A proven methodology for optimising new business hunting
This programme will give salespeople the strategies, tools and confidence to engage in proactive hunting – an activity that is often avoided because it’s tougher than selling to existing customers. Participants will leave the programme with the knowledge and skills to help them target high-value opportunities, start stronger conversations and convert more new business.
Our New Business Hunting Masterclass Programme has been thoughtfully designed to improve outreach and to drive results.
For who
Sales
Executives | Sales Managers
Format
Virtual Workshops Self study
Duration
3 month
programme | 10-15 hours
ProgramME Objectives
The Programme draws on our extensive global experience and understanding of how the top-performing organisations in the world achieve outstanding sales results.
This practical, high energy programme has been designed to enable participants to:
- Build the confidence and mindset to proactively identify and pursue new business opportunities
- Plan and execute structured hunting strategies to target high-potential customers and markets
- Use AI and digital tools to research, qualify and prioritise prospects efficiently
- Initiate value-driven conversations that engage decision-makers early and create differentiation
- Craft effective outreach messages across channels (email, phone and digital) to increase response rates
- Manage and track hunting activity through CRM data and analytics for continuous improvement
Our NEW BUSINESS HUNTING ProgramME
the hunting mindset
Reframing new business development as a proactive, structured, value-adding activity
The difference between farming and hunting mindsets
Overcoming barriers to prospecting and new business pursuit
Setting meaningful personal hunting goals
Using data to identify attractive market segments
Using AI to research industries, trends and identify emerging opprortunities
targeting and planning the hunt
Turning insight into a focused, actionable hunting plan
Building a “hunt plan” – defining target customers, value hypotheses and outreach priorities
Using CRM and digital tools to track progress and focus effort
Prioritising targets for best return on effort
AI-assisted prospect research and account mapping
engaging the prospect
Opening meaningful conversations that earn attention and interest
Creating curiosity and value in first contact
Crafting messages and outreach sequences (email, social, phone)
Handling gatekeepers and objections
Generating and refining cold email drafts, LinkedIn messaging and call openers
converting interest into opportunity
Moving from conversation to qualified opportunity
Qualifying prospects efficiently and recognising buying signals
Framing discovery conversations to uncover real needs
Leveraging customer insights and success stories to create credibility
Analysing response data and refining approach. Developing next step actions and integrating learning into CRM workflows
