Too many weak leads
Sales teams spend time chasing contacts that do not fit the ideal customer profile or show no clear business trigger.
Sales Hunting Program
The Hunt
Create qualified opportunities, not just leads.
The Hunt helps B2B sales teams identify the right targets, create relevant outreach, qualify real business potential, and secure the next step with CRM-ready discipline.
Includes a free practical playbook with targeting, outreach, qualification, and opportunity summary templates.
Most teams do not have a prospecting problem. They have a relevance and qualification problem.
The real challenge is not simply finding more names. It is knowing which accounts deserve attention, why the timing matters, how to start a relevant conversation, and when an opportunity is real enough to pursue.
Generic outreach
Messages are ignored because they sound like every other sales email and fail to connect with the prospect's business context.
Activity without quality
CRM activity increases, but managers still cannot tell which opportunities are real, urgent, or worth coaching.
Shallow qualification
Salespeople get interest, but do not test need, urgency, value, authority, timing, or next steps with enough discipline.
Hunting is a discipline.
The Hunt reframes prospecting as a structured path from market signal to qualified opportunity. Participants learn to think like opportunity creators, not activity generators.
- 01Identify the right target
- 02Study the signals
- 03Outreach
- 04Qualify the opportunity
- 05Secure the next step
- 06Document the opportunity
A name is not a lead. A reply is not an opportunity. A qualified opportunity has evidence, value, urgency, and a next step.
Formats
One process. Three modes of delivery.
The Hunt is not three separate options to pick between — it's one continuous process, framed by an included discovery kickoff and post-seminar coaching. At its core are three complementary formats, each chosen for the best learning experience at that stage.
Included · 60 min kickoff call
Discovery Phase
Before day one, we map your team's current targeting, outreach, and qualification practices so the program is calibrated to your market, your CRM, and your sales motion.
3 x 30 min interactive game
E-Learning
Participants discover the logic of hunting: identify the right target, create relevance, open a conversation, qualify business potential, and secure the next step.
Skills
- Targeting: select the right accounts or prospects.
- Outreach: craft a relevant first message.
- Qualification: determine whether there is a real opportunity.
Tools
- Ideal Customer Profile
- AI account research prompt
- Qualification scorecard
Output: First hunting score and qualification scorecard.
3 x 90 min online role-play
Live Online Sales Simulation
Participants apply the hunting logic in role-play scenarios as salesperson, prospect, manager, and observer. They learn to move from contacting people to creating a real business conversation.
Skills
- Defend target selection using customer, market, and trigger information.
- Practice outreach conversations by phone, email, LinkedIn, or Teams.
- Ask SPIN-style questions to qualify need, urgency, value, authority, and next steps.
- Personalize an AI-drafted outreach message before it goes anywhere near a prospect.
Tools
- CRM prospect profile
- Outreach script, email, and LinkedIn message template
- Discovery Question Bank and qualification grid
Output: Outreach and qualification simulation.
2 x 6h practice
In-Person Seminar
Participants build a complete hunting strategy for a realistic market, segment, or account portfolio. They connect targeting, outreach, qualification, CRM discipline, and opportunity creation.
Skills
- Build a target account list with prioritization.
- Design a multi-touch outreach sequence.
- Conduct qualification simulations and decide which opportunities deserve follow-up.
Tools
- Target account prioritization matrix
- Qualified opportunity summary ready for manager review or handoff
Output: Qualified opportunity summary ready for manager review.
Included · 3 x 30 min follow-up
Coaching
Three follow-up coaching sessions in the weeks after the seminar, reviewing real accounts, real outreach, and real qualification calls so the discipline sticks after the room empties.
Core Skills
The three core skills of opportunity creation
The Hunt focuses on three commercial skills that determine whether prospecting produces noise or qualified pipeline.
Targeting
Select the right accounts using ideal customer fit, market signals, buying triggers, business potential, and accessibility.
Outreach
Craft relevant first messages by email, LinkedIn, phone, or Teams using a clear business reason and a low-friction next step.
Qualification
Use SPIN-style questions to test need, urgency, value, authority, timing, and whether the next step is worth pursuing.
Tools
Practical tools participants can use immediately
The Hunt is designed around tools, not theory. Participants leave with templates that can be used in real sales work, manager reviews, and CRM updates.
MEDDIC-inspiredFind, qualify, and map the right accounts
Ideal Customer Profile
Clarify which accounts deserve commercial attention.
