1. New business sales
pr ospecting and lead
gener ation master class
Introduction
This two-day intensive training course will provide participants with the proven
strategies and tactics to build a sustainable new business pipeline.
•
How to self-generate new business leads and opportunities
•
Gain additional business and referrals from existing customers and
contacts
•
Learn new and proven business-development skills
•
Hit your new business sales target every month!
Includes: On-line lead generation, Email
marketing,
telephone
appointment
making, networking and referrals, new
business skills and CRM management
This highly-interactive training course has
been specifically designed to provide sales
and marketing professionals, managers and
new business development consultants with
the
most-effective
tools,
tactics
and
techniques to develop new-business leads
and opportunities.
Delegates will leave this training course with
new skills and improved practical knowledge
on best practices in using five main methods
of generating new business sales and opening new accounts. It includes the best of
best online and off-line sales and prospecting techniques – uniquely combining them
for maximum effectiveness.
Who Should Attend?
•
Sales and Marketing Professionals, Managers and Directors
•
Business Development Team Members
•
New Business Professionals
•
Team Leaders and Supervisors
•
Administrators
Page 1

2. •
New business sales professionals
Overview
Generating new leads and new business can be both time-consuming and frustrating.
Creating and generating new business leads, calls or appointments is becoming an
increasingly important part of many businesses. However, it takes skill, careful
preparation and creation of effective “models” and methods, even perhaps using
formal approaches and scripts. Once generated a new lead or enquiry most be careful
managed to maximise the potential revenue conversion.
The overall objective of this seminar is to give delegates practical and proven methods
and tips to getting new business – that really work and can start working now!
Key Learning Points and objectives:
• Develop a clear and consistent
process to new businessdevelopment and lead-generation
• Master the secret of effective new
business-development and leadgeneration – “only sell the
appointment or next stage of the
sales process not your product or
service”
• Set and achieve the right level of
new business-development and
lead-generation activity to achieve
your personal and organisational
sales goals
• Apply the key principles of effective prospecting and pipeline management
generation using a proven toolkit and approach
• Be able to overcome most common put-off’s when new conducting telephone or
face-to-face business-development and lead-generation activities
• Develop an engaging telephone voice and manner plus 'networking personality'
• Qualify potential opportunities with more accuracy on a consistent basis
• How to prioritise opportunities and manage your time when sourcing new
business
• Online sources of leads, contacts and referrals
• Overcome psychological blocks to cold or warm calling - yours and the client's
• Identify potential prospects with greater accuracy and decision makers and
influencers within target prospects
• Make outbound sales or appointment calls with improved confidence, control
and results
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3. • Learn to how to improve your conversion of calls to appointments by using
more effective questions and sales messages
• Get past gatekeepers and assistants more effectively
• Time management and appointment scheduling; prospect tracking
• Utilise the best CRM software tools and solutions
Training Methodology
This
training
workshop
is
highlyinteractive and encourages delegate
participation through a combination of
lectures,
group
discussion,
practical
exercises, case studies, and breakout
sessions designed to reinforce new skills.
The comprehensive course manual has
been developed to be practical, easy to
use and facilitate learning.
Organisational Impact
• Improved public image and credibility
• Increased revenues through enhanced lead generation and brand awareness
• Competitive advantage in your marketplace
• Expanded market penetration of products and services
• Cost savings on new business-development marketing activities
• Improved target marketing
Personal Impact
•
The skills to design a comprehensive new business sales and marketing plan
•
A greater appreciation of the impact of proven sales technique when generating
new business opportunities
•
Increased ability to measure and monitor your new business sales and
marketing activities
•
Improved non-verbal communication and persuasion skills – by email, on the
telephone and face to face
•
The ability to combine social media and traditional marketing strategies to
generate new business leads, enquiries and opportunities
Programme Outline – Five essential areas for new
business-development
1. Online marketing: Linkedin for lead generation, email marketing, lead
generation websites, video based marketing
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4. 2. Making appointments by telephone: Planning the call, telephone techniques,
integrating with email and online marketing.
3. Power networking and B2B referral based marketing
4. Developing new business opportunities from a lead or enquiry
5. Organised persistence: CRM and prospect tracking
1. Online marketing: Social media, email marketing,
lead generation websites, video based marketing
•
Course overview and learning objectives
•
Choosing your social media channels
•
Linkedin for sales and marketing
•
Designing and implementing an effective new business email campaign online
•
Creating a lead-generation strategy online – with case studies
•
Avoiding common mistakes in social media marketing
•
Case study: Best Practices of Social Media Sales and Marketing
•
Using blogs and video-based marketing (YouTube)
•
New trends and keeping your finger on the 'socail media' pulse
•
Twenty essential websites and online marketing tools
2. Making appointments by telephone: Planning the
call, telephone techniques, integrating with email
and online marketing
•
Develop a clear and consistent process to appointment making
•
Master the secret of effective appointment making – “only sell the appointment,
not your product or service”
•
Set and achieve the right level of telephone activity to achieve your
appointment goals
•
Apply the key principles of effective prospecting and pipeline management
generation using a proven toolkit and approach
•
Be able to overcome most common put-off’s to seeing or engaging with you
•
Qualify potential opportunities with more accuracy on a consistent basis
•
How to prioritise opportunities and manage your time when sourcing new
business
•
Sources of leads, contacts and referrals
•
Overcome psychological blocks to cold or warm calling - yours and the clients
•
Identify potential prospects with greater accuracy and decision makers and
influencers within target prospects
Page 4

