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    IN-HOUSE TRAINING · 2 DAYS · 5 TO 12 SALESPEOPLE

    Your prospect receives 60 sales approaches a week.
    Why would they respond to yours?

    View the programme
    THE REALITY

    B2B prospecting has become a profession in its own right.

    27

    contact attempts on average to secure one qualified meeting

    RAIN GROUP, 2024
    71%

    of B2B buyers want to be contacted early, when they are looking for new ideas

    HUBSPOT, STATE OF SALES 2025
    3x

    more meetings booked by top prospectors compared to the average

    GONG.IO, ANALYSIS OF 300M+ CALLS
    “Prospecting isn't in crisis.
    Unstructured prospecting has reached its limit.”
    THE ASSESSMENT

    Too many tools. Too little human contact.

    In 2026, your salespeople have more tools than ever. And fewer qualified meetings than before. It’s not a paradox. It’s a direct consequence.

    01
    Technique without understanding
    They were taught cold calling. The SPIN structure. The BANT framework. But nobody taught them to ask, before reaching out: what is this person actually experiencing in their role?
    02
    Automation without judgement
    AI tools generate lists, score leads, automate sequences. On the surface, efficiency. In reality, volume without relevance. And the prospect feels it instantly.
    03
    Multiple channels without a consistent message
    Email on Monday. LinkedIn on Wednesday. A call on Friday. Three channels, three different messages and no consistent thread. The prospect gets fragments, not a conversation.
    01
    Technique without understanding
    They were taught cold calling. The SPIN structure. The BANT framework. But nobody taught them to ask, before reaching out: what is this person actually experiencing in their role?
    02
    Automation without judgement
    AI tools generate lists, score leads, automate sequences. On the surface, efficiency. In reality, volume without relevance. And the prospect feels it instantly.
    03
    Multiple channels without a consistent message
    Email on Monday. LinkedIn on Wednesday. A call on Friday. Three channels, three different messages and no consistent thread. The prospect gets fragments, not a conversation.

    “When everyone shouts, whisper.
    When everyone automates, be human.”
    David Ogilvy, Ogilvy on Advertising, 1983

    OUR POSITION

    Tools help you get there.
    Human relationships remain the goal.

    At Keeshifts, we use digital tools. LLMs to generate sector-level hypotheses. Partner AI platforms to simulate difficult conversations. Enriched databases to build targeted lists. Sequencers to orchestrate multichannel outreach.

    But we will not confuse the tools with the goal.

    Carl Rogers, founder of humanistic psychology, called this empathic understanding of the internal frame of reference: seeing the world from the other person’s perspective, not your own.

    (Rogers C., Client-Centered Therapy, 1951)

    ✓LLMs for sector hypotheses and qualified list generation
    ✓Partner AI platform to simulate cold calls and messages
    ✓Sequencers to orchestrate multichannel outreach with consistency
    ✗Over-automation that removes the human element from prospecting
    ✗Techniques that ignore the real client
    WHO IT’S FOR
    • Junior and senior salespeople
    • SDRs · Business Developers
    • SMEs · Mid-market companies · SaaS · IT services firms · Complex B2B sales
    5 to 12 participantsQualiopi-compliant2 days + D+30
    WHAT WE ARE NOT
    • Another course on closing techniques
    • An agency that automates your prospecting for you
    • A software vendor selling you one more tool

    Keeshifts accelerates sales transformation.
    Tools help you get there. Human relationships remain the goal.

    THE METHOD

    Two tools. One sequence.
    In this order only.

    STEP 01

    INNERVIEW™

    Step into the client’s shoes before reaching out

    Before writing a word, opening a sequencer or picking up the phone, INNERVIEW™ helps you consider three aspects of your prospect. Start with sector-based hypotheses before the first contact.

    PAINS
    What holds this person back in their daily work
    GAINS
    What they’re trying to achieve for themselves and their team
    JOBS-TO-BE-DONE
    What they need to deliver in their role

    INNERVIEW™ uses LLMs and sector data to build these hypotheses quickly. AI identifies patterns. The salesperson checks, refines and adds the human context.

    STEP 02

    PRISM™

    Build the multichannel message that triggers a reply
    LetterDimensionWhat it means
    PPatternThe observed sector pattern: a hypothesis about a pressure point, not an assessment
    RResonanceWrite in the prospect’s words, not your jargon
    IImpactWhat the problem costs them: quantified, qualified and put in context
    SStructureA message you can read on mobile in 8 seconds
    MMessageFinal copy adapted consistently for each channel
    📧 EMAIL: Substance and argument💼 LINKEDIN: Signal and human connection📞 PHONE: Voice and real-time adaptation
    THE DATA

    What the studies say.

    0
    contact attempts for 1 qualified meeting in 2026
    RAIN Group, 2024
    0
    of the buying decision is made before the first contact
    Simon-Kucher, 2024
    0
    of prospecting emails are opened
    Salesloft, 2023
    0
    more revenue for salespeople with a structured process
    Salesforce, State of Sales, 2024
    60-70%
    of B2B content is never used by salespeople
    Forrester, 2023
    WHAT THEY LEAVE WITH

    Practical deliverables.
    Not slides forgotten the next day.

    2 days + on-the-job session at day 30

    ✓INNERVIEW™ mapping by sector and target profile
    ✓List of 20 qualified prospects built with AI
    ✓PRISM™ messages written: email · LinkedIn · call script
    ✓Cold call practice on a partner AI platform
    ✓Personal multichannel prospecting playbook
    ✓Personalised LLM prompts for independent prospecting
    ✓Access to a partner AI training platform: 30 days
    ✓Individual Qualiopi skills assessment grid
    Ways of working

    Practical information

    Target audience
    Salespeople, SDRs and business developers · SMEs and mid-market companies · 5 to 12 participants
    Prerequisites
    Min. 6 months sales experience · Prospect list available · CRM access required
    Duration
    14h (2 days) · In-house · On-site or remote
    Training approach
    Core concepts · ICP qualification workshops · Sequence building · Integrated AI tools
    Assessment
    Review of the existing prospecting plan · Call and email simulations · Completed sequence · Assessment immediately after training + day 30
    Time to start
    3 to 5 weeks
    Pricing
    On request · Skills development plan

    THE TRAINING PATH

    Related sales training

    Next step

    ASSERT™

    You have secured the meeting. Now turn it into a clear next step.

    Structure the meeting from the opening to a time-bound commitment.

    View sales meeting training

    For the manager

    OPUS™

    A prospecting method lasts when the manager keeps it alive.

    Train your managers to observe, ask questions and build weekly routines.

    View sales manager coaching training

    For your sector: IndustryB2B services

    NEXT STEP

    Prospecting without a system
    is like fishing in the open sea
    with no idea where the fish are.

    PROSPECT SMART™ gives you the system.
    In 2 days. Working on your actual prospects.

    Book my assessment call: 30 min

    30-min conversation · No commitment · Keeshifts