Sales Prospecting & New Business Development

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Sales Prospecting & New Business Development

New business development and sales prospecting is the lifeblood of every business, and covers the entire process from lead generation and appointment-making to closing sales.

However, the real challenge is not only winning new accounts, but winning the right new accounts. If that challenge is to be met, new sales generation needs individuals with the right attitude, skills and behaviours supported by a robust new business development process.

Our new business development and sales prospecting programmes are either tailored to meet your specific needs or delivered as an ‘off shelf’ solution. Typically they will cover:

1. The Qualities of the New Business Sales Person - the things that differentiate ‘hunters’ from ‘farmers’.

2. Defining Prospects - understanding how to prioritise target markets and then how to research and identify the key prospects in each sector by size, potential and geography.

3. New Business Process - how to create a new business development process through a 'new business plan' that ensures prospects are properly managed and time is invested in prospects with whom profitable relationships can be developed.

4. Winning Appointments - writing effective new business letters and e-mails; how to follow up with a structured phone call to 'close' the appointment; how to create a process that will ensure the right flow of appointments

5. Managing the New Business Sale - the key steps for managing the new business sale in a business-to-business environment – from the ‘first contact’ to the ‘live date’ using a defined set of activities

6. Defining and Closing the New Business Opportunity - defining whether a new business opportunity exists and then implementing the stages of the new business sale to win the deal

7. Skills to Manage the New Business Opportunity - the key skills of winning new business

8. Negotiation in the New Business Process - how to set the strategy for negotiation in new business; establishing the climate; bidding; tactics; closing the negotiation

A Sales Prospecting programme will help participants win more business by ensuring they leave with the skills to:

• Build and manage a prospect list
• Implement a robust new business process that ensures opportunity is maximised but time is not wasted
• Define and manage the new businesses opportunity
• Create a compelling value proposition
• Negotiate successfully
• Win the business

Next Steps

Contact us today to discuss your sales prospecting and new business development needs:

Call 0845 600 1556

Email us

TLSA The Sales Training Company

Sales Training / Sales Management Training / Sales Prospecting / New Business Development / Winning New Accounts