1.
Cracking The “Business Development Management” Code
Grow your company’s value by selling “business outcomes”
Training agenda
Module One: Getting Started
• Workshop objectives
• Business development manager as an individual
• Know yourself (wheel of life & personal vision)
• Needs based selling
• Competitive economy challenges
• New buyers’ paradigm
Module Two: Sales Ecosystem
• Your company and your group
• You as an individual
• Dress to express, confidence builders and breakers
• The sales job and the new sales person
• Pain & gain and value chain
• Alarming statistics
• Definition & evolution of sales process
Module Three: The World Doesn’t Revolve Around You
Anymore!
• Why do customers by?
• Do they buy what they need, or what they think they
need?
• the buying journey and its 6 stages
Module Four: Customers Centered Sales Process
• Why do we need a sales process?
• Evolution of sales processes
• The link between buying and selling processes
Module Five: Sales Process Stages (Prospecting And
Qualifying
• identify your most productive sources of leads.
• target customers that meet your ideal customer
profile and qualify them.
• gain referrals and leverage social networking.
• qualify like a champ!
• Self-sales manager coaching questions
Module Six: Sales Process Stages (Explore The Needs
And Assess)
• Identify the business challenge, potential opportunity.
• Identify and arrange to meet the executive sponsor
and other stakeholders.
• Prepare and review validation e-mail and gain
customer feedback.
• Self-sales manager coaching questions
Module Seven: Sales Process Stages (Access &
Develop)
• Access executive(s) and effectively use your team
members.
• Begin to draft your solution based on the unique
value you bring.
• Schedule final presentation.
• Self-sales manager coaching questions
Module Eight: Sales Process Stages (Position Solution
& Follow Up)
• Deliver a customized presentation that drives
business results.
• Elicit customer feedback on your presentation.
Module Nine: Sales Process Stages (Negotiate &
Close)
• Reach agreement on refined solution and scope.
• Negotiate price and terms to conclude a win–win
agreement.
Module Ten: Sales Process Stages (Implement,
Maintain & Expand))
• Transition to implementation team for successful
execution.
• Gain feedback from your team and customer.
• Introduce other resources and offerings to expand
and strengthen the relationship.
Module Eleven: Insight Selling
• Position the insight
• Position high level of the idea
• Explore the business challenge
• Explore the opportunity
• Next steps
Module Eleven: Developing Your Sales Strategy
• Part 1: Sales planning
• Part 2: Sales engagement
• Part 3: Sales support