Sussex Chamber Sales Academy
Winning New Business
Start Date: 5 October 2026
Duration: 6 Weeks
Format: Blended Learning Programme
Build a Sharper, Smarter Business Development Approach Designed for Success in Competitive Markets
In today's competitive marketplace, winning new business requires more than persistence. It demands focus, confidence and a consultative approach that creates value from the very first contact.
The Sussex Chamber Sales Academy: Winning New Business programme has been designed for B2B sales professionals who want to sharpen their business development skills and improve their ability to generate, progress and convert opportunities.
Through a blend of online learning, virtual workshops and practical application, delegates will learn how to target the right prospects, qualify opportunities effectively and create impactful outreach that gets attention. They'll gain the confidence to conduct meaningful discovery conversations, engage key decision-makers and move opportunities forward with greater momentum and success.
The programme combines sales theory with practical workplace application, ensuring participants immediately put their learning into practice with real prospects and opportunities.
Programme Schedule
Week 1 - 5 October 2026
Online Self-Managed Learning
Develop the foundations for successful new business development and prepare for the first virtual session.
Week 2 - 12 October 2026
Virtual Classroom 1
Interactive learning focused on prospecting, qualification and creating effective first engagements.
Week 3 - 19 October 2026
Workplace Practice & Application
Apply techniques with live prospects and opportunities.
Week 4 - 26 October 2026
Workplace Practice & Application
Continued implementation and refinement of new skills.
Week 5 - 2 November 2026
Virtual Classroom 2
Advanced techniques for discovery conversations, stakeholder engagement and advancing opportunities.
Week 6 - 9 November 2026
Implementation & Action Planning
Embed learning, review progress and create a practical action plan for continued success.
Overall Aim
To equip B2B sales professionals with the confidence, skills and structured approach needed to identify, engage and win new business opportunities in competitive markets.
Learning Outcomes
As a result of attending this programme, participants will:
- Understand the mindset required for successful new business development.
- Learn how to target and qualify the right prospects.
- Engage prospects with confidence and impact.
- Conduct effective discovery conversations that uncover needs and opportunities.
- Identify and influence the full buying group.
- Build stronger relationships with decision-makers and stakeholders.
- Advance opportunities effectively and gain commitment.
- Create a clear action plan focused on real business opportunities.
By the end of the programme, participants will have applied their learning to live prospects and be ready to implement their new skills immediately.
What You'll Learn
The New Business Mindset
- Developing the habits of high-performing sales professionals
- Building confidence and resilience
- Creating a proactive approach to business development
Prospect Targeting & Qualification
- Identifying ideal customers
- Prioritising high-value opportunities
- Qualifying prospects effectively
Prospect Engagement
- Creating impactful first impressions
- Developing messages that generate responses
- Building rapport and credibility quickly
Discovery Conversations
- Asking powerful questions
- Uncovering customer challenges and objectives
- Positioning value effectively
Stakeholder Management
- Understanding buying groups
- Identifying influencers and decision-makers
- Creating stakeholder alignment
Advancing Opportunities
- Maintaining momentum
- Handling early objections
- Securing commitment and next steps
Who Should Attend?
This programme is ideal for:
- Sales Professionals
- Business Development Managers
- Account Managers
- Sales Team Leaders
- Customer Relationship Managers
- Anyone responsible for generating new business opportunities
Why Attend?
Successful sales professionals understand that winning new business is a skill that can be learned, practised and refined.
The Sussex Chamber Sales Academy will provide you with practical tools, proven techniques and a structured approach to help you build a stronger pipeline, have better customer conversations and convert more opportunities into revenue.
Turn prospects into conversations, conversations into opportunities, and opportunities into new business.
Book your place today and take your business development skills to the next level.
Need Help Booking?
If you're having difficulties, booking for multiple staff or simply would prefer to pay via invoice - we can help!
Meet the Trainer!
