Includes a diverse range of case studies and exercises to develop the appropriate skills necessary to become a successful business development specialist.
Covers presentation skills and self-assessment tools.
Identify key functions and best practices in business development (BD).
Understand the importance of business planning to align with market requirements and customers.
Utilize negotiation skills to create clear differentiators in sales and marketing and neutralize competition.
Build and lead a high-performance business development team to effectively seize business opportunities.
Write effective proposals aimed at business growth and improving sales outcomes.
Sales representatives, sales supervisors, managers, and customer account managers who want to professionally develop themselves by leveraging business opportunities and enhancing their management and skills.
This course also targets professionals who face challenges with potential clients that can support their performance and job functions.
Business Development: Overview and Best Practices
Introduction and scope of business development.
Overview of customer account analysis and efficiency.
Understanding the buying and selling ladder model.
Understanding customers and gaining their loyalty.
Building relationships with customers using the F.O.R.M model.
Business Planning Methodology
Using the STAR methodology for business planning.
Targets and objectives.
Conducting customer surveys.
Developing a customer account development plan.
Developing and implementing key performance indicators.
Effective Negotiation Skills
Definition of negotiation.
Some negotiation schools.
Difference between persuasion and negotiation.
The five stages of the negotiation process.
Important rules in the negotiation process.
Negotiation during the sales process.
Stages of the purchase decision-making process.
Workshop: Completing the negotiation plan.
Building and Leading a Business Development Team
Team formation stages.
Defining team roles.
Principles and concepts of leadership.
Five practices of exemplary leaders®.
The mix of motivating factors for the team.
Writing Effective Proposals
Writing typical proposals.
Tips on formatting and writing effective proposals.