Read more here
Certified Business Development Professional
DATE
2022-12-14;
LOCATION
To Be Determined;
Why Attend?
The Certified Business Development Professional course focuses on the tools and techniques required to develop new business. Without them, sales will stagnate, and profits will drop. The course also addresses ways to maximize the company's profitability by fostering relationships with potential players and key decision-makers in the market. By attending this course, business development professionals will acquire what they need to create and implement promotional drives to spur their company's market prospects and design cost-effective yet innovative options to boost sales.
Course Objectives
-
This Course Objective Hasn't Been Provided Yet
Target Audience
The course is ideal for sales reps, sales supervisors and managers, and account managers who would like to professionally develop themselves by seizing business opportunities and using them to improve personal management and showcasing skills. The course also targets commercial professionals aspiring to consider every potential client as a challenge that will help their performance and careers.
- Business Development: Overview and Best Practices
- Definition and scope of business development
- Overview of account analysis and qualification
- Understanding the buy-sell ladder model
- Understanding and working the customer loyalty ladder
- Building client chemistry with F.O.R.M.
- The Business Planning Process
- Using the S.T.A.R. business planning process:
- Strategic analysis
- Targets and goals
- Activities
- Reality check
- Conducting customer surveys
- Preparing an account development plan
- Developing and implementing Key Performance Indicators (KPIs)
- Using the S.T.A.R. business planning process:
- Effective Negotiation Skills
- The definition of negotiation
- Some negotiation philosophies
- The difference between persuading and negotiating
- The five stages of the negotiation process
- The critical rules of negotiation
- Negotiating in a selling context
- Workshop: Completing your negotiation plan
- Building and Leading the Business Development Team
- Stages in team formation
- Defining team roles
- Leadership principles and concepts
- The five practices of exemplary leaders®
- The team motivation mix
- Writing Business Proposals That Sell
- Writing a typical business proposal
- Formatting tips and tricks for winning proposals
- The process of developing successful project proposals
- Workshop: Creating your project proposal
Join Our Community