The Sales Institute · Specialist Course

New Business Development

How to build a predictable prospecting engine that keeps your pipeline full of high value opportunities

Duration

12 Hours

Format

Cohort-based

Delivery

On-site/virtual

Programme includes

8 practical modules with real-world application
Cohort-based learning alongside industry peers
On-site, virtual, or blended delivery
Tailored to your team's specific context
Sales Institute certificate of completion

Cape Town · Johannesburg · Durban

12 hours

Across 8 practical modules

Cohort-based learning

Learn alongside peers from your industry

On-site or virtual

Flexible delivery across South Africa

Sales Professionals

Those who are required to prospect for new oppotunities. This course is tailored for your role and context

"Build a repeatable prospecting system that helps you find better opportunities, start stronger conversations and keep your pipeline moving."

Programme structure

Programme overview

8 modules covering the practical skills, tools and behaviours in this programme.

Build your strategy

Builds the foundation for new business development through buyer journey thinking, multichannel outreach, mindset, value proposition and social proof.

Research your customer

Shows how to define ideal accounts, research customer context, uncover pain and trigger events, and qualify opportunities clearly.

Create your narrative

Helps participants build a prospecting narrative that leads with results, uses relevant examples and adapts across channels

Write high impact emails

Covers high-impact email writing, from subject lines and structure to relevance, calls to action, signatures, video and practical examples.

Engage over the phone

Develops phone engagement skills for inbound and outbound leads, including relevance, referrals, voicemail and getting past gatekeepers.

Social Selling

Shows how to use LinkedIn and Sales Navigator to build a credible profile, find prospects, engage consistently and move conversations to calls or meetings.

Other engagement elements

Explores additional prospecting tools such as video, useful content, WhatsApp, bots and social channels to support creative engagement.

Apply the system

Turns the prospecting approach into a repeatable system with channel combinations, cadence, email sequences and consistent execution.

What you will be able to do

6 outcomes. Open stronger new opportunities.

The biggest issue facing salespeople today is getting access to qualified, high-value prospects. Without a healthy sales pipeline, sales dry up. It has become a lot tougher to get access to decision makers and cold calling by itself is no longer working.

The solution: Target, Engage, and Optimise. Delegates will learn the right mindset, skills, tools and processes to create a healthy pipeline of potential new customers.

Plan your strategy: Identify your market and do some research - find the pain.

Engage: Build your personal brand and communicate your message. Use multiple channels - LinkedIn, e-mail, phone, voicemail, video, and WhatsApp.

Act decisively: Work on your mind-set and commit to doing the hard work.

Craft a compelling narrative: Structure a value-based story communicated via multiple channels.

Make those calls: To prospect successfully, you need to be able to have meaningful conversation on the phone.

Optimise the system: Scale the system by consistently implementing what works.

Is this programme for you?

Who should attend

Sales Professionals and others who are required to prospect for new opportunities

I couldn't believe it. Using the multi-channel approach, I started booking three times the appointments.

Financial Advisor, Sanlam