How to use business development management training to establish a reliable flow of new sales and revenue.
Quickly accelerate new customer acquisition with the strategies and methods taught in our business development management training course.
What is business development management?
Business development managers must establish a reliable process for identifying opportunities and acquiring new customers.
Every business needs a continuous feed of new customers to replace those it loses. This is necessary merely to stand still. For those with growth plans, business development management must generate sufficient new customers to realise the required growth in revenue.
Often, business development rests on raising sales targets that require territory and account salespeople to achieve increased sales. In this case, the salespeople must individually determine how to achieve their sales target with marketing providing sup
In some cases, marketing departments are set lead-generation targets to complement the process. In other organisations, dedicated business development managers are assigned varying degrees of responsibility for the new business results. Some business development leaders direct new business efforts through matrix management. Others have dedicated teams conducting cold outreach campaigns to initiate business discussions.
Job descriptions for business development people vary widely yet almost all are focused on producing new business from new customers. However a business development need is resourced, the people involved must achieve the required targets. Our course teaches a comprehensive set of skills, methods, and tools for the creation and execution of an effective business development plan. It offers a proven systematic, process-driven approach for business development management.
What sets our business development management training apart?
- It is based on thoroughly researched best practices, drawn from studies of the most successful people and businesses.
- The course is designed by someone with over twenty years of new business sales experience.
- Participants co-create a workplace plan for establishing and maintaining a flow of new logo business.
- Training includes the opportunity for one-to-one learning.
- The training is delivered by the course author.
Business Development Management Training Objectives
- Quantify potential by benchmarking competitors.
- Develop or strengthen selling propositions.
- Scope convincing proof of value.
- Identify those ready to buy before you call.
- Create an irresistible approach.
- Anticipate and plan around obstacles.
- Develop a sales process framework.
- Transform elements into a complete sales plan.
- Create or align a marketing plan.
Course Content
Introduction: Goal, objectives, and learning management.
Planning to Succeed: How to create a plan that works.
Benchmarking Competitors: How to learn what they wouldn't tell you.
Market Strategy: How to know and defeat competitor strategies.
Customer Questions: Preparing persuasive answers.
Only Sell to Hungry People: How to focus on the right opportunities.
Systemising Outreach: How to create a reliable process.
Access to Power: How to reach those with the power to decide.
Facilitating Introductions: How to generate a storm of referrals.
Sales and Buying Alignment: Developing or adjusting the sales process.
Quantified Qualification: Will it happen, can you win, and will it be worthwhile?
Preparing for Objections: How to turn around any objection.
Pipeline Mechanics: Always having enough worthwhile opportunities.
Review and Next Steps: How to transform learning into results
If you need to win new business, set strategy, or lead a business development management function, this training course teaches effective methods, provides practical tools, and develops the right skills.
Who should take this course:
Those in business development management, business development director, and sales director roles. If you lead, manage, or direct new customer acquisition, this course expands the tools, methods and practices you can use to bring in new business.
Example Participant Comments
Very thoughtful approach and lots of tools to help in identifying areas for improvement. Excellent practical value.
The course covered everything I wanted and introduced a lot of new thoughts about finding and winning new business.
Very enjoyable course. It helped me understand all the aspects of my business development role. I learned new ways to improve.
Additional Benefits
- Flexible multi-session 'learning by doing' structured training.
- On-the-job assignments develop new habits and practices.
- Tools, templates, frameworks, and examples aid learning and save time.
- Common language improves communication and teamwork.
- Leads adoption of best practice habits and methods.
- Improves job satisfaction and motivation.
- Increases sales results.
Business Development Management Training Delivery Options
- One-to-One - The assigned coach arranges one-to-one training sessions to present or discuss the material and identify on-the-job learning actions. Participants can view and download the presentations, tools, templates, and recordings. The course is normally completed in 10 to 15 one-hour sessions, however, sessions continue until the participants are satisfied with their learning progress.
- £1595 - Learn more.
- One-to-one on a per-session basis.
- £150 - Learn more.
- Via Online Group Training - Includes access to presentations, tools, templates, and other resources. Choose content priorities. Schedule 1-hour sessions to suit participant needs.
- £250 per session. Learn more.
- Fees exclude applicable VAT.
- Traditional Classroom - The programme delivery takes place over one or more days at a conference venue or at the customer's offices. The full account management training course takes two days. Contact us for fees.
Use this link for more information or to have us call you.
Flexible Support
If you are looking for a business development management training course to help with growth initiatives, get in touch. Telephone +44 (0)1392 851500 to find out more. Alternatively, Send an email to jimm@salessense.co.uk or use the contact form here.
