Business Development
Dare to be Great
Help Take Your Business to New Heights
Create customer-focused value
Plan growth across customers and prospects
Prospect qualified leads in an inbound market
Sell without 'selling'
Plan effective sales conversations
ABOUT THE PROGRAM
Many businesses adopt a sales policy of ‘ready, shoot, aim’. This workshop will help you put that in the right order, so you not only survive, but thrive in a world quickly changing to inbound clients who have more knowledge about your business and your products than ever before.
Added to that, they’re well advanced with their decision-making process.
So, what does that mean for your sales team?
Well, their days of ‘selling’ are over and their days of helping, guiding, nurturing, educating and growing towards Trusted Advisor status are beginning.
At Smarter Selling, we’ll show you how to ‘plan the work and work the plan’.
THE OUTCOME
As Benjamin Franklin once said, “If you fail to plan, you’re planning to fail’.
Your sales team will learn how to create a comprehensive Business Development Plan and even more importantly how to use that information more effectively…
- More effective prospecting
- More effective customer relationship development
- More effective customer communication
- More effective customer focused value propositions
- How to pitch or have sales conversations that get results
…all with a little planning.
Business Development
Business Development
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What is Business Development?
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Business Development vs Selling
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The key attributes of each
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What makes a great Business Development person tick?
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The 36 attributes your sales team needs
Adapting to an Inbound Marketplace
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How inbound affects the sales process
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What salespeople need to do
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The importance of sales and marketing co-operation
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The road to Trusted Advisor status
Business Development Planning
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High level goals you want to achieve
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Focusing your approach
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Creating an Ideal Customer Profile
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Defining your market channels
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Choosing the right KPIs and staying on track
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Defining your customer processes to align with their needs
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Defining what resources are required
Value Proposition
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What is a value proposition?
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The importance of a strong value proposition
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The 4 key elements of a value proposition
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How to create a customer focused value proposition — it’s all about WHY
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Turning your value proposition into an elevator pitch
Prospecting
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What is prospecting?
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Prospecting in an ‘Inbound’ world
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The rise and fall of cold calls
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Leads vs suspects vs prospects
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The 5 key steps of prospecting
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Email vs phone
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The LinkedIn effect
Pre-suasion & Qualification
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The Art of Pre-suasion
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Sales Qualified Leads
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The different levels of qualified prospects
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22 effective qualifying questions
Customer Understanding & Analysis
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Using DISC as a customer profiling tool
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Defining personality types and how to speak to them
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A meaningful competitive analysis
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Why it matters and how to do it
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Pitfalls of competitive analysis
Follow-up, Referrals & Networking
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Follow-up techniques
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The stats that prove it’s worthwhile
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Referrals — the art of turning one into many
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Who do you ask and how do you ask
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Networking tips
Personal Effectiveness
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Building your Emotional Intelligence (EQ)
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The 5 key elements
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High and low EQ reactions
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Building your personal brand
Application
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Summarising the tools you can use
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Putting the tools into action with a real pitch
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Using your Pitch Planner
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Desired outcome, discussion points, and purpose
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Preparing and delivering a sales conversation