Business Development Skills (1-day)

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 a one-day workshop and online reinforcement 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

• live 1-day workshop with expert trainer
  
• secure online repository for student submissions
• web access for course materials and agenda
• ongoing email and conference call access to trainers
  

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.