You almost never hear the skill of thinking mentioned for sales success. Thinking is the skill that is essential for developing an effective selling strategy. Your selling strategy begins before you contact a prospect.
In the Selling Strategy: Before Prospect Contact courses you learn how to make the key strategy decisions before you can have a productive meeting with a prospect. You identify your ideal prospect, understand what you sell so you can shorten your sales cycle, and understand the drivers in your business so you never miss a sale.
Prerequisites
No advanced preparation or prerequisites are required for this course.
Learning Objective
- Identify your ideal prospect
- Discover how to never miss a sale
- Explore your features and benefits
Last updated/reviewed: September 22, 2026
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Maura Schreier-Fleming
Sales Consultant, Author
INTRODUCTION AND OVERVIEW
- Introduction to Selling Strategy: Before Prospect Contact: Part 1 Strategy Decisions 2:37
- Strategy Is... 9:52
- Who is your ideal customer? 10:51
- Who is your ideal prospect? 11:35
- Section 2: Strategy Decision 7:23
- Ideal Customers 10:10
- Conclusion 5:29
CONTINUOUS PLAY
SUPPORTING MATERIALS
- Slides: Before Prospect Contact Part 1 - Strategy PDF
- Before Prospect Contact Part 1 - Strategy Decisions Glossary/Index TMP
REVIEW AND TEST
- REVIEW QUESTIONS quiz
- FINAL EXAM locked