MAX New Business Dev Skills

Max New Business Development Skills


This dynamic one-day programme focuses on finding and converting new business for your organisation. The programme covers finding new leads, research to establish decision makers, strategies to influence your prospect to consider you as a potential supplier and techniques to make an initial appointment with the decision maker. The programme is highly motivational, interactive, participative and full of real-life industry examples. Each person attending will receive a copy of the MAX Guide to New Business Development.

Target Audience

The target audience is anyone who is responsible for identifying, developing and converting new business opportunities. This programme would be suitble for both new and experienced salespeople who need to improve their business development skills.

Aim of the programme

To enable participants to utilise the key principles, processes and skills required to identify, qualify and convert new business potential for your organisation.

Programme Content

We will fully explore the theory and the process required to develop and maximise new business potential. We bring the content to life with real industry examples and we also practice new skills to build confidence. The key content will enable participants to:

  • Understand and utilise the MAX Sales Funnel model as the process they utilise to help them turn sales leads into buying customers.
  • Understand why they need to make time to make sales and be able to utilise the Q2 time model to ensure they make time to make sales.
  • Identify a wide range of sources including Linkedin for sales leads and put in place simple processes to ensure they create a consistent flow of sales leads which contributes to their suspect list.
  • Utilise a question-based prospect qualification criterion to apply to their suspect list which will enable them to research and identify which suspects move onto their prioritised prospect list.
  • Understand how to create and utilise a 'touchpoint' sales and marketing strategy which includes using social media to warm up prioritised prospects towards a sales meeting.
  • Utilise key skills to get a face to face sales appointment or show round with the key decision maker.

 Programme Duration

One day - 0915-1700

Programme Fee

£350.00 per person plus vat.

Rate includes training, training materials, The MAX Guide to New Business Development, morning and afternoon refreshment and lunch.
If you book two or more people on the same programme, then we can offer the special rate of £325.00 per person plus vat.

Programme Leader

Martin Pepper- Fellow of the Institute of Sales Management - MD of Maxima Training & Development
Martin is the Managing Director of Maxima Training & Development. He has held Senior Management positions in the airline and hospitality industries and was Director of Sales Training & Business Development, Worldwide for Forte Hotels, before co-founding Maxima in 1995.

Martin is valued by clients for his experience, down to earth approach, fast pace, understanding of business reality, humour and his ability to communicate in a motivational style that makes people want to take action.

Martin has been made a Fellow of the Institute of Sales Management in recognition of his outstanding contribution in developing salespeople in the hospitality industry. Martin is a sought-after conference speaker on a range of subjects related to developing people to develop business.

Martin is a qualified trainer and coach through the CIPD and is a licensed Insights Discovery Practitioner.
A lifelong learner, Martin has resisted the temptation to complete a PHD on the basis that no one would take a Doctor Pepper seriously!

What the delegates say

'An absolute delight. I have just started my role as Corporate Sales Executive, and I believe new development training gave me a great introduction to my role.'

'Martin Pepper was inspiring and extremely helpful with any questions I had.'

'I would highly recommend the new development training to anyone in sales roles.'

'Just like to say thank you to Martin and the team, thoroughly enjoyed the new business training day! The course was very helpful, with all the tips and tricks, hopefully I will be able to secure some new leads. The venue was perfect, really easy to find, perfect that is was close to the shops.
Maxima lead some great courses, I will definitely look into some more for the future.'

'A well-paced day, very relevant content and backed up with strong evidence from real life situations. Martin was a very engaging trainer, and good venue and facilities.'

'One of the best trainers I've come across - full of energy, very keen and very impressed with the course. I was a bit apprehensive before going on the training but all that was dispersed immediately, nobody felt pressure with the role plays.'

'I really enjoyed the training. Learnt quite a few things including techniques that I had not thought about before. I have already started using them, time management and the introductions and had some really positive outcomes.'

'The course was very informative throughout the day; Martin is great and kept the group engaged with both inactive work and tasks. '

'The training was very good, very impressed with Martin, his way of delivering the information and his solid knowledge in this field, looking forward to attending some more training.'

Open Programmes which Dovetail with this Programme

MAX Face-to-Face Selling Skills

MAX Negotiation Skills

MAX Account Development Skills

MAX Sales Conversion from Show Rounds




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