New Business Development

Developing the ability to win a consistent flow of profitable new business in both existing and new customer accounts.

Every business needs new business.

A recent survey published in Management Today magazine asked business leaders, “What do you see as the biggest challenge to your organisation at the moment?”. 

For many businesses the top answers were finding new business and holding on to customers.  Given that most businesses lose, on average, 10% of customers each year and at the same time have growth plans for the year ahead, it is not surprising that this is seen as a vital factor for success.

There are some key questions that all businesses must ask themselves:

  • Does your business really focus on new business?
  • How much new business do you need in the next 12 months to achieve your targets?
  • Is there a consistent flow of profitable business coming in?
  • How capable are the sales team of generating new business?

Key Areas

  1. Introduction
  2. Platform Selling
  3. Tipping the Scales/Improving your Strike Rate
  4. How do I make more time for new business?

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Related Whitepapers.

Negotiating For Profit

Selling revolves around one key concept – persuasion. Negotiating can be looked at as a problem solving process in which the needs of both parties will be in part accommodated in the outcome.

New Business Development

One of the biggest challenges facing businesses today is finding new business, in addition to holding on to existing customers. Most businesses lose on average 10% of customers each year so a consistent flow of profitable business coming in is essential..

Value Selling

Successful sales people never lose sight of the main focus which is to sell in order to increase revenue. But, as the saying goes “you cannot put the same shoe on every foot”. The Value Selling process emphasises the importance of listening to your client before trying to offer a solution.

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