Try it →AI Account Research Prompt
Use AI to structure account context, triggers, and buyer hypotheses.
Try it →Target Account Matrix
Prioritize accounts by fit, potential, urgency, and access.
Try it →Stakeholder Mapping
Map the buying committee by influence and support.
Try it →SPIN-inspiredOpen, question, and qualify the conversation
Outreach Message Template
Write concise, relevant first-contact messages.
Try it →Discovery Question Bank
Prepare questions that reveal problem, impact, and value.
Try it →Qualification Scorecard
Score whether a conversation deserves follow-up.
Try it →CRM Prospect Profile
Capture the minimum useful information for manager review.
Try it →
Free Sales Resource
Get the free Hunter's Playbook
Use the playbook to bring more discipline to prospecting. It gives your team practical tools to identify the right accounts, research buying triggers, write relevant outreach, ask better qualification questions, and prepare a manager-ready opportunity summary.
What is inside the playbook
- Baseline metrics, commitment & session tracker
- Weighted ICP scorecard (auto-calculating)
- Target account prioritization matrix (auto-calculating)
- Disqualification rules
- Buying-trigger research checklist & AI research prompt
- Multi-channel cadence planner & outreach message builder
- SPIN-style discovery question bank & objection matrix
- Qualification scorecard (auto-calculating)
- Qualified Opportunity Summary (manager-ready)
- 30-day action plan, weekly rhythm & self-assessment
The playbook is designed for salespeople, sales managers, and sales enablement teams who want better opportunity creation without adding unnecessary complexity.
Now fully interactive — fill it in online, it autosaves in your browser, and prints to a clean 5-page workbook. Get instant access with the form.
FieldEdge Academy
The Hunter's Playbook
From target account to qualified opportunity
- 1 · Territory
- 2 · Target
- 3 · Approach
- 4 · Engage
- 5 · Convert & Sustain
Get instant access to the playbook
No spam. Instant access to the interactive playbook.
Final Output
The final deliverable: a manager-ready opportunity summary.
Participants do not leave with theory only. They leave with a concrete opportunity artifact that can be reviewed by a manager, entered into CRM, and used to decide the next commercial action.
The result is not more activity. The result is better evidence for commercial action.
Qualified Opportunity Summary contents
- Target account
- Segment or portfolio
- Why the account fits the ICP
- Trigger or business signal
- Key contact or role
- Outreach angle
- Qualification notes
- Opportunity score
- Recommended next step
- CRM action
- Manager recommendation
Built for B2B teams that need better pipeline quality
The Hunt is useful when sales teams need to focus their efforts, improve outreach relevance, qualify opportunities more consistently, and create a common language between salespeople and managers.
Sales representatives
Account managers
Business development teams
Territory managers
Key account managers
Sales managers
Sales enablement leaders
Commercial excellence teams
Marketing and sales alignment teams
Best fit: B2B teams with defined territories, target segments, account portfolios, or growth priorities that require disciplined opportunity creation.
Your Instructors
Learn from people who have built pipeline and closed the deal
The Hunt is co-founded and taught by two instructors who bring academic rigor and 25+ years of field experience in B2B sales.
Sol Tanguay, MBA, Ph.D.
Professor of Information Systems & eBusiness, McGill University, Desautels Faculty of Management
Sol is a co-founder of FieldEdge Academy. Over a 25+ year career spanning academia, entrepreneurship, and consulting, he has built lead-generation pipelines, closed millions in deals, and helped B2B sales organizations across North America and Europe. He is also a worldwide trainer for Michelin.
Leads: Targeting, outreach, and qualification — the hunting logic behind creating a real business conversation.
Pablo Gray, MBA
Faculty Lecturer in Marketing, HEC Montréal
Pablo is a co-founder of FieldEdge Academy. With over 25 years of high-touch enterprise selling across North America and Latin America, he has built and led sales teams at Fortune 500 and high-growth companies, closed millions in complex deals, and specializes in Key Account Management, executive-level negotiation, and cross-border deal strategy.
Leads: Stakeholder mapping, value case, and negotiation — turning a qualified opportunity into a closed deal.
Delivered in English, French, and Spanish.
Pilot Cohort
Ready to turn prospecting activity into qualified opportunities?
Run The Hunt as a pilot with a sales team, account portfolio, or strategic segment - or start by downloading the free Hunter's Playbook.