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Generating More Leads Than You Need: Finding New Customers Despite Social Distancing and the Recession


6 Hours

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About Generating More Leads Than You Need: Finding New Customers Despite Social Distancing and the Recession

There are two secrets to generating high-quality leads in today’s challenging selling environment. First, you need to know how the headwinds of COVID-19 and the recession are affecting various market segments so that you can focus your efforts on your most promising targets. Second, you need to learn and emulate the habits of the world’s best lead-setters so you can generate a bounty of new leads without the benefit of trade shows, customer visits, and other outside sales activities that social distancing mandates have crushed. Learn the best and worst prospects to approach based on up-to-date research on how COVID-19 and recession have impacted more than a dozen market segments. Discover how top-producing lead-setters are keeping their sales teams well-stocked with hot prospects despite the challenges all sellers are now facing.

After completing this course,
you will be able to:

  • Implement new and efficient ways to sell remotely and prevail despite fewer trade shows, customer visits, and other outside sales activities
  • Develop video selling strategies and tactics that will improve your results when selling remotely
  • Establish effective scripts for cold calls, warm calls, and even voicemails
  • Optimize your own approach to cold calling by first understanding why you would accept an incoming cold call
  • Research your targeted market segments, organizations, and prospects in advance to make cold calls “warmer”
  • Compose the perfect opening lines for your cold calling campaigns
  • Understand how attitude, smile, tone, and other factors impact your success when generating leads
  • Demonstrate confidence when addressing common objections encountered when cold calling
  • Determine ideal lists of prospects to cold call or warm call using proven techniques for doing so
  • Create emails with confidence using effective subject lines, closings, and postscripts
  • Employ the most useful sales performance metrics to measure both individual and team performance


What people saying

“The training - topics covered, resources, and quite frankly ongoing support and enthusiasm - is a breath of fresh air in the industry.  Especially for professionals who may not have a great sales manager, or are forced to sit through laborious and dreadful sales meetings.  Mark is a great leader - inspiring to take meaningful actions by the sales professional, propelling their career to new heights through the correct way to make sales! ”

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Jason Mulholland

Solar & Energy Efficiency Consultant at Tick Tock Energy

“Mark provided new ways to look at the sales process that should lead to more opportunities.”

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George Cullina

Energy Efficiency Consultant at Eco Lighting Services and Technology

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About the Instructor

Mark Jewell

Mark Jewell is a Wall Street Journal best-selling author and Stevie® award-winning speaker focused on applying energy solutions to create value. He has influenced energy decisions in three billion square feet of real estate. His company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms. Mark received his B.S. in Economics from The Wharton School at the University of Pennsylvania.