Improving Sales Performance

Business Development Skills
(Web and phone-based)

Technology executives frequently find themselves needing to generate revenue through partnerships and alliances, without the assistance of formal sales and marketing organizations. In these situations, they will benefit from training in the skills of business development, including outreach, prospect interviews, proposal generation, reaching and documenting agreements and managing the process and the relationship through the entire cycle until project completion. 

TechSales offers personal coaching sessions, group collaboration sessions and online training to help you reach your objectives. As a result, you will have the benefit of expert training in business development and technical sales skills, delivered in a timely fashion and will be better able to ask relevant questions, listen to customers, propose solutions and keep their sales process on track. Management will have metrics to use in tracking the new clients and will be able to make real-time adjustments in business activity.

COMPONENTS

  • 10 self study lessons with assignments requiring 1-2 hours each from students, two weeks to complete each lesson
  • 7 units of written or recorded instructor feedback, individualized by student
  • 6 facilitated group sessions via conference call and/or webinar, 1 hour each
  • 3 one-hour individual coaching sessions by phone
  • continuous reporting of performance, a final report and Certificate of Completion for successful students
  • secure online repository for student submissions
  • web access for course materials and agenda
  • email and conference call access to trainers
  • sales management access to all lessons and sessions


COURSE OUTLINE
1. Overview of Sales & Business Development Processes
2. Preparing Your Messages
3. Finding Your Customers
4. Creating Questions for Sales Conversations
5. Critical Skills: Listening and Understanding
6. Practicing Message Delivery
7. Managing the Relationship
8. Responding to Questions & Objections
9. Reaching Agreements
10. Putting It All Together

WHAT IS REQUIRED OF STUDENTS?
Regular participation; Students must score a minimum of 90% in order to successfully complete the course and receive a certificate;
A personal computer (PC or Mac); high-speed internet access;
Ability to record and upload short audio and video files
Reliable phone connection in a setting with low background noise

WHO SHOULD ATTEND?
The “Business Development Skills” course is designed for executives with significant industry experiences, but less than two years sales or business development and minimal prior skills training.