23 March 2027 9:30-16:00
Cold Calling
£420 inc VAT
Cold calling remains one of the most direct ways to generate new business—when it is structured, confident, and consistent. This workshop helps participants understand prospect psychology and build a sustainable prospecting rhythm that consistently feeds the pipeline and increases sales.
Course overview
This outcome based, practical cold calling and prospecting workshop delivers immediate improvements in confidence, call quality and sales conversion. Cold calling remains one of the most direct ways to generate new business—when it is structured, confident, and consistent. Many teams underperform due to call reluctance, unclear prospect profiles, weak qualification or inconsistent activity. The issue is rarely skill—it is mindset, structure, and lack of a repeatable process.
This workshop helps participants understand prospect psychology and build a sustainable prospecting rhythm that consistently feeds the pipeline and increases sales.
Delivered online in a fun, interactive style with breakout rooms and role play exercises, please be ready to participate fully for maximum impact!
Who is this course for?
What you’ll learn and outcomes
This course is comprised of eight modules.
1. The Purpose of Prospecting and What Cold Calling Really Is
Key elements: purpose, role of cold calls versus ‘smart’ calls, mindset, expectations
Outcomes: Clear understanding of why cold calling matters and how it fits into modern sales
2. What’s Involved in Effective Prospecting
Key elements: identifying prospects, targeting, developing prospects, aligning marketing
Outcomes: A simple prospecting plan showing who to call, why, and how often
3. What Can Go Wrong and How to Avoid Common Pitfalls
Key elements: unclear profiles, lack of action, low activity, poor qualification, test and learn
Outcomes: Awareness of common mistakes and how to avoid them
4. Overcoming Call Reluctance
Key elements: internal/external causes, mindset, self talk, behaviour shaping attitude
Outcomes: A personalised plan to reduce reluctance and increase call volume
5. The Prospecting Call Structure
Key elements: pattern interrupt, mini contract, 30-second commercial, hook questions, close
Outcomes: Develop your own 30 second commercial and practice a repeatable call structure that participants can use immediately
6. Qualification: Revealing Surface Level Pain Key elements: pain questions, probing, metrics, commitment, emotional labelling
Outcomes: A qualification script that uncovers real problems and high-quality prospects
7. Handling Gatekeepers Professionally
Key elements: gatekeeper role, positioning, tone, confidence
Outcomes: Techniques for navigating gatekeepers without pressure or manipulation
8. Measuring Metrics, KPIs and Keeping Track of Activity
Key elements: activity tracking, call metrics, conversion ratios, pipeline movement, accountability, cookbook structure
Outcomes: A personalised daily activity recipe needed to achieve consistent results, along with a simple KPI dashboard to measure progress and improve performance over time
Book your place
- Build confidence on cold calls and overcome call reluctance
- Learn a simple, repeatable prospecting process that generates more opportunities
- Improve call quality with proven call structures and qualification techniques
- Handle gatekeepers professionally and increase access to decision-makers
- Track the right KPIs and activities to create a consistent sales pipeline
About the Trainer
With 23 years of sales experience as a business owner and sales manager for global firms, Lawrence helps business owners, professional sellers and those new to sales achieve meaningful growth and realise their ambitions. His background spans key account management, enterprise sales, new business development and consultative selling, giving him a deep understanding of what drives commercial performance.
Since launching his training and consulting practice in 2017, he has supported dozens of small and micro businesses across multiple sectors to build strategic, sales and marketing plans with a strong focus on practical execution.
Lawrence specialises in helping business owners and sales people break out of common sales traps — selling on price instead of value, relying on discounting to win deals, lacking consistent leads, low order values and chasing prospects who never buy. He brings two decades of hands‑on experience and proven offline and online sales and marketing knowledge, delivered in a straightforward, down-to-earth style, without jargon to help individuals and teams supercharge their growth.
