Earners of the Certified Business Development Representative certification will learn essential skills 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.
Business development professionals are involved in identifying and sieving the market/industry/accounts for potential opportunities. Ranging from big government partnerships to channels, channel partners, alliance programs to contributing to business and market intelligence supporting new product development areas to profiling and qualifying leads, building pipeline and arranging meetings with sales. A business development professional builds business relationships with prospective customers. And their ultimate goal is to grow the company by qualifying sales leads and expanding the business’ reach into new markets.
Scanning the market, business development professionals are also required to understand competitive activities and business position in the market. Companies often have a myopic view of SDRs [Sales Development Reps] and BDRs [Business Development Reps] but usually, they are involved in either inbound or outbound lead management activities. However, apart from profiling, a BDR/SDR is also involved in providing valuable information on market and customer drivers. They are able to uncover more info on company or stakeholder intelligence to advantage.
As the main lifeline to the company’s pipeline performance, Business development functions are highly skilled functions in demand. They are widely involved in developing pipelines, leads and over the years with sales wanting more high-quality highly qualified leads, the focus has moved away from strategic focus thus forcing a separation of Strategic and Tactical business development activities to drive focus and performance indicators. This course covers everything ends to end covering both strategic and tactical business development activities.
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 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 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.
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.
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, the learner will learn the various types of sales methodologies such as solution sales, rvalue 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 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 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.
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.
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.
This module covers the fundamentals of virtual selling and remote working, how to create a productive work environment at home by structuring a day correctly and avoiding distractions.
This is an optional exam. There will be a One (1) hour audit conducted virtually by an Auditor. Individuals have to register their interest upfront. Exam scenarios will be shared during exam briefing. There is one (1) exam voucher included into this program to be redeemed within two (2) months of program completion.
Students who fails and wishing to retake have to go through the course work again and pay exam fees of SGD 300.
Students will receive a Certified Business Development Professional certificate by Asia Pacific Sales & Marketing Academy.
Upon passing your online tests and successful completion of your online course, submit your course completion scores to firstname.lastname@example.org for digital badging and eCertificate issuance within 5 working days.
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