NEW BUSINESS DEVELOPMENT
SKILLS
SKILLS
Overview
This dynamic programme focuses on finding and converting new business for your organisation in the post-COVID-19 world.
The programme covers finding new leads, research to establish decision makers, strategies to influence your prospect to consider you as a potential supplier and techniques to make an initial appointment with the decision maker. The programme is highly motivational, interactive, participative and full of real-life industry examples. Each person attending will receive a copy of the MAX guide to New Business Development.
Business is Darwinism only the fittest survive. 
Robert Holmes a’ Court 1937 to 1990, First Australian Billionaire
Target audience
The target audience is anyone who is responsible for identifying, developing and converting new business opportunities. This programme would be suitable for both new and experienced salespeople who need to improve their business development skills.
Aim of the programme
To enable participants to utilise the key principles, processes and skills required to identify, qualify and convert new business potential for your organisation.
Programme content
We will fully explore the theory and the process required to develop and maximise new business potential. We bring the content to life with real industry examples and we also practice new skills to build confidence. The key content will enable participants to;
- Understand and utilise the MAX Sales Funnel model as the process they utilise to help them turn sales leads into buying customers.
- Understand why they need to make time to make sales and be able to utilise the Q2 time model to ensure they make time to make sales.
- Identify a wide range of sources including LinkedIn for sales leads and put in place simple processes to ensure they create a consistent flow of sales leads which contributes to their suspect list.
- Utilise a question-based prospect qualification criterion to apply to their suspect list which will enable them to research and identify which suspects move onto their prioritised prospect list.
- Understand how to create and utilise a ‘touchpoint’ sales and marketing strategy which includes using social media to warm up prioritised prospects towards a sales meeting
- Utilise key skills to get a face-to-face sales or virtual face-to-face appointment with the key decision maker
The Programme
When an individual learner or a team sign up to a programme then the experience begins.
We will send the individual The MAX Learning Guide on the subject they have signed up to. The MAX learning guide is a structured way to work through the programme. It provides space for learners to take notes and it has expanded information for ongoing reference.
We will schedule a 15-minute zoom call with each learner to welcome them to the programme, explain the aims and objectives and process and to discuss their individual learning objectives.
Learners will then be sent the link to an interactive online programme which they can work through at their own pace. The programme is set out in logical sections and works in conjunction with the learning guide. The length of the online programme will vary depending on the subject.
Having completed the online modules, learners participate in group session on zoom, with all the other learners on the programme. During this typically two-hour session, we will go deeper into the subject and answer questions to help people absorb and apply the training. Learners also benefit from the social interaction. During this session we will run a quiz on the subject with live scoring. This is designed to give a point to the training and to help validate the training.
Following the Group Zoom deep dive, each learner will be sent a link to additional online learning and the validation exam for the programme. The results will be shared with the learner and a certificate will be issued to people who graduate from the programme.
Each learner will then have a 1 hour Zoom coaching session with their Maxima coach. During this session, the learner will have the opportunity to explore any elements of the programme they need more help with. We will also be challenging the learner to confirm their action plan for using the learning in the real world.
£275 per person plus vat – Rate includes The MAX Guide to New Business Development Skills and access to online modules to support the programme.
Programme Leaders
Martin Pepper – Fellow of the Institute of Sales Management MD Maxima Training & Development
Martin is the Managing Director of Maxima Training & Development. Martin has held Senior Management positions in the airline and hospitality industries and was Director of Sales Training & Business Development World-wide for Forte Hotels before co-founding Maxima in 1995.
Martin is valued by clients for his experience, down to earth approach, fast pace, understanding of business reality, humour and his ability to communicate in a motivational style that makes people want to take action.
Martin has been made a Fellow of the Institute of Sales Management in recognition of his outstanding contribution in developing salespeople in the hospitality industry. Martin is a sought-after conference speaker on a range of subjects related to developing people to develop business.
Martin is a qualified trainer and coach through the CIPD and is a licensed Insights Discovery Practitioner. A life-long learner, Martin has resisted the temptation to complete a PHD on the basis that no one would take a Doctor Pepper seriously!
What our delegates say
Terms and conditions
On receipt of your booking Maxima will confirm your booking via email. Maxima will also invoice you the fee for the programme for which the payment is due on receipt. All fees must be paid prior to the training day.
Once booked, fees are not refundable, and cancellations are charged in full. Substitutions are allowed at any time. In case of sickness and or unavoidable problems on the day, then we will endeavour to get the participant onto the next available programme.
Maxima reserve the right to cancel or postpone any programme where minimum numbers are not obtained. In such a case, participants will be offered a full refund or a place on an alternative programme. Should a programme need to be postponed or cancelled, Maxima will notify participants at least 21 days in advance of commencement of the programme.
