs.

Build a Simple & Free Customer Relationship Management Tool

How do you find businesses to contact with an outbound prospecting campaign? Do you purchase the list for hundreds, or thousands of dollars? Go through the phone book? Go door-to-door?

Reference USA is a free tool that helps you do a few, really important things, really efficiently:

  • Search a database of millions of businesses, doctors, universities, and other organizations
  • Set criteria such as revenue, # employees, location, industry (SIC/NAICS), and estimated expenditures
  • Download a list of these businesses
  • Export to Excel
  • Send this list to a printer to send for you: Colorful, gripping sales postcards

Head to your local library and check out Reference USA or A-to-Z database to build your prospecting lists.

Preview 07:45

In the sales process, many reps waste time contacting the wrong people in the company. The key is to identify decision makers, those with management and above titles. The people who have the power to write you a check. And the key is to get a yes or a no from these people as efficiently as possible.

Recruit'em is another free tool that helps you leverage the power of Google to scrape massive lists from people-related social media networks like LinkedIn, Google+ Stack Overflow, Twitter, and Xing.

Build Prospect Lists: Recruit'em
03:24, another free online database of tens of millions of businesses around the world.

With a very simple search function, you can easily pull down a list of thousands of businesses in your area.

Also, very likely, you will encounter decision maker names, phone numbers, email addresses, and other relevant qualification criteria as you build you prospecting lists.

Build Prospect Lists: Manta

If only there were one magic box where we could go, perhaps on our computers, enter a word, phrase, quotation, basically anything, hit a button, and have it spit out millions of results...

Oh wait...

Have you heard of Google?

Sarcasm aside, Google, particularly Google Maps, is a great way for you to quickly find companies to reach out to in your prospecting efforts.

Build Prospect Lists: Google Maps

LinkedIn, a very powerful tool. A great way to build lists of companies and people who use the LinkedIn platform.

This lesson takes you into the LinkedIn advanced people search tool.

Build Prospect Lists: LinkedIn Advanced People Search

Finding decision makers is crucial to you making a sale. The decision makers have the power to bless (or veto) your deal. Accept or rip-apart your proposal. Ultimately, they have the power to purchase your product or not.

While it helps to have multiple supports in the purchasing chain from all levels (staff to executive), it behooves you to involve your prospect's decision-makers as early in the process as possible.


Your goal is to get a yes or a no as efficiently as possible and engaging decision makers.

This lesson teaches you a few ways to do so.

Preview 05:51

What does it mean to qualify your prospects? Why is this important? How on earth can you do this? Just thinking logically here, how much would you value having a list of prospective customers who:

  1. Have the cash to buy your product
  2. Need your product
  3. Are actively in the market for your product

In the middle of these three criteria is the ideal customer for you. They are hungry, they have demonstrated the need for your product, and they can afford to buy it without a drawn-out purchasing process full of objections.

This lesson introduces you to a few quick wants to find healthy signs that some prospects may be a better fit for your product than others.

How To Quickly Qualify Prospects

You can save sooo much time by simply having the correct email address as you begin email prospecting. And a bonus if you can find some deeper intelligence into a specific contact by simply having their email address.

Enter Rapportive.

Rapportive is a LinkedIn tool that helps you do some critical prospecting activities quite easily, including:

  • Validating email addresses
  • Identifying the correct email addresses for prospects
  • Finding prospect's LinkedIn, Facebook, Twitter, and other social media profiles

To help you save time and find prospects quickly.

Validate Email Addresses & Connect With Prospects Using Rapportive
Holding sales calls. Delivering Proposals. Battling Objections.
10 Lectures 57:10

Your elevator pitch. This is how you describe...

  • Yourself
  • Your business
  • Your ideas
  • Your value 30 seconds or less.

Whether you are meeting people for personal or professional reasons, you need to nail down your elevator pitch.

Here are a few examples, and a few templates, to help you start.

Build The Perfect Elevator Pitch

Current modes of the most common two-way direct communication include:

  • Emailing
  • Phone calls and voicemails
  • [more recently] text messaging, Facebook messaging, etc.

Fortunately, emailing and phone calls are still the most common prospecting tools available to us.

Particularly in emailing, you have the opportunity to send a gripping message that captures your potential prospect, gets them to your website, and gets them to [hopefully] email or call you back.

So, your email content, from your subject line to the body content, is important to making the initial contact effectively.

Prospecting Email Best Practices

Remember the #1 most interesting statistic from Video #1?

Most sales people DO NOT follow up enough times. This is so interesting because most meaningful sales-related contact occurs after 5+ touches (emails, phone calls, messages, etc.).

Rebump is a tool that helps you send automated email follow-ups, at a time and message of your choice, giving you more touches in less time.

This increases your chances of reaching decision makers and getting the yes or no that you need.

