Most agencies think growth requires casting a wider net, but the truth is that the most successful ones grow by narrowing their focus. In this masterclass, you’ll learn how to achieve substantial revenue gains by qualifying out lower-value opportunities, allowing you to focus your resources on the prospects that matter most. The goal isn’t to do more, but to do less, strategically.

What you’ll learn:

• Qualify Opportunities Better: Understand why qualifying out can be just as important as qualifying in and learn the criteria to identify your best-fit clients.

• Convert the Right Opportunities: Focus your energy on prospects with the highest likelihood of converting and long-term alignment, reducing churn and increasing client satisfaction.

• Negotiate More Profitably: Gain confidence and skills in negotiating terms that benefit both you and your client, leading to more profitable and lasting relationships.

This session is packed with expert insights, actionable strategies, and hands-on tools you can implement right away. You’ll also get the chance to engage in peer-to-peer learning, exchanging real-life experiences and tactics with others on a similar path to growth.

Key Takeaways:

• Practical tools for sharpening your qualification process

• Proven techniques to increase conversion rates with ideal clients

• Expert strategies for conducting successful negotiations that build profitability and partnership

Agenda:

1. Market situational context and pitch process challenges

2. Insights into the mind of sophisticated buyers

3. How to qualify opportunities better

4. How to convert more of the right opportunities

5. How to prepare and run a successful negotiation

6. Close

Discover how doing less can mean more for your agency's sales growth.

Slides can be accessed here.

Scorecard can be accessed here.

🗣 Masterclass host:

Mike is a successful entrepreneur, ex-procurement director, and expert sales & negotiation consultant (according to his clients). He’s raised over £6.5m of acquisition/growth capital in his career and grown companies profitably to over £20m revenue - he’s also negotiated 100s of deals as a buyer worth over £500m in total.

Mike has a uniquely valuable perspective on business development, having worked on both sides of the table as a Procurement Director and an entrepreneur/sales-consultant. In one of his roles, Mike worked as a Procurement Director for a company now worth in excess of $1bn.

Mike works predominantly with sales/bus-dev teams to help them qualify opportunities better, convert more of the right opportunities, and negotiate more profitable deals, especially when procurement gets involved.