Win New Business - the Desktop Guide

Overview

In the race for new business, there are no prizes for coming second – after all, it’s a winner’s world

A major new book on how to develop business by a professional with extensive experience of both Europe and the USA. Packed with innovative ways of generating leads, here is a practical source of advice and techniques for winning new business from both new and existing customers. It provides the essential skills for:

• Analysing customer needs and building relationships
• Understanding the psychology of selling
• Writing successful proposals and making outstanding presentations
• Pushing through to win

Desktop Guides are a practical source of reference, guidance, techniques and best practice. They contain an abundance of checklists, charts, do’s and don’ts, summaries and special tips.

This training course is part of our collection of Sales & Marketing Training Courses which are designed to help you achieve successful marketing account management, sales growth and improve your, and your organisation's performance.

Reviews

‘Packed with useful information and should be essential reading for anyone in business development.’

Gloria Vergari, CEO, Norstar Biomagnetics Ltd

‘This should be on every business owner’s bookshelf!’

Patricia Nameishi, CEO, Marketing Concepts Asia

‘… has an excellent and logical structure with a clear and cogent writing style. It is a thorough primer for people in sales and business development and I commend it as such.’

John Dalton, Director, London School of Public Relations

‘I learnt more in two hours, eavesdropping on one of Susan’s training sessions, than I did in a six month course. I have eagerly awaited her book ever since and I am not disappointed. It is packed with useful information and should be essential reading for anyone in business development.’

Gloria Vergari, CEO, Norstar Biomagnetics Ltd, UK

‘This book has an excellent and logical structure with a clear and cogent writing style. It is a thorough primer for people in sales and business development and I commend it as such.’

John Dalton, Director, London School of Public Relations

‘This is a very useful book for anyone in sales and business development. The author takes the reader through the key stages of winning new business and provides many practical tips along the way.’

Ron Posner, Chairman, NetCatalyst, USA

‘The Desktop Guide to Win New Business is a must read for all entrepreneurs. It is a ‘how to’ book for obtaining new clients, devising a system to understand the needs of your prospects, mapping out an effective PR and sales strategy, and thus, putting your business out in front of the competition. This book is an insurance policy for success for all motivated business managers eager to get a leg up in their industry.’

Anthony J. Liga, Owner, Senior Security, USA

‘As an international business owner and consultant, I highly recommend this book to anyone who wants to take their business to new heights. This comprehensive and practical guide is packed with invaluable information and advice that will benefit you both professionally and personally. Hats off to Susan Croft for a well-written and very interesting book! This should be on every business owner’s bookshelf!’

Patricia Nameishi, CEO, Marketing Concepts Asia

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Content

Part one: Laying the groundwork

• Know yourself and your competition
• Generating leads: How to create the customers you want
• Creating personal and company visibility

Part two: Working the sales cycle

• Lead qualification
• Working the sales cycle and managing your leadsThe psychology of selling

Part three: Getting them to yes

• Consultative selling
• Writing winning proposals
• Winning the business beauty parade by making effective presentations
• Closing the business

Part four: Contributions and conclusions

• Tips from the trenches
• From the customer’s viewpoint By Bryan Lee, Principal Consultant, Cornwell Management Consultants, plc

Allyson Stewart-Allen, Director of International Marketing Partners, contributed to the chapter on Generating Leads.