Filling the Pipeline with Qualified Opportunities
Initiating New Business™ helps salespeople overcome the fear that often accompanies new customer acquisition by helping them answer the key questions:
Using a structured approach to targeting and approaching new prospects (or new parts of existing customers), Initiating New Business™ helps salespeople identify relevant, real and current business problems as the basis on which to create their approach.
Infoteam’s research (downloadable on the right) shows that the main reason a prospect will grant a new vendor a first appointment is if the meeting relates to a real and current business problem.
Initiating New Business (INB) provides a structured approach to “doing your homework” before making the first call, to increase the probability that the customer will be receptive, and grant you an appointment.
For salespeople, INB provides tools to:
For sales leaders, INB provides: