Create qualified opportunities and build healthy sales pipelines

Advanced Sales Prospecting (ASP) is a methodology for helping sales professionals to identify and create qualified opportunities and build healthy sales pipelines.

This methodology introduces sophisticated methods and skills for developing sales pipelines of sufficient volume and quality, to ensure achievement of goals and maintain consistently high levels of performance.

While the essential principles and methods for effective prospecting are included in the Solution Selling® program, ASP focuses more intensively on prospecting skills. As a result, ASP is ideal for selling professionals for whom continuous business development is a critical success factor.

ASP focuses entirely on practical prospecting methods. It is not a territory or account planning program, but it is entirely complementary to those sales planning methodologies.

ASP is based on a repeatable process which includes practical methods and tools for developing sellers’ prospecting skills:

Effective Business Development Process

Effective Business Development Process

Intended Audiences

ASP is designed for any sales professional who must develop and maintain a significant volume of sales prospects, in order to achieve sales goals and ensure consistent levels of performance over time. Specifically, ASP is well suited for:

What is included in the Advanced Sales Prospecting program?

Designed to provide a repeatable methodology for building sufficient sales pipeline volume and quality, ASP enables sales professionals to:

Multiple Delivery Modality Options

ASP can be learned through live instructor-led training (ILT) workshops, or via virtual instructor-led training (vILT) sessions, either supported by complementary online eLearning content. We find that incorporating a mix of delivery modalities produces the best results for methods mastery and skill development.

For ILT and vILT delivery, each SPI instructor has been certified to rigorous standards, and they each bring at least 15 years of sales or sales management experience to ensure their credibility and enhance facilitated discussions. Alternatively, SPI can certify client instructors for in-house delivery and coaching, at the client’s option.

Workshop Topical Agenda

ASP is a modular program, designed to be tailored to the unique requirements of each client. The standard instructor-led ASP workshop is a one-day, highly interactive program, and incorporates online eLearning and in-classroom application tools. The standard workshop includes:

Business Development Key Concepts

Planning for the Business Development Strategy

Prepare the Business Development Strategy

Practice Executing the Strategy and Addressing Road Blocks

Perform the Business Development Strategy


ASP is a hands-on workshop, designed to apply lessons to a target account and opportunity so that the participant leaves with a business development plan (opportunity-focused) aimed at stimulating interest with a live, real-world prospect.

Instructional Materials

The ASP workshop is designed with adult learning principles in mind. The program’s instructional materials facilitate participant understanding by using a mix of media to transmit and reinforce key learning points. SPI provides full-color training content in electronic interactive workbooks, for use on participants’ mobile devices or laptop computers, as well as color reference charts, animated presentations, and video content, where appropriate.

Useful Sales Prospecting Tools and Job Aids

As participants complete the in-workshop exercises, they capture the results in using tools. After the ASP workshop, sellers can use the tools on an ongoing basis for application in their own territories and accounts.

The tools and job aids provided in the ASP program toolkit include:

Strategic Value

Advanced Sales Prospecting provides sales professionals with a repeatable and practical methodology and skills for generating a higher volume and quality of sales opportunities. The outcomes of this methodology are higher levels of revenues, increased sales goal attainment rate, more efficient use of business development resources, and more predictable future revenues.

For More Information about this program Download our Data Sheet or Contact Us

How You Sell Is the Last Advantage