New Business Development

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The Programme

The New Business Development programme is designed to help your business development team successfully identify, qualify, prepare and build new account opportunities. Teams will learn the skills required to identify and win new customers, and build strong enduring business relationships with them.

Relevant for:

• New or inexperienced Sales and Business Development teams
• Organisations with high stakes (and resource intensive) opportunities
• Organisations launch new products or venturing into new markets
• Organisations needing a consistent and sustainable processes for developing new business
• Organisations with too many opportunities and not enough resources

Outcomes

Participants Will

• Develop a consistent approach to identifying  and building new account opportunities
• Quickly identify prospects with the highest growth potential through more effective qualification and research
• Focus on filling the sales pipeline with appropriately qualified prospects and working with those prospects in a strategic way
• Plan the initial contact strategy for each prospect, analyse prospects’ needs effectively and correctly position your credentials
• Better understand your competitors’ strengths and weaknesses  and which strategies and skills are required to develop winning customer propositions
• Expand face-to-face strategic relationship management and influencing skills
• Be more skilled at developing persuasive “best-fit” proposals customised for each prospect’s needs.

What is Covered

• Defining your organisation’s products, services and competitive value proposition
• Targeting the market and qualifying your prospects
• Analysing decision makers and understanding what makes them tick
• Understanding and meeting the prospects’  needs
• Setting attainable objectives
• Developing effective account strategies and making the first approach to prospects
• Key message development
• Managing the account development process

Delivery Options

• One-on-one sessions
• Team programme
• Practicing the “theory” on a live new business opportunity.