Thursday 26 March, 10:30am - 12pm GMT

Winning new business is shaped by a series of conversations. Each one helps a prospective client understand the risk, value and commitment involved in working with you, and every interaction should move you closer to sealing the deal.

When these conversations are handled well, progress feels natural and decisions happen sooner. They influence expectations, trust and momentum long before a proposal is signed. This course will take you through a clear framework for managing the crucial conversations that turn prospects into clients, building credibility and momentum through relevance, perspective and trust. We’ll break down the sales process into key stages, from conversations that make sure your prospects are the right fit, to ways to gain progressive commitment. Identifying and prioritising the best prospects to focus on, we’ll ensure your energy is channelled into the right places. You’ll learn how to build a structured approach that not only creates value for buyers but also sharpens your competitive edge.

This online workshop covers

  • The ‘winning’ mindset

    Moving from vendor to trusted partner

  • Qualification conversations

    Identifying serious buyers

  • Building momentum

    Mutual milestones and commitments that nurture your relationships

  • Staying in control

    Gaining progressive commitment

  • Combatting ‘ghosting’

    Remaining relevant through high-value preparation

You will gain

  • Practical tools to take control of the sales process from inquiry to onboarding.

  • A clear set of criteria to decide if an opportunity is worth progressing.

  • The ability to navigate complex stakeholder alignment and "why now" attitudes.

  • Increased confidence and a new-found love of selling.

Pricing options

DBA members receive a discount off the standard price. To talk to us about joining the DBA, email [email protected]. Prices include VAT. If you're buying from outside the UK please email [email protected].

This course is one part of a three part new business course

Check out the other courses as part of the bundle.

Meet your trainers

Nicky Rinks

Nicky brings over 20 years of experience in the creative industry. She has held senior roles at agencies including Seymourpowell, Native, and Siberia, and for almost a decade has worked as a consultant helping design-led businesses strengthen their positioning, sharpen their new business approach, and build sustainable growth engines. Nicky is passionate about enabling creative teams to do their best work, supported by clear strategy, confident commercial conversations, and healthy client relationships.

Rich Banham

Rich brings more than 20 years of experience in strategic business development and operations to the team. With a background that includes leadership in a global investment bank's technology division, his career has been focused on building actionable roadmaps and optimising processes for high-growth firms. As a hands-on leader, Rich is committed to providing the support and infrastructure that empowers clients to turn ideas into reality.

Feedback on this course

If you're looking to refine your sales techniques and close more deals effectively, this course is a must. It provides a solid foundation and advanced insights into the art of converting leads and sealing the deal. Highly recommended for anyone in sales, business development, or customer relations!

Creative Director, GWCM

Very insightful course and a great framework to take forward into everyday working!

Studio Manager, Out of Nothing