Proactively Developing New Business

In-Company Course Overview

One of the most commonly heard criticisms levelled at sales people is that while they may be great at converting warm or reactive business, many are poor at actively finding and developing new business opportunities. The start and finish of a sales process are often considered the most difficult parts, combined with shifting sales styles from confrontational to consultative together with a supply heavy market, means new business generation is an absolute must. This course is designed to equip individuals with the confidence and the tools to undertake this defining sales task.

Who Should Attend

Anyone in an organisation directly or indirectly responsible for the winning of new business. This will include senior sales management taking a strategic point of view as well as area sales managers and salespeople requiring a direct approach.

Course Objectives

After attending this course, participants will have the ability to:

  • Understand and increase both ‘Wallet Share’ and ‘Market Share’
  • Gauge their own and their organisation’s appetite for selling
  • Categorise different sorts of activity relative to business development impact
  • Assess the relative merits of ‘Hunter’ and ‘Farmer’ philosophies
  • Apply the right mental mindset to seek more work
  • Use tools and techniques to improve prospecting activity and target the right type of business
  • Use solid initial procedures to drive the rest of the sales process.

Course Programme

What Is Selling?
Understanding the sales animal
Taking different approaches to the job
Defining the characteristics of a business developer

Starting At The Very Beginning
Initiating the sequence and countdown to sales success
Sourcing new business in relation to sales process
Keeping the sales pipeline full
Avoiding ‘flow pressure drop’

Selling Is A Piece Of Cake
Understanding ‘Wallet Share’ and ‘Market Share’
Balancing personal goals and company objectives
Maximising outcomes for company and customer

How Hungry Are You?
Gauging your appetite for selling
Categorise, time spent in different and indifferent modes
Cause and effect relationships in increasing business

Appraising Differing Sales Philosophies
Considering the Hunter vs the Farmer approach
Specialisation at the expense of deskilling
Selling for ego or acting with empathy
Seeking to fulfil a multifaceted role

Adopting A Prospectors Mindset
Initiating and working within a ‘virtuous circle’
Acting positively – at the right time
Dealing with rejection and set back
Generating confidence in yourself and others

Information Is Power
Getting the relevant contact details
Building up background to the approach
Innovating to be the one who offers most

Setting The Gold Standard
Focusing on the outputs required
Beginning with the end in mind
Getting to first base
Making sure we do the numbers

To discuss how this sale training course could help you find and develop new business opportunities or to talk through your requirements, including tailoring this course to suit your exact needs, please contact:

Claudine McClean
T:  +44 (0)116 366 2991
E: claudinem@structuredtraining.com