Course description
A TLSA programme designed for new business developers, account managers and sales people who are responsible for winning new accounts in a business to business environment.
Winning new accounts equips participants with the skills to:
- Profile prospects
- Develop a successful new business process
- Manage the new business sales cycle
- Win new business.
Additionally the programme features a personal project which challenges participants to activate the content with current prospects.
Upcoming start dates
Suitability - Who should attend?
Winning New Accounts is designed for new business developers, account managers and sales people who:
- Are responsible for winning new accounts that will develop into long term profitable relationships
- Manage high value sales opportunities that feature multiple stakeholders in the decision making process
- Aim to sell business solutions, not a product or service.
Outcome / Qualification etc.
The aim of the programme is to develop the new business skills and processes needed to win new accounts that will develop into long term profitable relationships.
Programme Outcomes
To deliver this aim the programme is focused on four outcomes in key areas:
1. Appointment Setting
To develop the skills needed to profile prospects and set appointments with key stakeholders.
2. New Business Process
To develop the skills to turn suspects into prospects. Most importantly identifying the break points when a decision is made to either progress, or walk away, from a new business situation.
3. The New Business Sales Cycle
To develop the skills and behaviours needed to manage the new business sales cycle from opening contact to agreeing business.
4. The New Business Sale
To develop the skills and behaviours needed to implement a needs based approach to selling in a new business environment.
Institute of Sales Professionals Certification
TLSA is an Institute of Sales Professionals (ISP) certified training organisation. This means our service and materials are quality assured by the UK’s leading professional body for sales and sales management.
Training Course Content
TLSAs Winning New Accounts is structured in four parts:
Part 1: Pre-work Assignment
The pre-work assignment engages participants in the programme. The assignment features two parts:
- The Qualities of the New Business Sales Person
Pre-reading on the personal skills and qualities needed to be a new business seller. - Personal Analysis
Based on the pre-reading, participants complete a personal analysis of strengths and development areas.
Participants have the opportunity to review and use the outputs of the pre-work at the ‘Winning New Accounts’ workshop.
Part 2: Winning New Accounts Workshop
This is an interactive two-day event in which participants discover the skills and behaviours of the new business developer. The workshop features:
- Pre-work review
- Profiling prospects
- Developing a new business process
- Appointment making
- Stakeholder management
- Managing the new business sales cycle
- Presenting a compelling solution
- Implementing five stages of the new business sale:
- Opening contact.
- Developing rapport.
- The needs analysis
- Compelling solutions.
- Closing the new account sale.
The workshop features a blended learning approach, featuring presentation, debate, role-play, syndicates, and case studies.
Case Studies
The case studies are a key part of the workshop. Created in the preparation stage, the case studies feature content based on your business.
The objective is to create an environment in which participants apply new learning to issues they face in their personal roles. Working in groups participants are challenged to plan and implement two role plays to test the learning:
- Needs Analysis: how to plan and implementing a needs analysis with a prospect
- Compelling Solutions: creating and selling a compelling solution to a prospect.
Part 3: Activation
In the eight weeks following the workshop participants complete a personal project with one, or multiple prospects.
The project features a series of tasks, which act as a catalyst to help participants:
- Get new business appointments
- Develop a new business process
- Manage the new business sales cycle
- Implement the new business sale
- Win new accounts and deliver sales.
Part 4: Return on Investment
A measurable return on investment is delivered at a coaching event following completion of the personal project. Individuals present their results to your key stakeholders and TLSA (optional). The event delivers three outputs:
- Activation: ensuring participants activate the learning in their personal roles.
- Evaluation: a clear view of how the programme impacts on business performance.
- Return on Investment: measurable results that identify personal development and the impact on the business.
Reviews
Average rating 5
Delivery Options: Fees
Winning New Accounts is available for delivery:
- In-house: at your offices or chosen venue for groups of up to 12 people
- Online: in a series of webinars
- One to One: if the programme is for one person this option is available with either a face to face or online delivery.
Please contact TLSA for more information.
TLSA Toolbox
Winning New Accounts Toolbox
As participants complete the workshop they receive six Winning New Accounts tools to support them in their personal roles:
1. Appointment Maker
A sales aid that helps new business developers generate a constant flow of appointments. The appointment maker provides a proven process to:
- Create the content of phone calls, emails, letters, and social media that engage prospects
- Plan and implement phone calls to ‘sell the appointment’.
2. New Business Process
A proven structure to create a profitable, repeatable new business process that develops a potential new customer through four stages:
a) Suspect
b) Prospect
c) Opportunity
d) New Account.
3. New Business Sale Planner
A planning tool that helps participants plan new business strategy, manage prospects and mitigate risk.
4. Needs Analysis
A great tool that the new business developer uses to plan and implement an in-depth needs analysis that will generate the information needed to create compelling solutions prospects will want to buy.
5. New Business Sale Qualifier
This powerful aid shows participants how to progress new business opportunities to a successful close, prepare accurate pipeline forecasts and identify coaching needs.
6. Winning New Accounts Notes
A great resource to revisit the content, the notes are professionally prepared, easy to use and available in digital or printed format.
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The Leadership and Sales Academy Ltd
At TLSA we partner with clients to develop sales management and sales teams that deliver outstanding sales performance. Our services include consultancy, psychometric profiling, capability assessments, bespoke training solutions and our ‘Ready to Go’ programmes. ‘Ready To Go’ is a...
When we engaged TLSA we were looking to put in place a consistent approach to new business development. TLSA were great at getting to the heart of the issue. They understands p...