Prospector Research Corporation - IT Business Development (Prospecting-to-Contract) Course Overview + Certification
Website: www.prospector-re.com
Course purpose
This course prepares participants to identify IT opportunities, qualify and shape deals, build a high-conversion pipeline, and progress prospects from market research value proposition discovery solution fit proposal negotiation close. The curriculum aligns with core Business Development competencies including opportunity identification, relationship management, strategic planning, sales execution, market research, partnership development, contract negotiation, reporting, and technology utilization.
Who this course is for:
• Aspiring or current IT Business Development / Sales Development / Account Executives
• Technical professionals moving into client-facing roles (IT PMs, analysts, engineers)
• Small business owners and consultants selling IT services (AI, cybersecurity, cloud, ERP, analytics)
• Non-technical professionals entering technology sales/business development
Delivery format
• Duration: 6–8 weeks (recommended) or 3–5 days intensive (bootcamp option)
Mode: Virtual
• Learning style: Short lectures, demos, role-play, labs, real-world deliverables, peer reviews
• Learning outcomes (what you will be able to do)
By the end of the program, participants will be able to:
• Identify and evaluate opportunities using market research and competitor awareness.
• Build a repeatable prospecting strategy (ICP, targeting, outreach sequencing).
• Conduct discovery calls and document customer pains, jobs, and gains using a structured Value Proposition approach.
• Translate needs into a clear solution narrative and measurable outcomes (ROI, risk reduction, efficiency).
• Build and manage a sales funnel/pipeline with CRM discipline and forecasting practices.
• Create persuasive proposals and handle objections, negotiation, and contracting professionally.
• Present executive-ready updates using reports, metrics, and performance insights.