Preview 05:05

Have you ever received scratchy awkward voicemails from telemarketers that you cannot wait to delete from your mailbox? Of course you have. But if you were to play those messages back-to-back, you might find some patterns.

  • They are too lengthy
  • They try to do too much
  • The person info DUMPS in your mailbox
  • The person speaks too quickly
  • The person doesn't leave a phone number

You get the picture. Most voicemails suck. Don't leave crappy voicemails. Here is how to leave voicemails that generate calls back.

Leave Solid Voicemails That Get Calls Back

Your FIRST SCHEDULED PROSPECT CALL with each prospective customer is a great achievement! Just think of it, you have successfully:

  • Found a company interested in your solution
  • Delivered an elevator pitch by email or phone
  • Likely reached the prospect before your competitors did
  • Got into a prospect's calendar

After giving yourself a swift pat on the back and doing The Dougie, now it is time to take out the hard hats and lunch pails, and GO TO WORK on learning about your customers and making sales.

Exploration Calls: Get Strategic With Your Questions

Sales is a balance of process, product knowledge, and understanding human nature.

Just think of it, you are crashing in on a complete stranger's workday (or weekend!), practically demanding a few minutes of their time, just to ask for an hour of their time, just to ask for the in-person meeting, just to ask for their money...

Can be pretty intimidating for the average Jane or Joe.

But, if you as the salesperson have even a basic understanding of a human's most basic needs and desires, you can start to tailor your process, your pitch, and your interactions - To help your prospects lower their guard, open up to you, and allow you into their world to help them.

Human Nature & Sales Calls: Basic Human Needs

Structure - A pillar of success in the sales world.

In sales, you have to be organized and consistent to be efficient and effective. In doing so, you are building repeatable steps into your sales process that you can measure, test improve upon, test, and optimize to get top results.

Building on process and human nature from previous lessons, the proven process of leading your prospect from introduction, to exploration call, to proposal, to close, can follow a graceful path.

Here is a tried and true method of doing so.

Structure Your Calls For Efficiency and Effectiveness

As you hold prospecting and exploration calls with your prospects, you should be taking detailed notes. And as discussed in earlier lessons, the more that you can move away from the tactical (feature list, do-better questions, and pricing), and towards the strategic (where are you now, where do you want to be, what is holding you back, why have you procrastinated so long!) conversation topics, the more likely you are to connect meaningfully with your prospects and differentiate yourself.

As such, one simply way to do this is to send summary emails to your prospects after any meaningful conversation.

This helps the prospect understand:

  • You listened
  • You cared
  • You understand them
  • You validated their position, concerns and goals
  • You have an idea on how to help them
  • That you are better than your competitors

So take notes, send summary emails, and I guaranty your prospects will take notice of your attention to detail. Plus, it helps you remember more and make references to past conversations more easily.

Preview 04:01

Objections: Reasons not to buy from you.

Every sales person will encounter objections.

The most common objections fall into three categories:

  1. Time (Too busy, before budget season, seasonal product, working too much, etc,)
  2. Money (Too pricey, no budget, capital vs operating cost, must pay monthly, need approval, etc.)
  3. People (CEO said "no," need Board approval, have to train staff, you have bad Yelp reviews, you are a startup, nobody knows who you are, etc.)

Do not fear.

Handling objections with artful Matador-like skills will help you get past objections, find the golden objection, address that #1 problem and move yourself closer to a sale.

Battle Objections And Find the Golden Objection

Sometimes you get far into a sales process, hold exploration calls, have an on-site, present your solution, get preliminary approval then...nothing.

The prospect wont answer your calls, return your emails, open their door, or give you any indication that they are interested.

Most of the isn't due to you at all.

The truth is that your customers have a million other things going on in their lives and their businesses that are more important than you.

But don't go crying back to your desk just yet...

This lesson gives you a few tricks of the trade to re-engage stale leads using a combination of humor, wit, and well-placed copywriting to get those prospects returning your calls and giving you the yes (or no) that you need to move forward, or move on.

Re-engage Stale Leads: Re-start the Conversation
About the Instructor
Chad Pavel
4.1 Average rating
4 Reviews
1,160 Students
2 Courses
Technology & Marketing Consultant

Chad is an entrepreneur, startup sales enthusiast and previous Wall Street number cruncher. He has been working in B2B sales for over 3 years and currently works as an inside sales rep for Datto - One of the world's fastest growing VC-backed SaaS companies. At Datto, he is responsible for identifying prospects, outbound email and phone campaigns, and closing new accounts. Needless to say, his days are filled with emails, phone calls, and identifying technology hacks for reaching and closing prospective clients - and he is happy to share with the world.

Before his sales years, Chad worked on Wall Street as a technology M&A analyst, where he helped companies raise capital and sell their businesses to strategic and financial buyers.