Full Day New Business Development Workshop

The Joni West Solutions New Business Development Workshop was born from Joni's desire to share her experience, techniques, and tips with people who need to sell. Beyond the financial rewards, the satisfaction of helping sales people dramatically improve their performance is truly a gigantic payoff for Joni. She has distilled her wealth of knowledge on how to get high level executives to meet with you and captured it in a very simple format. She identifies and teaches the specific actions that sales people must take to accomplish their goals.

Joni customizes the details of the workshop for each client and if necessary, can adjust the format as well. Prior to the workshop, both the sales people and the sales director will be sent a questionnaire to respond to. They will also be asked to bring a challenging situation to discuss. Typically, the workshop is facilitated in a conference room with approximately 10 participants sitting around the table. All of the key points of the workshop are contained in the Master Workbook, which is distributed at the beginning of the session. The workshop runs approximately 7 hours and is best handled as a full day commitment for the participants. The Master Workbook is a complete document of the specific steps, resources and content discussed in the workshop. It is approximately twelve pages and serves as a perfect check list for sales people. It also provides the sales force and sales management with a common vocabulary and set of steps for communicating with each other.

Joni is flexible in her approach to all things and will work with you to create a workshop experience that is right for your sales people and your company. The topics that will be covered in the full day workshop are as follows:

Joni West's Business Development Workshop Outline:
Exactly How to Open Doors to New Clients and New Business

PART 1: FROM A NAME ON A LIST TO THE COLD CALL TO THE FIRST MEETING

1. Define the prospects in your geographical region.
2. Setting up your system to organize and manage prospect information.
3. Where and how to collect research on your prospects.
4. How to stay current about your prospect with news tracking.
5. What to look for on the prospect's website.
6. Entering and tracking contact information in your CRM or salesforce automation system.
7. Investigating executives at your target accounts.
8. Leveraging existing relationships and personal networks.
9. Experiencing your prospect's products and/or services.
10. Spinning research into results. Using what you have learned about your target companies and executives to get the right people to meet with you. Finding the specific hooks that compel executives to meet with you.
11. Using industry knowledge that you possess to get in front of and educate potential clients. Why this works and leads to new business.
12. Making the call! Taking the chill out of cold calling. Discussion of how not to sound like everyone else. Exactly what to say when making calls to VP levels and director/manager levels.
13. Communication strategies for voicemail and executive assistants. Discussion of how to work these to your advantage.
14. Overcoming objections and getting referrals. Keeping track of your contacts and your promises.
15. Creative ways to stay in touch that demonstrate your value as an account executive or account director.

PART 2: DISCUSSION OF NEW BUSINESS DEVELOPMENT RESOURCES

1. Specific online research resources.
2. SEC Filings and how to use them.
3. Business books, trade magazines, and newspapers.

PART 3: HOW THESE TECHNIQUES WORK IN THE REAL WORLD

Discussion of real life cases using these steps to get meetings with targets.

PART 4: THE CLIENT MEETING THROUGH THE FIRST ENGAGEMENT

1. Preparation
2. The Presentation
3. Probing for projects and referrals
4. Closing the meeting
5. Following through on commitments and continue communication flow

Please call for the fees associated with Joni West's Full Day New Business Development Workshop