The 2 Day Business Development Masterclass – Lucrum House

Unlock the Secrets to Building a Profitable Sales Pipeline and Converting Opportunities into Paying Customers!

London | Manchester | Glasgow

(click on preferred city above for full details)

Welcome to the ultimate two-day Business Development Masterclass, meticulously crafted for individuals working in the ever changing landscape of business-to-business sales.

This transformative workshop is your gateway to mastering the art and science of creating an effective sales pipeline – one that guarantees a consistent flow of genuine business opportunities.

Get ready to equip yourself with a comprehensive toolkit, strategic insights, and proven techniques that will revolutionise your approach to sales.

Who Is This Masterclass For?

This masterclass is tailored for professionals in business-to-business sales, irrespective of your experience level.

Whether you’re a seasoned sales veteran looking for a refresher or an enthusiastic newcomer eager to learn the ropes, this set of workshops is designed for you.

Whether you operate a small business or contribute to a multinational sales team, if your role involves identifying, nurturing, and converting sales opportunities into profitable relationships, this masterclass is your golden ticket to success.

What You Will Gain from Attending

At the end of this transformative masterclass, you will emerge with a newfound expertise and confidence, equipped to:

Develop Your Ideal Sales Pipeline: Walk away with a robust prospecting and business development plan tailored to your unique goals and aspirations.
Identify Key Players: Learn how to pinpoint the decision-makers within your target accounts and contact them strategically, maximising your chances of success.
Build Targeted Prospect Lists: Gain insights into creating prospect lists filled with individuals genuinely interested in engaging with you.
Set Achievable Targets: Understand how to calculate the number of leads needed to meet your goals, enabling you to work efficiently and effectively.
Craft a 5-Step Plan for Prospecting Success: Develop a clear, actionable plan that guides you through the entire prospecting journey, from initiation to closure.
Understand Customer Motivations: Delve into the psychology of customer buying motives, enabling you to tailor your sales pitch precisely to their needs and desires.
Enhance Your Communication Skills: Master the art of questioning and active listening, empowering you to create proposals that resonate with your clients.
Leverage Real-Life Examples: Utilize real-world case studies and examples to substantiate your concepts and solutions, enhancing your credibility and persuasiveness.
Overcome Sales Objections: Equip yourself with effective strategies to tackle genuine sales objections, turning challenges into opportunities.
Navigate the Sales Path with Confidence: Follow a clear, structured approach to closing sales effectively, ensuring a seamless transition from prospecting to conversion.

London | Manchester | Glasgow

(click on preferred city above for full details)

Workshop Details

Duration: 2 Days (9:30 AM – 4:45 PM)

Also Included in the Delegate Rate:

Comprehensive course materials
A complimentary copy of the best-selling book “Selling with EASE”
Delicious lunch and refreshments to fuel your learning journey
Post-course support: Email and telephone support from Chris Murray, your experienced guide and mentor.

Meet Your Course Leader: Chris Murray

Prepare to be guided by Chris Murray, the visionary force behind the Lucrum House Group – one of the UK’s most innovative training and development organisations.

Chris is not just a seasoned business coach; he’s an inspirational speaker and acclaimed author. With an impressive track record of delivering impactful training workshops and keynote speeches worldwide,

Chris has empowered countless individuals and businesses to achieve unprecedented sales success.

Chris’s bestselling books, including “Selling with EASE,” “The Extremely Successful Salesman’s Club,” and his latest release, “Five Point Prospecting,” have become industry benchmarks.

He was hailed as ‘The World’s Number One Sales Coach’ by the Sales Innovation Expo and featured in LinkedIn’s Top 40 ‘Global Sales Experts to Follow’ list. His expertise has attracted a diverse international client base, including renowned organisations such as Aggreko, SKY, Pearson, Poggenpohl and Carlsberg.

Chris’s passion lies in nurturing businesses and sales teams, ensuring they not only meet but exceed their sales targets.

His valuable contributions to esteemed publications such as CNBC.com, Entrepreneur, and The Huffington Post have cemented his status as a thought leader in the sales domain.

About Lucrum House Group

Lucrum House Group stands at the forefront of innovative training and development organisations in the UK. Our core philosophy revolves around delivering sales, management, and customer service training that genuinely works – no theories, no guesswork, just tangible results.

With a rich history of transforming businesses into sales powerhouses, the Lucrum House Group is your trusted partner in achieving unprecedented sales success.

Claim Your Spot Now!

Don’t miss this unparalleled opportunity to elevate your sales game to unprecedented heights.

Join us for the Business Development Masterclass and equip yourself with the skills, knowledge, and confidence to build a thriving sales pipeline and convert opportunities into paying customers.

Act now and secure your spot for a transformative journey toward sales excellence.

Unlock Your Potential. Master Your Sales. Secure Your Future.

