Prospecting & Pipeline Management
Instructor: Cognosco Learning · Duration: Full Day · In-Person
One-day, in-person course — $595 per person · 3–4 seats save 10% · 5+ seats save 20%
About This Course
Most pipelines fail before the first real selling conversation begins — and then fail again, quietly, for months, inside a board nobody trusts. Prospecting is aimed at whoever can be found rather than at people the seller can plausibly serve. Outreach borrows familiarity it has not earned and urgency that does not exist. First conversations qualify on hope: the prospect was friendly, the company is the right size, the budget is assumed because asking felt awkward. Then the board takes over the lying. Stages advance because time passed. Close dates roll because moving them hurts. Deals that ended weeks ago stay open because closing them out would make the board look thin — so the board stays full, the forecast stays confident, and the seller, looking at a full board, stops doing the one thing that would have saved the quarter: prospecting for real opportunities. This course teaches the other way of building and keeping a pipeline: choose prospects you can plausibly serve, research them honestly, reach out in a way that respects the reader, qualify by asking and listening, define stages by the customer's actions, requalify as deals move, review the board without theater, and forecast only what the evidence supports. By the end of this program you will have a complete, honest system for the work before and between the selling conversations — a board you could show to the prospects on it, and a forecast you can stand on when it is questioned.
What You'll Learn
- Find and choose prospects you can plausibly serve, and learn where they actually are
- Research and reach out honestly — no deception, no manufactured urgency, no wasted reader time
- Qualify by asking and listening, and keep qualification current as deals move
- Run stages, reviews, and forecasts from customer evidence, so the board tells the truth
What's Included
- A full day of in-person training, led by a Cognosco Learning instructor
- A printed participant manual for every attendee
- All course materials, exercises, and practice scenarios
- Guided practice and small-group work throughout the day
- Group savings built in: 3–4 seats save 10%, 5+ seats save 20%
Who It's For
Sales professionals, service teams, and anyone whose work turns on understanding and serving a customer well.
Your session’s training location, date, and start time are set by Cognosco and confirmed with you after registration — the scheduling is handled for you.
Looking to train a whole team? See corporate training →
Enroll in This Course
In-person · Full day · Taught by Cognosco Learning instructors
Add 2 more seats to save 10%.
No account required · Secure checkout
What happens next
- Choose your seats and enroll — no account required.
- Cognosco sets your training location, date, and start time, and confirms them with you.
- Check out securely; your confirmation is sent immediately.
Before You Enroll
What's included in a course day?
A full day of in-person training led by a Cognosco Learning instructor, a printed participant manual for every attendee, and all course materials and exercises. One flat rate per person — no proposal required.
How are the training location, date, and start time set?
They are set by Cognosco. When you register, we confirm your session’s location, date, and start time with you directly — you don’t need to propose or hold dates on your own.
How do the group savings work?
Automatically, at registration: 3–4 seats save 10%, and 5 or more seats save 20% off the $595 per-person rate. The discount is applied in the seat selector before you check out — no code, no negotiation.
Can we train a large group or a whole department?
Yes. Online registration handles up to 50 seats per course. For a larger group, a multi-course plan, or training across several locations, email us at hello@cognoscolearning.com and we’ll plan it with you.
What if we need to change our date?
Email us at hello@cognoscolearning.com as soon as you know — we’ll work with you to move your session to a date that works.