Learn how we can take your business and employees to the next level 

Deciding to acquire new customers Vs growing and retaining existing customers can be a fine balance in any business as given that it costs around 7 times more to acquire new customers and with a 5-25% success rate businesses can quickly and easily burn through cash as they seek to grow their market share.

It is easy on a practical level to list numerous prospects you would like to convert to customers, but our course teaches that firstly any new client acquisitions must be considered against the vision of your business. Conducting a cost to serve analysis at the earliest opportunity along with understanding the cost and timescale to convert the prospect to a client Vs the Customer Lifetime Value (LTV) all need careful consideration.

It is critical that business development people know the channels that new prospects are coming from, how to nurture them along the sales pipeline and what to do when the prospect stalls. The course looks at analysing how many prospects are converting, where and how they are converting and critically how many prospects need to be in the sales funnel to ensure that the growth is being met.

We continually see many businesses not having a clear process to assign a new client to inside/outside sales but rather the client staying with the business development person for an indefinite time. By not assigning the account over to a retention team after winning the business stunts your growth as the “hunter” has to turn into a “farmer” nurturing the account to win future business.

Why your team needs sales training

The lifetime value of referred customers is on average 16% higher than that of non-referred customers. 

Personalised emails improve click-through rates by 14% and conversion rates by 10%.

CRM system adoption increases sales by up to 29%

82% of B2B decision-makers think sales reps are unprepared


Who should attend Strategy, Business Development, Leaders 


Duration 2 Days

Delivery Instructor-Led Workshop

Qualification Certificate in Professional Business Development

Location Customers Premises or external room hire*

Participants 12 - 15 people


Align growth to the vision of the organisation

Client expectation Vs your abilities

Resources to win and service the client account

Buyers persona

Understanding where is the value in your offering to the customer

Learn what your customer most values

Relative Preference Data

Price Sensitive Analysis

Lead generation strategy

Sales channel opportunities

Inbound Vs Outbound marketing

Value proposition Vs Competitor

Forms of communication

Touchpoint system

Measuring and testing lead generation



Cascading to win

Building trust

Cultural differences


Selling when you are not the cheapest

Consortium selling

Tender bidding

Trade Exhibitions


Sales funnel and sales pipeline

Moving the prospect along the buying process

Handling the account over to the sales team


High Pay-Off Activities

1% Improvement


Primary Contractor and Tier Supply chain selling

Business Ethics


Safety and Security – soft and hard data, IP, talking outside, internet access

Request a brochure

stephen mccomb (1).png

People also viewed

bid management.png

Ready to move your Sales team to the next level?


For members of the press or those seeking to book Stephen as a keynote speaker.


Contact Customer Service for information on training and availability


  • Link to LinkedIn
  • Link to Twitter
  • Link to Facebook
  • YouTube

2020 Stephen McComb. All Rights Reserved