Sales Development Reps (SDR) and Business Development Reps (BDR) are involved in identifying and sieving the market, industry and accounts for potential leads and opportunities with their main objective to build pipeline and revenue.
As the main lifeline to the company’s pipeline performance, SDR / BDR functions are highly skilled functions in demand. By profiling, engaging and qualifying sales leads and expanding the business’ reach into new markets or accounts, they also contribute valuable information on market and customer drivers, marketing and sales intelligence that supports marketing and sales planning.
While SDRs are involved in handling inbound sales enquiries, BDRs are usually involved in profiling, outreach to and qualifying white space accounts, involved in targeted outbound outreach campaigns. While it differs company to company, some companies do not segregate these roles and may choose one rep to do both. They both build business relationships with prospective customers, nurture these relationships till they are ready to be handed over to sales for collaboration or open to explore new solutions.
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 help drive focus and performance. This course covers tactical business development activities. For a business development management course, click here.
This module covers business foundations, sales foundations and business development foundations.
This module covers how to conduct a simple competitive analysis for your business, market research, scanning for opportunities, defining and understanding target personas and concept of communicating value.
This module teaches how each industry functions, their challenges, trends and solutions. While high level sales frameworks and structures may apply across industries, the dynamics of stakeholders and personas changes slightly based on their required needs and challenges. This optional module covers selling into different kind of industries such as government, technology companies, professional services, financial services, telecommunication, manufacturing, healthcare, retail and consumer products.
This module includes different types of account segmentation, micro and macro account analysis and engagements, and how to identify sales growth opportunities.
This section covers basic and advanced lead generation strategies, tactics and email marketing drip campaigns.
This module covers prospecting, creating best sales pitches with competitive differentiation and delivering them.
This course covers basic and advanced persuasive selling skills across different personality types, the neuroscience of sales and five levels of influence.
In this module, the learner will learn various types of sales methodologies. This module covers high level education and understanding of various concepts for the learner to be able to apply to different sales and customer situations. Concepts included: solution sales, referral sales, value selling, cross and up-sell, joint solution selling strategies, challenger sales, sandler, Meddic, BANT and SPIN.
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.
In this module, learners will learn how to do cold calling the right way, and how to successfully approach business leaders at all levels, managing calls with directors, CEOs, and department heads. It also covers practical tips and tricks to identify what is truly important to the lead, structure a call, overcoming rejection and objections, implementing a systematic and structured cadence and getting the most out of technology.
This module covers the essential business etiquettes needed for wiring an email, text message, or sending a voicemail.
This module covers winning new business by running great client presentations, communicating efficiently and effectively in your presentations, holding client’s attention, covering essential tips on conducting productive online meetings, choosing the right platform and virtual demos skills.
This module helps learners to integrate digital practices and 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 and reporting, managing leads and opportunities and preparing for business reviews.
This module covers interpersonal communication skills mastery, essential soft skills for SDRs and BDRs, emotional intelligence and mindful stress management.
This module teaches how to set up a productive home environment, and how to research your clients online and on LinkedIn to build trust and credibility with your prospects. It also emphasizes the importance of planning the next steps and putting the knowledge of virtual selling into action
This course includes how to use today’s cloud-based communication and collaboration tools to get work done from anywhere, while remaining connected to the organization. It also covers how to create a productive work environment at home by structuring a day correctly and avoiding distractions.
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 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 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 Sales Development Representative 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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