Unlock Revenue Potentials via
Business Development Strategies

Earners of the Certified Business Development Representative certification will learn essential business development strategies that are critical for the business development professional. They will acquire the skills to find contact information & other information specific to the targeted organization & individual, conduct pre-research on every prospect, set goals & expectations for prospecting calls, conduct an effective prospecting call using warm and cold calling tactics and learn how to improve BD process.

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Business Development

Duration
4 weeks

SKILL LEVEL
Intermediate

LECTURES
17 modules

Duration
4 weeks

SKILL LEVEL
Intermediate

LECTURES
17 Modules

Business Development Training Course Coursework Overview

Pillar A - Understanding Business, Business Management & Development

The objective of this part is to familiarize the learner with business management and development fundamentals, strategic planning, identifying ideal customer profiles, market research, customer needs analysis, competitive analysis, and how to sell into different industries. This module covers the following topics:

The objective of this module is to familiarize the learner with business management and development. This module covers the fundamentals of business development, business to business sales and sales foundations.

This module covers how to establish and articulate organization’s core competencies, vision, mission, strategic filters, and how all of these factors combine to create a compelling strategic plan. Plus, how to create strategic initiatives, implement your plan, and assess the progress that you’re making (or not making) towards your goals.

This module covers how to conduct a competitive analysis for your business, best practices for conducting research on your competition, discerning your own strengths and weaknesses, how to identify your audience and target personas, analysing your sales competitors and research your target market. 

This module covers the techniques and tactics to understand and sell in different kind of industries such as government, technology companies, professional services, financial services, telecommunication, manufacturing, healthcare, retail and consumer products. 

Business management
lead generation

Pillar B - Lead Generation

The objective of this part is to familiarize the learner with basic and advanced lead generation, GTM strategies and tactics, campaign and territory management, account planning techniques, channel, and partner models, creating GTM plans, and digital communication strategies. It covers the following modules:

This module teaches the essentials of lead generation: identifying qualified leads and converting them into loyal customers who advocate for your brand. It also explains the framework for identifying your business and lead generation objectives and your target audience and discusses how to engage and entice prospects with effective branding and content. It also covers the fundamentals of an email marketing drip campaigns.

This module includes sales territory management, different types of account and engagement with account, and micro and macro analysis of the accounts.

This module will teach you how to identify, develop, and build strategic business partnerships and sustain them over time. It also covers strategies that can help experienced reps take their communication and negotiation skills to the next level.

This module covers the process of defining your business, researching the market, determining your product, sales strategy, day-to-day operations, staffing, and financial forecasting. It also shows how to create the GTM plan, and shows how to build a product strategy that’s tailored to the market and customer base you aim to reach.

This module covers the essential business etiquettes needed for wiring an email, text message, or sending a voicemail. It starts with email, explaining everything from setting up signatures to striking the right tone, how to best use autoresponders, acknowledge receipt of an email, and follow up on unanswered email. Next is the text etiquettes, including what and what not to say in a text message. Finally, covers phone etiquette, including proper greetings, voicemails, out-of-office messages, and essential phone behavior.

Pillar C - Sales Strategies and Management

In this part, the learner will learn the essential prospecting and pitching strategies, sales strategies, social selling, digital sales, sales AI, forecasting, reporting, and business review.

In this module, best practices for creating sales pitches are discussed. It covers how to analyze the competitors and create the best sale pitch with competitive differentiation, and how to deliver an authentic elevator sale pitch. This module also covers the basic fundamentals of sales prospecting.

This course covers basic psychology concepts that make it easier for potential customers to say yes to you, including four key personality types and ideas for working successfully with each. It also covers the neuroscience of sales and the essentials of influence and persuasion. 

In this module, learner will learn the various types of sales methodologies such as solution sales, referral sales, value selling, cross and upsell, joint solution selling, challenger sales etc.

This module teaches the fundamentals of social selling, how to build your trusted professional profile in LinkedIn, how to use social research to attract the ideal prospects, how to prospect using LinkedIn Sales Navigator, how to find the right audience and engage prospects using content and LinkedIn events. It also covers how to build your network within the buyer’s community and how to take the online conversation offline. 

This module helps learners to integrate digital techniques into their sales process to acquire more prospects, reduce lead times, nurture customers and drive revenue using sales automation techniques, technologies and tools.

This module covers sales pipeline management, sales forecasting, sales performance measurement, managing leads and opportunities, and how to prepare for annual, quarterly, Monthly and 1:1 reviews business review. 

sales startegy
essential skills

Pillar D - Essential Skills

In this part, the learner will learn the presentation, virtual meeting, and essential soft skills like interpersonal communication, decision-making strategies, stress management skills, etc needed for the BDM role.

This module covers the anatomy of great presentations and explains how to effectively win clients over and gain their business. It also show how to communicate more efficiently and effectively in your presentations, as well as how to hold your client’s attention. It also covers essential tips of conducting a productive meeting online, choosing the right platform, setting expectations, clarifying roles, and creating a meeting agenda. Finally, covers practical strategies for following up with prospects in a way that keeps the momentum of a great sales meeting going.

This module explains how to work in the matrix organization, manage matrixed employees, excel as an employee in a formal or informal matrix, and capitalize on the unique opportunities that a matrix offers, including the ability to reach a larger network. It also teaches how to develop, launch, track a high-performing cross-functional sales team, and how to work effectively in the virtual team. It also covers how to hone and master your interpersonal communication skills, soft skills in depth, some of the most essential soft sales skills, including building connections, listening, managing in difficult times and managing stress for positive change.

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Assessment and Exam Matters

All students will receive a Certification of Completion by Asia Pacific Sales & Marketing Academy upon completing all online modules and passing all integrated quizzes.

For Certified Status

Students opting for Certified status will have to register at edu@apacsma.com. Our Educational Consultants will reach out to you on the process, assessment, and certification fees. 

Exams will include knowledge verification assessment, capstone project &/or an assignment. Students will have to pass with 75% and above (in combined aggregate score) to be eligible for Certified status. Dual endorsed certification will be issued by Asia Pacific Sales & Marketing Academy and Institute of Sales Professionals, UK with official recognition as Certified Business Development Manager (CBDM™). CBDMs can use this credential on their name card and on LinkedIn.

APACSMA will issue a digital badge and eCertificate within 2 weeks of completion. You will receive a notification from edu@badges.apacsma.com.

To help showcase your achievements, APACSMA has developed together with industry bodies and academia to provide you with unique blockchain verified credentials, a digital version of your qualifications and abilities.

Once you have accepted your badge, you can broadcast the badge directly to your social networks: LinkedIn, Twitter and Facebook; over email; embedded in a website or in your email signature.

For more details on badging click here. 

Students who receive this certification are ready for the Certified Account Management Professional, Certified  Inside Sales Professional and Certified Social Selling Specialist courses.

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