FIND | Sales Prospecting & New Business Development
New business doesn't happen by accident.
Finding new customers is one of the most important responsibilities of any sales team, yet it's often one of the least structured.
Sure Train helps salespeople identify the right opportunities, approach potential customers confidently and create meaningful conversations that lead to new business.
Our practical training programmes develop the skills, confidence and consistency needed to build a stronger sales pipeline.
A stronger pipeline starts with better prospecting.
New business performance suffers when salespeople lack clarity on targets, chase unsuitable opportunities, or struggle to engage decision-makers. Relying on inconsistent prospecting often leads to pitching too early and failing to agree next steps.
Effective prospecting is about more than just increasing call volumes; it is about identifying relevant opportunities and creating worthwhile conversations that build the foundation for long-term growth.
Our FIND training programmes
Our FIND programmes help sales teams build a stronger, more predictable pipeline by improving how they identify, approach and develop new opportunities.
Prospecting Skills Training
- Identifying and prioritising prospects.
- Researching customers and markets.
- Developing relevant approaches.
- Starting meaningful conversations.
- Qualifying and progressing opportunities.
Effective prospecting begins with identifying the right potential customers and having a compelling reason to approach them. This programme develops targeting, research, prospect qualification, outreach and opportunity development skills. Participants learn how to organise prospecting activity, improve engagement and create more meaningful conversations with potential customers.
CORE Telesales Skills Training
- Preparing effective calls.
- Opening conversations confidently.
- Building relationships with gatekeepers.
- Engaging decision-makers.
- Questioning and listening.
- Agreeing meaningful next steps.
Telephone conversations remain an important part of finding and developing new business. This programme builds confidence in call preparation, opening conversations, engaging decision-makers, managing gatekeepers and asking effective questions. Participants develop a natural, structured and professional approach to telephone selling, with an emphasis on creating interest and agreeing worthwhile next steps rather than applying pressure.
Developing a Sales Strategy
Consistent prospecting requires clear objectives and a practical plan. This programme helps individual salespeople develop their own sales strategy, identify target markets, prioritise opportunities, organise sales activity and monitor progress. The emphasis is on translating commercial objectives into manageable, focused action that supports consistent performance.
- Setting personal sales objectives.
- Identifying target customers and markets.
- Prioritising prospects and opportunities.
- Planning sales activity.
- Monitoring performance and progress.
A practical approach to developing new business.
TARGET
TARGET
Identify the right potential customers and prioritise opportunities with genuine commercial potential.
APPROACH
APPROACH
Develop relevant, professional approaches that give prospective customers a reason to engage.
ENGAGE
ENGAGE
Create meaningful conversations, ask effective questions and understand potential customer needs.
PROGRESS
PROGRESS
Qualify opportunities, agree worthwhile next steps and build a more predictable pipeline.
Training that works in the real world.
Sure Train does not believe in generic, one-size-fits-all sales training. Our FIND programmes are tailored to your specific customers, markets, sales processes, and commercial objectives. We ensure the learning is relevant to the experience levels of your team.
Training may include practical exercises, realistic role plays, call preparation, and live sales activity where appropriate. Every session ends with individual action planning, ensuring an emphasis on applying new skills in everyday sales activity.
Experience that makes a difference.
20+ Years
Experience in sales training and development at all levels.
12,000+
People trained across a wide range of industries and sectors.
ISM Endorsed
We are a proud Institute of Sales Management Endorsed Training Partner.
Professional
Practical, commercially focused programmes led by experienced sellers.
Ethical
An ethical approach to winning and keeping customers long-term.
Richard Palmer
Founder of Sure Train and author of The Ethical Sales Handbook.
For teams that need to create more opportunities.
Sure Train provides practical FIND training that helps sales teams introduce more rigour and consistency to their new business activity. Our programmes are designed to benefit people and teams at all levels:
- New salespeople – Build confidence and establish effective prospecting habits.
- Experienced salespeople – Refresh approaches, improve engagement and develop greater consistency.
- Internal sales teams – Strengthen telephone conversations, decision-maker engagement and opportunity development.
- Field sales teams – Improve targeting, preparation and the quality of new business activity.
- Sales managers – Help teams adopt a more structured and measurable approach to prospecting.
Let's build a stronger new business pipeline.
Whether your team needs to improve prospecting confidence, develop better telephone conversations or introduce a more structured approach to finding new customers, we can help. Let's discuss your objectives and identify the training that will make the greatest difference.