Getting access to qualified, high-value prospects is the biggest challenge facing sales professionals in South Africa today. Without a healthy pipeline, sales dry up — and the old approach of high-volume cold calling is producing diminishing returns. The Sales Institute’s New Business Development programme gives sales professionals the mindset, skills, and structured multi-channel system to fill their pipeline with the right prospects and convert more of them into appointments and closed deals.
The New Business Development programme is a 12-hour structured programme built around the Target, Engage, and Optimise methodology. It gives sales professionals the right mindset, skills, tools, and processes to create and sustain a healthy pipeline of potential new customers.
An overview of the NBD process and the multi-channel approach. Why cold calling alone no longer works and what a modern prospecting system looks like. How to build a bulletproof mindset, develop your value proposition, and collect social proof stories and case studies that support outreach.
How to identify and target the right prospects before making contact. Building an Ideal Account Profile (IAP), targeting 32–50 accounts, understanding your customer persona, conducting effective research, uncovering pain points, identifying trigger events, and defining qualifying criteria.
How to build a value-based story that generates prospect interest across multiple channels over time. Starting with the results you help customers achieve, providing context, referencing relevant customer examples, and building a narrative that appeals to both logic and emotion.
How to write compelling emails that drive responses. Writing engaging subject lines, structuring emails to be concise, scannable, standalone, and relevant, ending with a clear call to action, and embedding video into email outreach for higher engagement.
How to improve phone skills and secure appointments. Managing inbound leads, the steps to a successful outbound call, how to leave an effective voicemail, how to get past the gatekeeper, and how to look for internal referrals to warm up a cold call.
Using LinkedIn as a personal website and engagement platform. Building a profile that acts as a professional landing page, searching for the right prospects, engaging with content, connecting, qualifying, and moving conversations from LinkedIn to a live call or meeting. The value of Sales Navigator.
Additional prospecting tools for teams willing to be creative. The power of video in outreach, using useful content to educate prospects, WhatsApp, bots, and the role of Facebook, Twitter, and TikTok in a modern prospecting system.
How to turn individual tactics into a consistent, scalable prospecting system. Building your outreach story, setting your channel combinations (LinkedIn, call, voicemail, email), deciding on cadence, setting up email sequences, and implementing with discipline.
Identify your ideal accounts, research the right contacts, and understand the pain points and trigger events that make your solution relevant before you make contact.
Build your personal brand and reach out across multiple channels. Phone, email, LinkedIn, video, and WhatsApp.
Scale what works. Implement a consistent cadence, track what generates responses, and refine the system so results improve with every cycle.
Delivered at your premises anywhere in South Africa
Via Microsoft Teams, same content and facilitation quality
Structure and timing confirmed during scoping
The Sales Institute has spent over 25 years perfecting sales performance for the world’s leading brands. Our Certificate in Professional Selling has been trusted by sales teams at some of the world’s most recognised companies for over 25 years.
New business development training equips sales professionals with the mindset, skills, and structured system to find, engage, and convert new prospects into clients. It goes beyond cold calling to cover email, LinkedIn, video, and multi-channel prospecting approaches.
This programme is suited to any sales professional, business development manager, or client-facing professional who is required to generate new business. It is particularly relevant for those finding that cold calling alone is no longer producing results.
The New Business Development programme is a 12-hour programme. Delivery format and scheduling are confirmed during an the initial conversation.
Yes. The programme is delivered onsite at your premises across South Africa or virtually via Microsoft Teams, with the same content and facilitation quality in both formats.
Yes. Module 6 is dedicated to social selling via LinkedIn, including building a prospect-facing profile, the engagement process, and how to use Sales Navigator to identify and connect with the right decision-makers.
Contact us directly and we will structure the programme around your team size, experience level, and scheduling requirements.
