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Account Development Training: Inner_about

Learn to develop and apply a repeatable lead generation approach to develop more sales opportunities and more business 

Online Course Overview 

Having the skills and ability to generate sales opportunities is an extremely valuable skill for many sales professionals.

We begin the course by exploring where we can find potential sales opportunities, starting with the internet, trade and news publications, business directories and finally looking at a more recent addition to the armoury of the sales professional social media, the social media section of this course will show your team how to use LinkedIn, twitter and even Facebook from a business perspective and demonstrate how to use these applications effectively without wasting time and how to avoid wasting their time on the wrong aspects of social media.

The next section of the course focuses upon how to approach the companies and individuals we have identified to generate sales opportunities and sales leads, we start by looking at the various ways we can make contact from telephone sales calls, emails and direct mail.

The final part of the session focuses upon developing sales opportunities from leads and potential leads, we take an in depth look at making sales calls and follow up calls, how to open a call, how to ask the right questions and how to secure a meaningful outcome from a sales call or follow up call.

Key Learning Objectives 

Taking salespeople through the full business development process and providing the skills and confidence to be able to generate more leads and sales opportunities including: 


  • Setting out your lead generation objectives

  • The importance of assertive and positive telephone language

  • Understand and how to use sales pipelines                                           

  • Rationalising business development 

  • Understanding why most business development activitiies fail

  • Successful Telesales habits

  • Setting Out Your LinkedIn Lead Generation Strategy

  • Identifying Contacts and Targets Who are you targeting?

  • How to find your ideal client?

  • Using internal LinkedIn Searches and Search Tools

  • Using External LinkedIn Search Tools

  • How to plan a business development call

  • Overcoming screening objections from the gatekeeper

  • Open call with the prospect and gaining interest

  • Using email to generate sales leads 

  • Using sms and WhatsApp to generate sales leads

  • Developing the right questions to ask in any sales situation

  • Delivering a value driven presentation / pitch

  • Effective techniques for converting leads into sales

Target Audience

• Business to business sales people                   • Business development managers

• Telesales people who need a refresher            • New sales people

• Client relationship managers                            • Internal telesales people

• Internal Account managers                              • Sales people who have had no formal training on the subject


Online course costs and what's included

  • Pre-training skills appraisal and questionnaire for each delegate

  • Pre-training call with the trainer for all delegates

  • Supported by a 12-week post-training coaching programme and 12 months of email and telephone support.

  • Comprehensive interactive training manual, course notes, and training material for each delegate

  • Individually designed created training and development action plan for all delegates

  • Individually created post-training support pack provided after the training sessions

  • Real situation scenario orientated training sessions

  • Post-training follow up material to all delegate

  • Practical sales toolkit including objection handling guide, prospect list template, email templates, and time management guides.  

  • 12 months unlimited post-training access to your trainer via email and telephone

  • Post-training support via email and telephone

  • Post Training Webinars

  • Post-training follow up call with the trainer

Course Costs

£299.00 + VAT

Delegate reviews for this course

Organisation and domestics - 99.8%

Course Content - 99.5%

Course Notes - 99.5%

Presentation - 99.4%

Knowledge of Training Staff - 99.6%

In Meeting your Objectives - 99.4%

Overall Enjoyment - 99.8%

Forthcoming Dates

Support to help you apply your learning 

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Understand, Design & Create

Every sales team is different and we work with our clients to deliver a training program to meet their individual needs via pre training questionnaires, assessments and development calls with your trainer.


Practical Tools & Support Resources

Alongside your course material and support program, we also provide a range of practical tools and materials to help you to embed the training.


Inspiring, Engaging & Relevant

Our training programs are designed to be inspiring, engaging but most importantly relevant to your teams day to day challenges, meaning you can apply the lessons and ideas from your training course into your day to day role straight away.


Post Training Videos & Webinars

Every delegate has access to a range of post training support videos and tutorials to provide additional support and access to our training webinars.


 Comprehensive Support 

Our training is never focused around a single day, every course is supported by a comprehensive 16 week interactive support program, each module is designed to make the process of applying the material into your day to day role as straightforward as possible.


Direct Access to The Training Team

Every delegate has direct access to their course trainer and the training team, throughout the training process to answer questions and provide support around specific challenges.

Make an enquiry about Business Development Skills

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