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VERSION:2.0
PRODID:-//Sales BootCamp Nigeria
CALSCALE:GREGORIAN
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X-WR-CALNAME:Sales BootCamp Nigeria
X-ORIGINAL-URL:https://www.salesbootcamp.ng/product/how-to-find-and-win-new-business/
X-WR-CALDESC:How to Find And Win New Business
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DTSTART;TZID=Europe/London:20260504T100000
DTEND;TZID=Europe/London:20260506T160000
SUMMARY:How to Find And Win New Business
DESCRIPTION:Course Outline Business development: overview and best practices Business development: definition and scope Account analysis and qualification: an overview The new landscape of account management and BD Understanding the buy-sell ladder model Client classification: building an ideal client profile Understanding and working the customer loyalty ladder The business planning process Using the STAR business planning process: Strategic analysis Targets and goals Activities Reality check Conducting customer surveys to identify important service criteria Preparing an account development plan Building client chemistry with F.O.R.M Re-defining your processes for breakthrough results Reviewing the selling process The selling process Functional product/service/company knowledge Unique/distinctive selling points The sales competitors analysis form Re engineering your team selling process to avoid mistaking motion for action The value-added selling process A simple framework for developing new business Create and deploy weapons Your best friend: the phone Creating a client-centered code of conduct (DART model) Designing and implementing key performance indicators Creating a balanced scorecard (business performance audit) Effective negotiation skills The definition of negotiation Some negotiation philosophies The difference between persuading and negotiating The five stages of the negotiation process The critical rules of negotiation The phases of the purchasing decision Establishing relative importance of differentiators Influencing decision criteria Vulnerability analysis Workshop: completing your negotiation plan Building and leading the business development team Stages in team formation Building a high-performance team Defining team roles The team motivation mix Management versus leadership Practices of exemplary leaders (industry practices) Writing business proposals that sell Writing a typical business proposal Formatting tips and tricks for winning proposals The process of developing successful project proposals Workshop: creating your own project proposal
URL:https://www.salesbootcamp.ng/product/how-to-find-and-win-new-business/
LOCATION:The Professional Place 9b, Ololade Odeyemi Close Anthony Village Lagos
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