Table of Contents
Brief overview
The “Business Boost” training module focuses on enhancing commercial methodologies, processes, and strategic drive to drive business growth. This module delves into the core aspects of business development, equipping participants with the skills and techniques necessary to achieve outstanding results in their commercial efforts. The program also offers adaptability for Sales Managers to explore (Key) Account Management methodologies, including account planning, retention, and acquisition.
Duration and timeline
- Typical duration: 2 days
- Tailored duration: This "Business Boost" training module can be tailored to meet your needs.
Objectives
- Strategize commercial efforts for improved efficiency and results.
- Identify the ideal customer and prioritize target segments effectively.
- Systematically qualify leads and opportunities to focus on the right targets.
- Master handling the Decision Making Unit (DMU) and Decision Making Process (DMP) for effective deal management.
- Develop strategic action plans for business growth, incorporating insights from opportunity management and customer relationship management.
Course content
Participants will gain clarity on the distinction between factors they can directly control (commercial efforts) and those that are subject to external influences (commercial results). By recognizing this difference, they can prioritize optimizing their efforts and strategies to drive positive outcomes.
Through collaborative exercises, participants will develop well-defined and actionable plans that align with their targets and objectives. These plans will lay the foundation for a more systematic and focused approach to business development, maximizing their chances of success.
Participants will conduct a thorough analysis of past customer relationships and interactions with prospects. By identifying challenges faced and opportunities leveraged, they can extract valuable lessons to inform their future strategies and avoid repeating past mistakes.
This section will delve into the process of profiling and segmenting customers and prospects based on specific criteria such as attractiveness and competitive positioning. By creating a dynamic territory mapping tool, participants can allocate their resources more efficiently and focus on target segments with higher potential for success.
Participants will learn to systematically qualify leads and opportunities to ensure they invest their time and efforts on the right targets. Implementing a structured approach will help them prioritize prospects with the highest likelihood of converting into successful deals, ultimately improving sales efficiency and outcomes.
Outcomes
- Enhanced commercial efficiency leading to improved performance.
- Targeted and focused approach through effective customer profiling.
- Strengthened deal management for longer sales cycles and significant opportunities.
- Control of commercial processes through understanding decision-making dynamics.
- Adaptability to (Key) Account Management methodologies for account planning, retention, and acquisition.
Who should attend
- Sales Leaders and Managers aiming to fortify their leadership in business development, driving their teams towards exceptional business growth and success.
- Sales Professionals seeking to elevate their business development skills and achieve remarkable results in their commercial efforts.
- Marketing Practitioners eager to align their strategies with impactful business development initiatives, effectively supporting sales teams.
- Sales Support Teams aspiring to enhance their grasp of opportunity management and qualification to optimize the sales process.
- Professionals in commercial roles, committed to enhancing their business development skills to ignite significant business growth through strategic methodologies and processes.