Prospecting
and Lead
Management 101
Founder-led sales
Startups
Small and medium-sized businesses
Prospect and manage leads like a pro.
This Close Sales Academy course will propel you into the prospecting universe armed with the best tips, tools and techniques to get hundreds of new, quality leads.
Hear from Close experts on prospecting, lead generation, lead management, qualifying, creating your Ideal Customer Profile, and so much more.
Meet your coaches
Steli Efti
CEO of Close
Steli Efti has helped more than 200 venture-backed startups build and scale their sales process, closed thousands of deals worth tens of millions of dollars, and trained thousands of sales professionals.
Liz Stephany
Customer Success, Close
Liz is an attorney by education, but working in technology is her passion. She's built relationships across many industries, selling to everyone from small business owners to C-level executives.
Nick Persico
Director of Sales, Close
Nick is the Director of Sales and has over a decade of SaaS startup experience under his belt. He says that most of what he has learned about business has come from growing up in his family’s pizzerias on the Eastern Shore of Maryland.
Kate Petrone
Sr. Account Executive, Close
Kate is a Senior Account Executive at Close with over a decade of sales experience. Since 2014, she has helped thousands of businesses refine and optimize their sales processes, all while consistently achieving above 100% of her own sales quota.
Prospecting
Dig deep into what sales prospecting looks like today—as well as the best tips and techniques to give you an edge in the market.
Ideal Customer Profile
Craft the perfect ideal customer profile! Learn what it is, what it can do for you, and how to create the best one for you.
Cold Outreach
Arm yourself with tips and techniques on cold email and phone outreach, to turn up the heat on your cold prospects. Don’t get left out in the cold.
Referrals
Discover the power of referrals: how to ask for them, how to integrate them into your pitch, and what you should do after every new referral.
Prospecting Channels
Explore the primary prospecting channels (email, phone, and social) and ways to determine the best ones for you.
Qualifying
Learn the best ways to score and qualify your leads to determine which deserve the majority of your attention. Qualifying can lead to better sales calls and improved conversion rates.
Lead Management
Learn the steps of lead management, how to research your prospects, how to manage your leads, and how to treat them (along with some examples).
Certification Exam
Earn your prospecting and lead management certification to proudly display on your email signature and social media profiles.
New and upcoming courses
Prospecting & Lead Management
Optimizing Your Sales Funnel
Startup Sales Process
