Most account managers in IT training inherit their book of business. Very few are ever taught how to open a new logo from zero.
We just published a course that treats new-logo prospecting as a repeatable process, not a personality trait:
- Build a scored, tiered target account list of 20+ net-new corporate learning prospects using firmographic criteria and ICP fit scoring
- Recognize the four trigger events that open buying windows, and set up a signal-monitoring stack so you see them before your competitor does
- Run a 10–12 touch outreach cadence across email and LinkedIn, with personalization effort matched to account tier
- Turn existing client relationships into a qualified referral pipeline with an outcome-anchored ask script
It closes with a full pursuit exercise: from first signal to first meeting, on your own accounts.
If your pipeline depends on what marketing hands you, this is the skill that changes that.
Course details and full syllabus: Outbound Prospecting & New-Logo Acquisition (B2B)
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