How to use business development management training to establish a reliable flow of new sales and revenue.
Business development management demands a broad set of skills. Take a shortcut. Schedule a call and tell me what you are looking for. I'll share what I know. Reach out today for a special business development training offer.
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 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.
What is business development management? In short, the management of resources to maximise the flow of new business.
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 to business development management.
What sets our business development management training apart?
- The opportunity to study the course content before participation.
- Spending the training time completing practical and real-world exercises.
- The opportunity to compare current methods with commonly held best practices.
- Collaborative development of new processes and methods.
- The co-creation of workplace actions for embedding learning in routines and habits.
- Training includes the opportunity for one-to-one learning with the course author.
- Delivery by the course author.
- Our performance guarantee.
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 - Up to eight 2-hour or sixteen 1-hour virtual meetings with the course author.
- £1595 - Learn more.
- One-to-one on a per-session basis.
- £150 - Learn more.
- Via Online Group Training - Delivered through eight 2-hour or sixteen 1-hour virtual classroom sessions led by the course author.
- £6395 for up to fifteen people.
- Group Training on selected content, per session.
- £450 for up to fifteen people. Learn more.
- Fees exclude applicable VAT.
- Traditional Classroom - Delivery over one or more days at a conference venue or the customer's offices. Contact us for fees.
Use this link for more information or to have us call you.
What are the key tasks of business development management?
For a Business Development Director or senior-level Business Development Manager responsible for overseeing the function, their key tasks are more strategic and focused on managing a team, driving overall growth initiatives, and aligning business development with broader company goals. Here are the main tasks:
Strategic Planning:
Setting the overall business development strategy in alignment with the organisation's long-term goals. This includes defining objectives for growth, identifying target markets, and creating action plans to achieve these goals.
Team Leadership and Management:
Leading, managing, and mentoring the business development team. This includes recruiting, onboarding, setting performance standards, training, and developing team members to ensure they achieve their targets.
Setting Department Goals and KPIs:
Establishing sales and growth targets for the business development team, setting KPIs, and ensuring these targets align with the organisation's objectives. Monitoring performance against these targets and adjusting strategies as needed.
Stakeholder Engagement:
Collaborating with senior leadership, including the CEO, CFO, and heads of other departments, to ensure the business development strategy complements the overall business strategy. This also includes acting as a key representative for business development in board meetings and other strategic discussions.
Resource Allocation and Budgeting:
Managing the department's budget, allocating resources effectively across projects, and ensuring that funds are used efficiently to generate the highest return on investment.
Market Positioning and Competitive Analysis:
Developing an in-depth understanding of the competitive landscape and ensuring the business is strategically positioned in the market. This involves monitoring industry trends, competitor activities, and market shifts to identify opportunities and threats.
High-Level Relationship Building:
Establishing and nurturing strategic relationships with key stakeholders, major clients, partners, and industry bodies to enhance the company's market position and brand reputation. This often involves managing relationships with high-value or complex clients directly.
Developing Sales and Marketing Alignment:
Ensuring strong collaboration between the business development, sales, and marketing teams to create coherent strategies for lead generation, brand awareness, and client acquisition.
Risk Management:
Identifying risks related to market expansion, client acquisition, and overall business growth, and taking proactive measures to mitigate these risks.
Performance Monitoring and Reporting:
Tracking the progress of business development initiatives, preparing reports on the department's performance, and providing insights and recommendations to the executive team. Regularly reviewing sales funnels, conversion rates, and other key metrics to assess effectiveness.
Driving Process Improvement:
Identifying and implementing improvements in business development processes to enhance efficiency, productivity, and overall team performance. This could involve introducing new tools, software, or methodologies to improve lead generation and conversion rates.
Negotiating Strategic Partnerships:
Leading negotiations with high-level partners, investors, or clients for key contracts, collaborations, and joint ventures that are strategically important for the company.
Developing Market Entry Strategies:
Creating detailed plans for entering new markets or expanding the company’s geographic or sectoral footprint, which may include acquisitions, partnerships, or organic growth.
Cultivating Organisational Culture:
Promoting a culture that values teamwork, innovation, and continuous improvement within the business development function. Motivating the team, encouraging collaboration, and recognising and rewarding achievements.
Ensuring Legal and Ethical Compliance:
Ensuring that all business development practices are carried out ethically and comply with legal standards and regulations relevant to the industry.
These tasks focus on higher-level strategic oversight, managing and developing a capable team, ensuring that the business development efforts align with the overall corporate goals, and creating sustainable long-term growth for the organisation. This role demands leadership skills, strategic vision, financial acumen, and the ability to manage relationships at the executive level.
For those tasked with doing the work, conducting outreach, making the calls, and engaging potential customers in business conversations, we offer three other nuanced business development classes:
Related Business Development Courses
- Build Business by Phone, Email, and Social Networking
- Business Development Sales Prospecting
- Sales Conversations with Senior People
Flexible Support
If you need a business development management training course or class to help with growth initiatives, get in touch. Telephone +44 (0)1392 851500 to find out more. Alternatively, email jimm@salessense.co.uk or use the contact form here.
