Sales Prospecting: My 4-step method for pipeline growth
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Sales Prospecting: My 4-step method for pipeline growth

Sales Insights: Learn from my experiences and techniques to grow your pipeline and generate more sales.
4.9 (6 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.
6 students enrolled
Created by Tony Hackett
Last updated 8/2017
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Current price: $10 Original price: $20 Discount: 50% off
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  • 1 hour on-demand video
  • 5 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Segment and prioritize your sales territory.
  • Understand and communicate your business value in terms that matter to your prospects.
  • Identify and create business relationships that add value to you and your prospect.
  • Explain your unique business relevance to prospects and partners.
  • Rely on this sales prospecting process in every situation.
View Curriculum
  • You want to grow your sales pipeline.
  • You do not need to have had sales experience.
  • You do not need experience with traditional sales methodologies.

Ultimately our prospects and clients care about business value and at the end of this course you will have the confidence to discuss business value with your prospects in their terms.

This course shares with you the best of my learnings and experiences from over 30 years of strategic selling and you will be introduced to the 4 steps in my method:

  1. Segmentation.
  2. Business value.
  3. Relationships.
  4. Unique business relevance.

Each section can be executed on its own or in any combination.  Importantly, each step contributes to you identifying your best prospects and accelerating your pipeline growth.  By structuring and executing your go-to-market in the sequence of the sections in this course, you will have a repeatable process that will support your success year-on-year.

Before we get into the course proper, I will set the scene of each section:

  1. Segmentation.
    • This section ensures that you have given thought to differentiating your territory and then prioritizing your accounts within your territory.  By taking the time to segment, you are giving yourself the reason to be focused in a set of accounts. Without this self-belief and understanding it becomes too easy to flip accounts at the first evidence of buyer resistance.
  2. Business Value.
    • This section is the centre piece around which all else stands or falls.  You will finish this section with a framework that I have developed and road-tested for over a decade.  By using this framework, you will never have to shy away from a challenge around the business value you bring to a prospect.  In fact, you will lead with this discussion and in so doing immediately differentiate yourself from your competitors.
  3. Relationships.
    • There are 2 types of relationships.  Those you have and those you want to have.  You will build on the Business Value section through this section and develop a repeatable process for the identification of key relationships you need and I will equip you with a way to understand what matters most to each prospect - business value.
  4. Unique Business Relevance.
    • In this stage, you combine a detailed understanding of your competitive environment with your capability or solution. This is where you need to think deeply about whether you can win or not. In addition, you will give due consideration to the value of competing alone or with business partners.

To wrap up this introduction, I would like share the following for context:

  • I worked for a start-up for 3 years then worked as an account manager on a major global bank for 5 years and my learnings from that 8-year period profoundly impacted my approach to prospecting.
  • My learnings from that 8-year block is what I have honed and share with you here.

So, let's get started.

Who is the target audience?
  • If you need to sell a product or service - especially if you are looking for a way to break into new accounts.
  • Sales managers looking for a coaching framework centered on business value.
  • Entrepreneurs moving across the chasm - my framework gives you the tools to grow your pipeline on business imperatives.
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Curriculum For This Course
3 Lectures 09:12

Welcome to the course.

Preview 02:15

This lecture will position the key elements of the course.

Preview 04:46

This lecture introduces the overall process and the logical grouping of prospecting activities.

The flow of the course
3 Lectures 10:07

Territory segmentation is a crucial step and this lecture introduces topics to be considered by a seller.


Segmentation is complex, so don't rely on a single perspective but look for multiple points of reference.

Don't Depend on a Single Model - Triangulate

It is too easy to see segmentation as an end in itself, but this lecture will reinforce what you need to do after triangulation.

Business Value
5 Lectures 11:43

You are entering the single most important section of this course.

Preview 01:56

After this lecture you will have the means to start and control a business value discussion at any level in any account. 

Business Value - Definitions

Examples of business value discussion points mapped to the Business Value Quadrants.

Business Value and Your Prospect

An example of how you can use the Business Value Quadrants as an executive dashboard for use internally and with your prospects.

Business Value Dashboard

Links to free resources that I consistently use to do research for my prospecting activities.

Business Value Research - a fast start
5 Lectures 07:28

Set up to a pivotal section and its context to other sections of the course.

Preview 00:37

Relationships, prospecting and selling in general have long relied on the org chart to illustrate relationships - time for something better for sellers.

The Confusion of the Org Chart

This lecture introduces the Known/Importance model that offers a new way to represent account relationships.

Known/Importance Defined

An example of how you would use the Known/Importance model in the field.

Known/Importance Applied

Now to bring Value and Relationships together to create highly targeted prospecting.

Relationships Segmented by the Power of Value
Business Relevance
3 Lectures 08:26

Now it is time to understand your competitive environment in an account.

Preview 00:51

This lecture introduces the Unique Business Relevance framework which is a powerful communication tool for you as a seller, your internal teams and your business partners.

Unique Business Relevance – a Framework

A "cut through" method for determining if a business partner adds value or not.

Bringing it all together
2 Lectures 03:17

Revisit the opening intent with the path through the course.


A review of the opening process map aligned to the 4 sections of this course to reinforce where the work in each stage supports your prospecting.

Single View
1 Lecture 00:49

Thank you and a reminder.

Closing Comments
About the Instructor
Tony Hackett
4.9 Average rating
6 Reviews
6 Students
1 Course
Business Coach

Tony Hackett is my name and I am based in Sydney, Australia. My working life started in construction, then education before my current career path in the technology industry and during that time I have gained my undergraduate Degree in Education and my Masters in Technology Management.

My 30+ years' experience in the technology industry has largely been in IT sales and has spanned start-ups, domestic, major global, software and hardware companies.

It is this mix of teaching and business experiences that I hope will translate into courses that increase productivity and effectiveness in personal planning, team collaboration and customer communication.

From this base of interests and experiences, I will share techniques and methods that I have developed and use consistently in my own business planning and execution. In addition, I will show you how I apply these practices.

My approach will be to layer the instructional steps so that a novice can start any of my courses and progress as far and as fast as they choose.