Although many companies see business development (the art of winning profitable new business relationships) as an integral part of their growth strategy, most sales people are not properly trained in the special skills required to be successful.

Consider the following:

• Many sales people do not have a clear, concise, and compelling value proposition. Research shows that in order to engage interest in a prospect your value proposition should be delivered within 10 seconds in a cold call, 20 seconds in a personal meeting (networking), or 2 minutes in a formal presentation.


• 80% of all new business is signed after the 5th meeting with a prospect and 90% of all sales people will have quit after the 4th.


• 8% of sales people produce 60% of all new business.


• Most sales people spend less than 30% of their time actually engaged with clients or prospects.


• 67% of all sales people do not ask for an order, or a commitment from their prospect to move forward, after a new business presentation


• 70% of all leads generated by traditional sales and marketing activities are never followed up.

We teach and coach a disciplined process and specific tactics for overcoming these statistics and deploying an effective business development process in your organization.

Planning for Success

• Developing S.M.A.R.T. goals and objectives and the right mindset and realistic strategies to maximize performance
• Integrating marketing strategy and tools into your business development process to maximize performance – we help sales people develop clear, compelling value propositions ensure they are focused on key target markets.

Organizing for Efficiency

• The average executive spends 45 minutes per day just looking for things.
• Top be effective, sales people need to manage 3 key areas - time, space, and knowledge.

Prospecting

• Prospecting is about generating a healthy pool of new customer opportunities through 4 main tactics - referrals, networking, cold-calling, and marketing based lead generation.

Pre-Approach Preparation

• In our experience this varies from no preparation to over 20 hours before the first call is made - now much is right for you?

Approach Strategies for New Prospects

• There are 6 strategies that work.

Presentation Skills

• SCI is pleased to offer the UP FRONT™ Presentation Skills Training. This is a dynamic 2-day program that develops powerful presentation skills.

Writing Effective Proposals

• The key in proposal writing is understand your prospects definition of value and to satisfy both the cognitive (informational) and emotional (comfort zone) needs of your prospect.

Negotiation Skills

• New business negotiation is about removing barriers to create agreement.

Performance Management

• Success in business development requires discipline, a willingness to step outside your comfort zone (but not your competence zone), and the ability to confront and overcome performance barriers.