Creating Your Lead Generation Program

Learn the industry’s best practices on the overall sales process from Prospecting, Qualifying, Needs Analysis and Assessments, Connecting your value proposition to the customers issues. Tips to get through the Sales Process faster and Closing the Deal!


The MSP Lead Generation and Appointment setting course will include five live training sessions delivered in 60-minute classes. Designed for technology business owners, sales managers, and sales professionals, this training program covers industry best practices for selling contractual monthly recurring revenue and finding new accounts.

All five sessions will be recorded LIVE and delivered with a PDF workbook and related template exercises. For more information on James Kernan or Kernan Consulting please visit:

Additional information


Entrepreneurship, Marketing, Sales

How to create your sales playbook

Appointment setting 101

How to run the first and second prospect meeting

How to make customers for life – secrets to valuable QBR’s

How to create and present fantastic proposals that close

James Kernan smiling at you

James Kernan

Instructor, Consultant, Author

For the past 12 years, James has served as a Principal Consultant for Kernan Consulting and provides Coaching, Advising and Mentoring programs to entrepreneurs and leaders. Kernan Consulting offers One on One Coaching, CEO Peer Groups, M&A Consulting and online training programs.

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5w14 Creating Your Lead Generation Program

Specialist Certification Pathways

Meets Core requirement:

Meets Elective requirement:

This class is currently offered on-demand and is scheduled to be taught live starting Aug 09, 2022.
If you enroll in an on-demand course, you can attend future live classes at no extra charge.

Course Outline

Module 1 Class Introduction
Unit 1 Introduction  
Unit 2 Live Class Information  
Module 2 Class Content
Unit 1 Creating Your Sales Playbook  
Unit 2 Appointment Setting 101  
Unit 3 The Sales Process and How to Run Your Prospect Meetings  
Unit 4 How to Keep Customers for Life – secrets of QBR’s  
Unit 5 Creating and Presenting Amazing Proposals  

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