Class Library Prospecting for New Business

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  • Title:Prospecting for New Business
  • Category:Business & Sales
  • Level:Intermediate
  • Instructor:Howard Givner
  • Length:50 min
  • Posted:10/19/2010
  • CMP Domain:I: Marketing
4.30 out of 5 star rating


Whether you own your own business, or you are in sales, going after new business is one of the most critical tasks. However, prospecting is often the most poorly executed task, if it's executed at all. This class will discuss the process for qualifying new client opportunities, going after them and getting in the door.

Learning Outcomes

    1. Identify sources for new leads in the event industry.
    2. Learn how to develop your elevator pitch: where most people get it wrong, and how you can get it right.
    3. Learn how to get a meeting.
    4. Learn strategies to ensure you make time to prospect.

Table of Contents

Watch the Full Class Without Chapter Breaks
Prospecting For New Business - Full Class 49:31
Prospecting for New Business
Overview & Introduction 2:53
The Timing Paradox 1:56
Tips for Making Sure It Gets Done 5:01
The Sales Pipeline / Funnel 3:18
Sources for New Leads 18:10
Advance Research 2:16
The Elevator Pitch: Why Most People Do It Wrong 6:10
Getting A Meeting 7:20
Ice Breakers at Networking Events 4:01
Muckety Demo 3:00
PDF of Slides from this Class

The Certified Meeting Professional (CMP) is a certification offered by the Convention Industry Council (CIC), an umbrella group comprised of 30 organizations. As part of the application process for the CMP, candidates are required to log a minimum of 25 Clock Hours of approved education. If you see the CMP designation next to a given class on this site, it indicates that class has been approved by the CIC to count toward that educational requirement, for the designated number of clock hours. For more information go to

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