This Prospecting and Pitching for Business training course helps sales professionals identify the right prospects, build a strong pipeline, and deliver compelling pitches that convert opportunities into business. Through practical techniques and real-world scenarios, delegates learn how to target high-quality leads, communicate value clearly, and present with confidence. The course focuses on strengthening prospecting skills, improving pitch delivery, and increasing conversion rates.
This course equips sales professionals with the tools and strategies to target the right prospects and build a strong, sustainable sales pipeline. Learn how to research your territory effectively, identify high-potential opportunities, and plan your approach for maximum impact.  You’ll also master techniques for securing and running successful meetings over the phone, and discover proven methods to deliver compelling sales pitches that capture attention, build trust, and convert prospects into loyal customers.
Course Outline
During this course, participants will explore practical strategies for identifying and approaching the right prospects, building a strong sales pipeline, and delivering confident, persuasive pitches that convert opportunities into business.
Welcome and Introductions – Kick off the course by introducing participants, setting expectations, and outlining the learning objectives. Establish a collaborative environment to maximise engagement.
Planning and Prospecting – Explore strategies to research your territory, identify potential opportunities, and prioritise accounts that provide the highest return on your time and effort.
Influence Mapping – Learn to identify key stakeholders within existing accounts, understand their influence, and leverage relationships to create new opportunities and strengthen existing ones.
Pitching with Power – Develop techniques to deliver compelling sales pitches, tailor your message to the audience, and engage clients effectively during every stage of the sales process.
Building Rapport & First Impressions – Use tone, body language, and active listening to create instant trust and a positive connection with potential customers.
Effective Questioning & Giving the Answer – Master the art of asking the right questions to uncover real needs and present solutions clearly, confidently, and compellingly.
Objection Handling & Closing – Learn strategies to handle objections calmly, professionally, and effectively, while confidently guiding prospects toward a successful sale.
Practical Sessions & Review – Apply techniques in real-world scenarios, receive feedback, reinforce learning, and build confidence to use these skills immediately.
Who should attend
This course is ideal for sales professionals, business development staff, account managers and anyone responsible for generating new business or presenting products and services to potential clients.
Would Your Team Benefit From Sales Training?
Find out how we can empower your employees to harness the full potential of their potential.
Identify and target high-potential opportunities through effective prospecting and market research.
Leverage networks and influence mapping to maximise value within existing accounts.
Prioritise your sales pipeline to focus on the highest return opportunities.
Conduct impactful sales conversations by building rapport, asking effective questions, and listening actively.
Pitch confidently and engage customers to create strong first impressions and drive successful outcomes.
Course Reviews
Customer Service Training
Insightful, informative, calm, great learning environment. Interactive and engaging!
Customer Service excellence
Very well run with the correct level of interaction which allowed all members to speak openly and without fear
Conflict Resolution
Informative, encouraging, insightful. Anita was warm and approachable, and demonstrated the listening skills she was teaching.
Confident customer service
So informative, with out being rigid. Lots of fun activities, enabling you to look at things in a different perspective. Olivia has been great, really good at getting the best out of us.
Perfect pitch and handling objection
Effective positioning of key themes and coaching on how to apply in daily interactions. Mary led the training in an open and engaging manner and clearly demonstrated the core principles with real world examples to apply moving forward
Story Selling
Matt was the best trainer I’ve ever had in a class or course like this. Matt is a great trainer and helps sustain high energy and involvement all the time
A practical, high-impact course designed to help sales professionals take control of their time, sharpen focus, and consistently prioritise the activities that drive real commercial results.
A practical course that helps participants improve their telephone sales skills to build rapport, handle objections, and turn conversations into sales opportunities.
Performance Managing a Sales Team - A practical course designed to help sales leaders effectively manage performance, motivate their teams, and drive consistent results.
A practical course that helps sales professionals identify the right prospects, build a strong pipeline, and deliver compelling pitches that convert opportunities into business.
A one-day course combining emotional intelligence and practical communication skills to help individuals deliver consistently excellent customer service and build lasting customer loyalty.
A practical course that equips participants with the skills to confidently handle difficult customer interactions on the phone and achieve positive outcomes.
We offer a wide range of bespoke corporate training solutions across key areas such as leadership, management development, digital skills, workplace communication, customer experience, sales performance, project delivery, team development and professional skills. Each programme can be tailored to your organisation’s objectives, your people and the practical challenges they face at work.
Do you offer public courses?
No. Elliott Training does not currently offer public scheduled courses for individual delegates. We specialise in private corporate training courses delivered exclusively for organisations, teams and groups who require tailored training aligned to their business needs.
Are your courses bespoke?
Yes. Our courses can be tailored to your organisation, team and objectives. We can adapt the course content, examples, exercises, case studies and delivery style to reflect your sector, systems, processes and workplace priorities.
Can you create a bespoke course from scratch?
Yes. If you require a course that is not listed on our website, we can design a bespoke training programme around your specific requirements. This is ideal for internal projects, new systems, company initiatives, role-specific development or specialist skills training.
How long are your training courses?
Course length depends on the subject, objectives and level of detail required. We can deliver bite-size sessions, half-day workshops, full-day courses, multi-day programmes or larger training projects across multiple cohorts.
