New Business Development

This course aims to develop the skills and ability to win a consistent flow of profitable new business in both existing and new accounts.

We cover every aspect of New Business Development from identifying markets and potential clients, written communications, obtaining first meetings, to monitoring and winning the business and subsequent account development.

Objectives/Outcomes

Build confidence, skills and ability to deliver a consistent flow of profitable new business.
Identify target markets/customers and select the best fit targets.
Develop the skills required to win profitable business in new and existing accounts.
Create and develop a structured plan for new business delivery – Sales Platforms.
Reduce lead times for new business development.
Make real appointments to start the new business development process.
Put together a plan of action to drive new business.

Who should attend?

Given a one-team approach to new business development, anyone in a customer facing role and anyone who can participate in identifying and winning new business. We cover every aspect of New Business Development from identifying markets and potential clients, communications with clients, obtaining first meetings, monitoring and winning the business, through to strategic account development

Take your first steps for better Business Development

New Business Planning

There are lots of reasons to move over to us
What constitutes new business?
Why do we need a consistent flow?
How much new business do you need this year?
How will you make more time for new business?
How to win new business at improved margins
Utilising the SALSA sales process in new business development
Developing a realistic plan for new business success
The one team approach to new business

Market Platform

They don’t choose us, we choose them!
What markets are we most interested in?
What sources do we use to find new business?
Identifying high churn accounts
How do we shorten new business lead times?
Selection criteria for new accounts
Written communication that has impact
Getting past the gatekeeper
Appointment making techniques

Working Platform

Are we talking to the right people?
Qualifying accounts using the Project Framing process
Setting a Drop Dead Date to promote progress
How much time is spent on new business?
Accepting it’s a numbers game – measuring strike rates
Monitoring progress and results – progress grading

Buying Platform

Brickwalling customers to make time for new business
Winning new business from existing customers
Taking a larger share of the cake
Ensuring business is profitable
Selling, not giving away extras from the start
Account penetration process
Developing long term customer commitment
Action planning to drive results

Download our essential 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.

Want to speak to an Expert?

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button below or please see the Contact page for our details.

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