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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.

Ready to book? Secure your place on this programme.

Register for this course

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

  1. 01Defining the ideal customer profile and target list
  2. 02Prospect research and preparation
  3. 03Cold calling and voice conversations that work
  4. 04Cold email and WhatsApp outreach that gets replies
  5. 05Qualifying leads and disqualifying time wasters
  6. 06Booking the first meeting and setting the agenda
  7. 07Building a daily and weekly prospecting rhythm
  8. 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

DatesVenueDaysFeeCalendarRegister
12 to 13 Oct 2026Johannesburg2R10,000Register
13 to 14 Oct 2026Cape Town2R10,000Register
14 to 15 Oct 2026Durban2R10,000Register
15 to 16 Oct 2026Pretoria2R10,000Register
19 to 20 Oct 2026Windhoek2US$1,100Register
20 to 21 Oct 2026Gaborone2US$1,100Register
21 to 22 Oct 2026Maseru2US$1,100Register
22 to 23 Oct 2026Mbabane2US$1,100Register
26 to 27 Oct 2026Lusaka2US$1,100Register
27 to 28 Oct 2026Harare2US$1,100Register
28 to 29 Oct 2026Lilongwe2US$1,100Register
29 to 30 Oct 2026Blantyre2US$1,100Register
2 to 3 Nov 2026Mozambique2US$1,100Register
3 to 4 Nov 2026Nairobi2US$1,100Register
4 to 5 Nov 2026Dar es Salaam2US$1,100Register
5 to 6 Nov 2026Kigali2US$1,100Register
9 to 10 Nov 2026Kampala2US$1,100Register
10 to 11 Nov 2026Accra2US$1,100Register
11 to 12 Nov 2026Lagos2US$1,100Register
12 to 13 Nov 2026Cairo2US$1,100Register
16 to 17 Nov 2026Mauritius2US$1,100Register
17 to 18 Nov 2026Dubai2US$1,100Register
18 to 19 Nov 2026Online2US$900Register

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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