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 sales foundations. This module covers how companies communicate with customers via marketing and branding; how supply chains function in an organization; and how accounting, HR, and IT teams work to manage an organization’s money, employees, and information. Under sales foundations, it covers how to connect with and understand your customers’ needs, and position your product or service as the solution to their problem.
This module covers how to sales in B2B environment, identify areas of opportunity: new products, new markets, new partnerships, and new distribution channels. It also covers business development foundations, strategic planning, analyzing competitors, researching the market and customer needs, techniques for creating a business plan and go-to-market strategy.
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 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 covers the techniques to sell to the executive and c-suites level clients.
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, organizing leads, cultivating opportunities, selecting the right forecasting technique and forecasting outcomes. It also teaches how to create quality and comprehensive business review.
In this module, the 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.
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, how to create and stick to your outreach cadence.
In this module, learner will learn how to ask sale question to understand prospect’s situation, needs, challenges, and any processes in the purchasing decision.
In this module, learners will learn how to do cold calling the right way, and how to successfully approach business leaders on all levels, managing directors, CEOs, and department heads. It also covers practical tips and tricks to identify what is truly important to the lead, structure a call, overcome rejection or objections, and get the most out of technology.
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 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 an introduction to virtual sales, and how to communicate effectively with a virtual team. This course includes an introduction to remote working. It also teaches how to use today’s cloud-based communication and collaboration tools to get work done from anywhere while remaining connected to the organization.
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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