London | Manchester | Glasgow

(click on preferred city above for full details)

London | Manchester | Glasgow

(click on preferred city above for full details)

London | Manchester | Glasgow

(click on preferred city above for full details)

London | Manchester | Glasgow

(click on preferred city above for full details)

FAQ’s About Business Development

What is a sales prospect?

A sales prospect is a potential customer or client who has shown interest or has the potential to purchase a product or service.

How do I identify potential prospects?

Potential prospects can be identified through market research, lead generation techniques, referrals, networking events, and social media platforms.

What are the key characteristics of a qualified prospect?

Qualified prospects typically demonstrate a need for your product or service, have the authority to make purchasing decisions, possess the financial means to buy, and are willing to engage in the sales process.

What is the best approach to reaching out to prospects?

The best approach often involves personalised communication tailored to the prospect’s needs and preferences. This can include conventional mail, emails, phone calls, social media messages, or in-person meetings.

How do I handle objections from prospects?

Most people react to objections such as price, lead times or quality concerns by either ARGUING, APOLOGISING or AGREEING with the statement the prospect makes. Instead, try to ascertain what it is that you don’t know about their concern by asking an open question.

What strategies can I use to nurture prospects?

Nurturing prospects involves staying in touch with relevant content, providing value through educational resources. Rather than reaching out, consider “customer attraction”. How can you build a relationship before even picking up the phone to book the meeting?

How do I prioritise my prospects?

Prioritise prospects based on their level of interest, buying timeline, budget, and potential for conversion.

What should I include in a sales prospecting email?

A sales prospecting email should be concise, personalised, and focused on addressing the prospect’s pain points or needs. Include a compelling subject line, relevant content, a clear call-to-action, and personalised touches.

How do I qualify a prospect effectively?

Qualify prospects by asking probing questions to understand their needs, budget, timeline, decision-making process, and any potential obstacles. Use qualification frameworks such as CUES and OVER Questioning strategies to do so.

What are some effective prospecting techniques?

Effective prospecting techniques include cold calling, networking, attending industry events, leveraging social media, conducting webinars, and using referral programs.

How do I maintain momentum with prospects?

Maintain momentum by consistently following up with prospects, providing relevant updates or information, offering incentives, and demonstrating ongoing value.

How do I handle a prospect who goes silent?

If a prospect goes silent, continue to reach out periodically with valuable content or offers. Use different communication channels and try re-engagement techniques such as sending a re-engagement email or offering a new perspective on your product or service.

How do I personalise my approach for different prospects?

Personalise your approach by conducting thorough research on each prospect, addressing their specific needs or pain points in your communication, and tailoring your solutions to match their unique requirements.

What metrics should I track to measure prospecting success?

Track metrics such as conversion rates, response rates to outreach efforts, lead quality, pipeline velocity, and overall revenue generated from prospects to measure prospecting success.

How do I handle objections related to pricing?

Most people react to objections such as pricing by either ARGUING, APOLOGISING or AGREEING with the statement the prospect makes. Instead, try to ascertain what it is that you don’t know about their concern by asking an open question such as “What makes you say that?” or “What are you comparing that with?”.

What is the best way to follow up with prospects after initial contact?

Follow up with prospects after initial contact by sending a personalised follow-up email or message, scheduling a follow-up call or meeting, or connecting with them on social media to continue the conversation.

How do I stay organised when managing multiple prospects?

Stay organized by using CRM software to track interactions, set reminders for follow-ups, prioritise prospects based on their stage in the sales cycle, and maintain detailed records of each prospect’s preferences and needs.

What are the most common mistakes to avoid in sales prospecting?

Common mistakes to avoid include being too pushy, neglecting to research prospects adequately, using generic outreach messages, failing to follow up consistently, and not adapting your approach based on prospect feedback.

What is the best training for someone who has to look after existing customers as well as prospect for new business?

For individuals tasked with managing existing clients while simultaneously seeking new business opportunities, a comprehensive training program is essential. The ideal course should be led by an experienced professional with a successful track record in both account management and prospecting for new business.

Look for training content crafted by recognised industry leaders, ideally with the course being led by such individuals. This ensures that you’re learning from someone with real-world experience and insights, enhancing the relevance and effectiveness of the training.

Is there any sales training that teaches prospecting as well as account management?

Consider a program like the two-day Business Development Masterclass, tailored for professionals in business-to-business sales. This transformative workshop equips attendees with the skills and strategies needed to create and maintain an effective sales pipeline.

Participants learn how to develop a robust prospecting and business development plan, identify key decision-makers within target accounts, and build targeted prospect lists filled with genuinely interested individuals. Additionally, the course covers setting achievable targets, crafting tailored sales pitches, and mastering communication skills through active listening and effective questioning techniques.

Is sales training a waste of time and money?

By investing in a training program led by experienced professionals and crafted by industry leaders, individuals can discover how to effectively balance the demands of managing existing clients and prospecting for new business, ultimately driving success in the ever-changing landscape of sales.