The document discusses the differences between marketing and business development, outlines the skills needed for business development managers, and describes the sales process and cycle. It notes that marketing plans differ from business plans and lists communication, collaboration, project management, research, and business intelligence as key skills. The sales process involves engaging prospects through different steps to close a deal, while the sales cycle includes prospecting, qualifying, meetings, analysis, demonstrations, approvals, and delivery. It also introduces the BPOUT framework for determining a deal's budget, potential, ownership, urgency, and timing.

1. Agenda
Marketing vs. Business Development
Marketing plan
Business plan
Skills excellent Business Development Managers must have
Sales process
The sales cycle process

2. Marketing vs.
Business
Development

6. SkillsexcellentBusinessDevelopmentManagersmust
have
▪Communication & Interpersonal Skills
▪Collaboration Skills
▪Project Management Skills
▪Research & Strategy
▪Business Intelligence

7. sales process
A sales process is a systematic, repeatable series of steps that map out and track interaction
with prospects from their first point of engagement with your business through to a close.

8. The sales cycle
process
•prospecting
•Qualifying
•initial meeting
•need analysis
•product demonstration
•influencer approves
•Key decision makers
•Purchasing approves
•Product /service delivered

9. B.p.o.u.t
B=budget
P=potential
O=ownership
U=urgency
T=timing