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Initiating New Business™

INB improves the effectiveness of salespeople's lead 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.

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Customer Issues

  • Insufficient number of qualified opportunities and too many «dead horses» in the pipeline
  • Reactive sales approach – aggressively waiting for the phone to ring
  • Difficulty approaching new customers and securing the first meeting to get a foot in the door
  • Failure to identify needs – meetings end with customers saying «call me in 6 months or send me information»

Solution Overview

  • Workshop concept examples are tailored to company specific business
  • 2-day workshop in which salespeople apply the concepts to selected target accounts
  • Ongoing coaching and implementation support to ensure fast and sustained impact on business results