SteppUp Prospecting Performance

How to Prospect Old and New Territories

Course Overview

SteppUp Sales Prospecting is a critical component of sustainable sales success. In this course, you will learn that prospecting is not selling but research. This program focuses on lead generation, nurturing cold calls into warm leads, phone skills, emailing skills and best practice prospecting methods. While finding qualified prospects to get them interested in a face-to-face meeting.

Prospecting is the process of searching for potential customers, clients, or buyers in order to develop new business. The end goal is to move prospects through the sales funnel until they eventually convert into revenue-generating customers. Onboarding new clients keep the pipeline full since companies churn current clients every year. Effective prospecting allows the company to grow it revenue and market share.

The goal of Prospecting Old and New Territories is to help salespeople improve their ability to find qualified prospects and schedule onsite meetings.

Problems This Course Solves:

  1. Low phone call activity
  2. Undefined prospecting strategy
  3. Last minute prospecting with little results
  4. Low confidence in making cold calls and nurturing prospects
  5. High reluctance to get on the phone at scheduled times
  6. Undefined prospecting methods
  7. Little structure or process for prospecting
  8. Inability to quality and create sales meetings
  9. Inability to identify suspects and covert to clients

Learning Objectives

As a result of this program you will:

  • Understand the difference between prospecting and selling.
  • Gain insight to gatekeeper and screener tactics and strategies.
  • Know how to stay focused and motivated.
  • Understand and classify 7 types of prospects.
  • Recognize strategies to organize and grow a new market.
  • Discover how to create effective calling and email scripts.
  • Be able to craft benefit statements to get prospects interested.
  • Know how to request a meeting effectively.
  • Determine how to get prospects to call you back.

Sustainability and Follow-up Program

To ensure the principles and concepts of Prospecting Old and New Territories are implemented and new behaviors become habit, it is important to have a follow-up program.

  • Regularly scheduled Power Hours and Muscle Up sessions to reinforce, evaluate and enhance application of the course information.

Get Started


"We brought Stepp in to do a leadership training with our entire management team for a six month period. The topics and strategies that Stepp brings to the table are second to none. Our leadership team took away valuable skills and traits that will have a lasting effect on our organization and will be taught to our entire sales team. Additionally, his strategy of overcoming objections has been implemented into our sales process and increased our sales presentations drastically."

Joseph Kozel, ASAP Roofing


“In 2012 when I was presented an opportunity to crossover into medical supply/equipment sales role, I began searching for a sales training course that would help ensure my success in this new role. I reached out to Stepp for his advice and he told me about course he already had designed entitled “2Meeting Close which is part of the Sales Meeting Mastery Course” that could provide critical key foundational elements for sales persons. It included information about prospecting, time management, conducting sales meetings, buyer styles, smart negotiation, as well as many other important items. Because I was committed to succeeding in this new role, I invested money out of my own pocket to begin this coursework immediately on my own time and it didn’t take very long to start seeing results. When I was hired for the role, they told me that no one in the 36-year history of the company had ever made quota in that territory. They also told me to expect it to take me at least 2 – 3 years to begin making the territory profitable.”

Marty Partida, Medical Sales Account Represenative

“Stepp’s hard-earned expertise is so simple yet so profound. Practice the art of countering objections, and a year from today everything ‘sales’ will change in your organization!”

Pamela Walters, executive vice president, the Devine Group, Inc.


Stepp has been a friend and a business partner for several years. Initially, Stepp did sales training for our Sales Professionals and Sales Managers at Cox. We achieved positive results and this lead to our further developing work with Sales Professional and Sales Manager profiling using DISC Tool and Devine Inventory Tools. We continue to use the tools and I know that we have saved money by being able to focus on development based upon the individual’s personal responses to questions within the tools. This has helped us put the "right people" in the "right seats" (hunting, farming, account management, consultative selling, major account management, etc.) on "The Sales Bus" We continue to work with Stepp and because we are getting substantially better productivity as a business partner.

Randy Chandler, VP Cox Communications


"I recently attended Stepp's "2 Meeting Close" seminar and was extremely Wowed with his presentation on how to sell and close deals. Stepp understands how difficult the selling process can be, however, he showed how truly easy closing deals can be."

Max Anderson, CEO, Flooring & Interiors Tyler



"Stepp Sydnor consults and trains sales managers how to hire and manage the best salespeople. I have worked with Stepp both as a client and as a consultant and would highly recommend him. He is knowledgeable in this field, his training and principles provide clarity and direction which has helped focus our time on the right things. I can say that Stepp's training and coaching does indeed get the turnaround and revenue increase, for which you paying for.”

Darryl Drenon, Regional Manager Cisco Systems


“In following Stepp’s 3Cs approach, we effectively addressed our workplace communication and sales problems...improved revenues from 10 million to 40 million. We indeed had a turnaround, thanks to his concise and doable tips for improved interaction.” 

Gulam Harji, Plant Manager, Hood Packaging, Tyler, TX


“Stepp’s top-producer approach helped us become the number one store out of 455 Sam’s Club stores nationwide!”

George Cunningham, Sam’s Club, Tyler, TX



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Stepp Up
PO Box 29422
Charleston, SC 29422