Business development (sales) training
To maximise the chances of winning new customers, a good understanding of the business development or customer acquisition process is important. Some organisations hire dedicated salespeople who bring experience and know-how with them which in turn leads to the acquisition of customers and the successful sale of products or services. For other organisations, the sales effort is spread more widely across the business and there is a hope and expectation that the people delivering the sales solution will also be expert in generating such opportunities. In such circumstances, success can be more hit and miss as some people may feel ill equipped to win new customers and lack an understanding of the sales process and what it takes to convert contacts into customers.
Here at Galvanise, we have developed a series of training modules designed to inspire confidence and provide know-how and understanding of the customer acquisition process. Among key topics covered are:
1 - The elevator pitch or perhaps more commonly a means of addressing the “So, what do you do then? question. Having a clear proposition is vital and being able to demonstrate potential relevance and stimulate interest quickly is essential in a world that demands attention and distracts and diverts every minute of the day if allowed to. In order to do this, the tailoring of the message must change depending on the audience in question.
2 - Maximising your networking impact. Here we look at the huge varieties and forms of networking opportunity that exist (formal and informal) and consider how best to plan for them (when appropriate), what to do when the opportunity arises and how best to capitalise on their post event.
3 - Driving the customer meeting agenda. Having worked hard to secure a meeting with a potential customer it is vital that the value from such an opportunity is maximised. Pre meeting preparations, understanding how best to drive a meeting and conduct oneself are critical to this.
4 - Maintaining Contacts made and sustaining the sales pipeline. In business, timing is everything. Even where the strongest of impressions and a desire to work together is created, there may be obstacles in the way and progress is halted. Staying front of mind and finding ways to overcome such barriers is essential if relationships are to be converted into revenue generating situations.
5 - Taking an industry or sector led approach to market. Here we consider why a large proportion of businesses focus their efforts on a limited number (possibly just one) of industries or sectors. In particular, we consider how adopting such an approach enhances credibility, improves engagement and provides a platform for building marketing programs that resonate with potential customers.
6 - Driving the sales pipeline. As referred to in a blog appearing on this website, the development and driving of sales pipelines or “sales hoppers” requires a clear methodology or process. Such activity can take significant time and effort but once up and running can yield significant results. The sales pipeline can be built around industry sectors, geographic locations, specific customer preferences or interests, or a combination of each and others besides.
These are just some of the areas where guidance and support can be provided. Others are available upon request.
For a more detailed itinerary and a quote for delivery of any of the modules mentioned, please fill in the contact form or call the number listed on this website.