5. •
Make outbound sales or appointment calls with improved confidence, control
and results
•
Learn to how to improve your conversion of calls to appointments by using
more effective questions and sales messages
•
Get past gatekeepers and assistants more effectively
•
Time management and appointment scheduling; prospect tracking
•
The five keys to developing an engaging telephone voice and approaching
manner
3. Power networking and B2B referral based
marketing
• The importance, and different types, of networking
• How to work a room – preparation and strategy
• Communication dynamics in networking – the power of the listening networker
• Assumptions when networking
• Business networking etiquette
• Making connections, asking for cards, contact details and referrals, gaining a
follow-up commitments
• Building relationships – follow-up and follow-through
4. Developing new business opportunities from a
lead or enquiry – strategies for first time sales calls
• Gaining rapport and opening the first-time and new business sales call
effectively
• Advanced consultative selling: questioning techniques to quickly uncover
opportunities, need areas and preferences efficiently
• Presenting your solution to a new or first-time customer – creating an
enthusiastic and compelling personalised and persuasive summary of your
proposal
• Value message: Differentiate your solutions clearly and accurately with tailored
value statements
• Presenting the right USP's, features and benefits and making them relevant and
real to the customer
• Smart ways to position price, emphasis value and be a strong player without
being the cheapest or leading on price
• Learn and use advanced techniques to develop customer needs, value and
decision making criteria in depth on a first time call
Page 5

6. 5. Organised persistence: CRM and prospect tracking
•
Organised persistence – sales tracking, following up on 'sleeping' customers,
gaining referrals, time and territory management
•
Maintaining a good database for maximising new business ROI
•
Developing a contact strategy with different types and levels of contact
•
How to analyse your contact base using state-of-the-art software and tools
•
Review of main CRM systems and solutions
•
Your attitude makes a difference when sourcing new business
•
Setting SMART objectives for new business-development and lead-generation
•
Practical exercise: Setting Personal Development and Business Goals
•
Time management tips to improve daily productivity
•
New business pipeline management strategies for peak sales performance
•
Practical exercise: Developing your new-business action plan
•
Review and feedback
This course is available on an in-house and in-company basis.
Page 6

7. 5. Organised persistence: CRM and prospect tracking
•
Organised persistence – sales tracking, following up on 'sleeping' customers,
gaining referrals, time and territory management
•
Maintaining a good database for maximising new business ROI
•
Developing a contact strategy with different types and levels of contact
•
How to analyse your contact base using state-of-the-art software and tools
•
Review of main CRM systems and solutions
•
Your attitude makes a difference when sourcing new business
•
Setting SMART objectives for new business-development and lead-generation
•
Practical exercise: Setting Personal Development and Business Goals
•
Time management tips to improve daily productivity
•
New business pipeline management strategies for peak sales performance
•
Practical exercise: Developing your new-business action plan
•
Review and feedback
This course is available on an in-house and in-company basis.
Page 6