Certified Business Development professional
Self-Learning Course Info
Type:
Fees:
Course Details
Introduction
Objective
Who should attend
Sometimes your business gets stuck in neutral, your sales slowing, opportunities keep slipping away, while your competitors seem to leap ahead. It sure is a frustrating yet a common place to be in, and every businessman’s success story has a chapter like this one.
With the right training and a solid toolbox of skills, what once seemed like an insurmountable bottleneck can become a stepping stone toward your success. The Certified Business Development Professional online training course is your ultimate roadmap to accelerating business success and building lasting competitive advantage.
Prepare yourself to face adversaries with confidence through the Certified Business Development Professional course, a training that not only grounds you with basic knowledge, but goes beyond that to include all the tools and techniques you need to thrive in a cut-throat market.
Self-learning Course Outline
Self-learning Course Content
Part 1:
Business Development: Overview and Best Practices
- Gain a comprehensive understanding of business development, its definition, and scope.
- Explore the essentials of account analysis and the qualification process.
- Understand the evolving role of account management in today’s business development environment.
- Learn the stages of the buy-sell ladder and how to navigate them effectively.
- Discover how to classify clients and build an ideal client profile to target the right opportunities.
- Gain insights into the customer loyalty ladder and how to work it to foster long-term client relationships.
Business Planning and Strategy
- Understand the key steps in developing a business plan for sustainable growth.
- Using the STAR Business Planning Process:
- Strategic Analysis: Analyze the market and your position.
- Targets and Goals: Set clear targets and business goals.
- Activities: Identify key activities to drive success.
- Reality Check: Ensure your plan is practical and achievable.
- Learn how to gather valuable insights through customer surveys to shape your service offering.
- Master the process of creating an account development plan that drives growth.
- Learn how to build strong, personal client relationships using the F.O.R.M. (Family, Occupation, Recreation, Motivation) method.
Part 2:
Re-defining Your Processes for Breakthrough Results
- Review the selling process to sharpen your approach and highlight key differentiators.
- Deepen your understanding of your product, service, and company to enhance your competitive edge.
- Identify unique selling points that distinguish your offering in the marketplace.
- Analyze your competitors using the sales competitor analysis form for a winning strategy.
- Re-engineer your team’s selling process to focus on results, avoiding actions that don’t lead to outcomes.
- Adopt a value-added selling process to create meaningful client relationships.
- Implement a simple framework for driving new business and seizing fresh opportunities.
- Utilize your most effective sales tool—the phone—to build connections and close deals.
- Establish a client-centered code of conduct based on the DART model to align with customer needs.
Part 3:
Effective Negotiation Skills
- Unlock the true meaning of negotiation and its pivotal role in achieving business success.
- Explore powerful negotiation philosophies that shape effective strategies.
- Differentiate between persuading and negotiating to sharpen your communication approach.
- Navigate through the five stages of the negotiation process with confidence and precision.
- Discover the critical rules that underpin successful negotiations and ensure lasting outcomes.
- Decode the phases of the purchasing decision and learn how to influence them to your advantage.
- Learn how to identify and prioritize key differentiators that set your offering apart.
- Master the art of shaping decision criteria to align with your desired outcome.
- Conduct a vulnerability analysis to uncover potential risks and prepare for challenges.
Part 4:
Building and Leading the Business Development Team
- Explore the stages of team formation and learn how to build a cohesive, high-performing team.
- Discover the key elements for creating a powerhouse team that drives business growth.
- Understand the importance of clearly defining team roles for optimal collaboration and success.
- Dive into the team motivation mix and learn how to inspire peak performance and commitment.
- Uncover the difference between management and leadership, and how to balance both for effective team guidance.
Part 5:
Advanced Tools and Trends:
- Explore cutting-edge BD practices:
- Digital transformation
- CRM systems
- AI applications
- Sustainability-focused strategies.
- Adapt your negotiation and sales techniques for international markets and understand cultural differences.
- Understand how to conduct critique and refinement to ensure the best results
- Develop a balanced scorecard to audit your business performance and ensure consistent growth.
- Key methods to evaluate business development through key performance indicators (KPIs)
