Prospecting Boot Camp in Southwest Virginia

The Challenge

While the Virginia Coalfield Economic Development Authority (VCEDA) has a strong foundation in business attraction and targeted outreach, staff needed more structure, tools, and confidence to engage executive-level prospects directly.

The challenge was to transform theoretical knowledge into actionable prospecting skills—from initial outreach to lead qualification and securing meetings. With global competition increasing, VCEDA also needed training on how to reach international firms, trade show attendees, and “hidden” leads through modern digital platforms.

The Solution

Camoin Associates delivered a fully customized Virtual Prospecting Boot Camp, designed to train VCEDA staff in real-world outreach using proven ProspectEngage® methods. The boot camp combined classroom-style learning, live coaching, peer roleplay, and cold-call practice.

Participants gained hands-on experience:

• Crafting concise, compelling pitches for specific industries
• Using email, LinkedIn, and phone to reach decision-makers
• Objection handling and follow-up strategy
• Building campaign cadences and using CRM and digital tools to track progress

Special focus was given to international prospecting, trade show prep, and competitive positioning for marketing missions.

The Impact

Participants left with improved confidence, clearer messaging, and a replicable framework to guide prospecting efforts across the year. The session helped shift VCEDA’s internal capacity from reactive marketing to proactive outreach, including techniques to:

• Break through noise and secure qualified meetings
• Target companies aligned with regional assets and goals
• Use AI tools and CRM systems for tracking and follow-up

The boot camp also resulted in a targeting strategy memo, a customized boot camp workbook, and live feedback that continues to shape VCEDA’s outreach success.

Services Provided:

• Prospecting boot camp design and facilitation
• Messaging and pitch development
• Lead qualification framework
• Trade show appointment prep
• Custom campaign cadence and targeting plan

Learn more about our Prospecting and Business Attraction services