INB improves the effectiveness of salespeople’s demand generation activities and their ability to fill the pipeline with qualified opportunities. Participants learn to identify potential needs in target accounts, approach and gain credibility with customer executives, and successfully initiate new opportunities. It also gives an organization a common process and language for planning each customer interaction. For example, the process helps a salesperson create “valid business reasons” to open doors with new prospects and then identify important information and commitments from the customer to move the sale forward.
Working in small teams, participants critically analyse their current practices, and develop concrete plans to initiate new business. The practical, easy-to-implement methodology and supporting tools help participants to quickly incorporate concepts into daily business, resulting in a better pipeline.
Initiating New Business™ is suitable for account managers and others responsible for developing new business e.g. marketing, product management.
The two-day workshop begins both days at 8:30, ending at 19:00 on the first day, and at 17:15 on the second day. The first implementation review takes place about 3 months after the workshop.
To maximise the benefits of this workshop, participants complete a short assignment in which they critically analyse their current acquisition practices, and select the accounts on which to work during the program. Participants apply the workshop concepts directly on the accounts submitted.