Lead Generation & Prospecting

Tentang Program

Buyer mengabaikan outreach yang generik dan tidak relevan. Volume aktivitas tanpa targeting serta learning loop hanya menambah noise. Peserta membangun prospecting system berbasis account fit, timing signal, personalization tier, dan measurable conversion.

Business Challenges

• Target pasar terlalu luas dan account list belum dinilai berdasarkan fit, potential, serta buying signal.
• Riset prospek berhenti pada data kontak tanpa memahami initiative, stakeholder, dan kemungkinan masalah.
• Outreach massal menggunakan pesan generik sehingga respons rendah dan merusak kredibilitas.
• Tim mengejar volume aktivitas tanpa mengukur conversion per segment, message, channel, dan cadence.

Learning Outcomes

• Menyusun ICP dan account scoring berdasarkan firmographic, need, trigger, potential, dan disqualifier.
• Membangun buyer research card yang memuat business context, stakeholder, signal, dan value hypothesis.
• Merancang multichannel outreach cadence dengan personalization tier, CTA, dan channel sequence.
• Menetapkan qualification standard serta experiment tracker untuk meningkatkan response dan conversion.

Learning Modules

1. ICP & Account Prioritization — Peserta menentukan firmographic, need, trigger, disqualifier, potential, accessibility, dan scoring weight. Output: ICP serta ranked account list.
2. ICP & Account Prioritization — Peserta menentukan firmographic, need, trigger, disqualifier, potential, accessibility, dan scoring weight. Output: ICP serta ranked account list.
3. Prospect & Buyer Research — Peserta mencari business event, initiative, stakeholder, public signal, likely problem, dan evidence tanpa melakukan over-personalization. Output: buyer research card.
4. Prospect & Buyer Research — Peserta mencari business event, initiative, stakeholder, public signal, likely problem, dan evidence tanpa melakukan over-personalization. Output: buyer research card.
5. Multichannel Outreach — Peserta menyusun value hypothesis, email, LinkedIn, call opener, voicemail, sequence, spacing, dan CTA sesuai persona. Output: 10-touch outreach cadence.
6. Multichannel Outreach — Peserta menyusun value hypothesis, email, LinkedIn, call opener, voicemail, sequence, spacing, dan CTA sesuai persona. Output: 10-touch outreach cadence.
7. Qualification & Measurement — Peserta menetapkan fit, pain, priority, stakeholder, timing, next step, response category, serta conversion metric. Output: qualification guide dan experiment tracker.
8. Qualification & Measurement — Peserta menetapkan fit, pain, priority, stakeholder, timing, next step, response category, serta conversion metric. Output: qualification guide dan experiment tracker.

Target Participants

Sales Executive, Account Manager, Business Development, Sales Supervisor, Commercial Manager