B2B new business prospecting.
With a system, not depending on the day.
Most sales teams know how prospecting works. They just never get round to it. Our training makes winning new customers a fixed routine: 60 minutes a day, 5 decision-maker conversations, a pipeline that grows every week.
Trusted by leading B2B teams
What B2B new business prospecting means today
B2B new business prospecting covers every step a company takes to actively win new business customers: defining ideal customers, identifying decision-makers, making first contact, clarifying the need and following up until the order. Two routes lead to first contact. With cold calling you approach companies you do not know yet. With warm prospecting there is already a connection: an enquiry, a referral, a conversation at a trade fair. A good prospecting system uses both routes and relies on neither alone. B2B adds one more feature: one person rarely decides alone. Procurement, the technical department and management all have a say, and the sales cycle lasts weeks to months. Anyone who prospects only sporadically looks into an empty pipeline six months later.
Why winning new customers gets lost in day-to-day work.
Knowledge is rarely the problem. What is missing is time, structure and sometimes the will to pick up the phone. We see these four patterns in almost every sales team.
The Golden Hour method: winning new customers as a daily routine.
Instead of prospecting days that never happen, your team works with a fixed time slot. One hour a day, always at the same time, with a clear goal. It sounds unspectacular. That is exactly why it works.
Systematic new business prospecting in five steps
This is the path from ideal customer to order. In the training your team works through every step on its own target customers.
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1Define target customersWhich companies bring revenue, margin and a good working relationship? The result is a list of names instead of a target group described in adjectives.
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2Make first contactAn opening that shows relevance in the first seconds. No memorised script, but a hook that fits the company.
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3Clarify the needAsk instead of pitch. Anyone who understands the customer’s situation has to persuade less later. How this works in detail is shown in our guide to the prospecting conversation (German).
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4Qualify and follow upBudget, decision-maker, timeline, competition: a short deal checklist shows which opportunities are real. All others get a follow-up date instead of daily hope.
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5Secure the closeHandle objections, create commitment, hold the price. For the last point there is a separate negotiation training.
Six routes to new B2B customers
No channel wins on its own. In the training we decide which routes suit your market and train exactly the conversations that come out of them.
Trained on the real case.
You learn prospecting the way you learn to swim: in the water. That is why we work with your target customers, your objections and your products instead of textbook cases.
Our complete simulation format is called the Sales Challenge Course™. If you want to combine prospecting with other sales topics, you will find the overview on our page about B2B sales training.
What your team actually learns
We tailor the content in advance to your company, your real cases and the participants’ experience. The training works for newcomers as well as for salespeople with 20 years of experience.
- Mindset: what top performers do differently in prospecting and how reluctance becomes routine
- Defining ideal customers, researching contacts, preparing conversations
- The real decision-maker: who is the economic buyer and how do you reach them?
- The 7 steps of the prospecting conversation, authentic and predictable
- The first seconds: sparking interest without pitching
- Using the switchboard and assistants as support, even at large corporations
- Questioning techniques that make customers want to talk
- Recognising and picking up on the target customer’s needs and interests
- Qualifying with a deal checklist: which information do you really need?
- Handling objections in the first conversation with confidence
- Warm prospecting: turning enquiries and referrals into meetings quickly and cleanly
- Following up with commitment and securing the close
You can see who trains your team on the page about our sales trainers. All of them come from sales themselves.
Two books on new business prospecting by Marvin Verweyen (in German)
Both books contain the method from our trainings: as reading for the team, for preparation or as a reference afterwards.
The practical guide to active B2B prospecting. 22 proven strategies from over 500 trainings, ready to apply.
The book on the method: how 60 minutes a day builds a predictable pipeline. Without pressure and without rigid scripts.
Two tools for your prospecting (in German)
We use both templates in the training too. You can start with them today.
What participants say (translated from German)
“Absolutely recommended! Contacted new customers straight after the training and felt the difference immediately.”
“The sales training was great! Really fun, completely practical and immediately usable. Content to the point, no theory, just real practice.”
“As a newcomer to sales, Marvin got me ready. Thanks to his practical tips, every conversation now goes noticeably better!”
Frequently asked questions about B2B new business prospecting
Let’s talk about your prospecting.
Tell us how your team wins new customers today and where it gets stuck. We will tell you honestly whether and how a training would help.
We will get back to you on the same working day, guaranteed.
