BDM or Business Development Management/Manager. A title that is misunderstood by almost everyone! What do BDM's do? How can help grow their companies' revenue? These questions and more are addressed in this unique course, delivered by the uniquely qualified sales effectiveness consultant Ashraf Osman

1. Cracking The “Business Development Management” Code
Grow your company’s value by selling “business outcomes”
Training agenda
Module One: Getting Started
• Workshop objectives
• Business development manager as an individual
• Know yourself (wheel of life & personal vision)
• Needs based selling
• Competitive economy challenges
• New buyers’ paradigm
Module Two: Sales Ecosystem
• Your company and your group
• You as an individual
• Dress to express, confidence builders and breakers
• The sales job and the new sales person
• Pain & gain and value chain
• Alarming statistics
• Definition & evolution of sales process
Module Three: The World Doesn’t Revolve Around You
Anymore!
• Why do customers by?
• Do they buy what they need, or what they think they
need?
• the buying journey and its 6 stages
Module Four: Customers Centered Sales Process
• Why do we need a sales process?
• Evolution of sales processes
• The link between buying and selling processes
Module Five: Sales Process Stages (Prospecting And
Qualifying
• identify your most productive sources of leads.
• target customers that meet your ideal customer
profile and qualify them.
• gain referrals and leverage social networking.
• qualify like a champ!
• Self-sales manager coaching questions
Module Six: Sales Process Stages (Explore The Needs
And Assess)
• Identify the business challenge, potential opportunity.
• Identify and arrange to meet the executive sponsor
and other stakeholders.
• Prepare and review validation e-mail and gain
customer feedback.
• Self-sales manager coaching questions
Module Seven: Sales Process Stages (Access &
Develop)
• Access executive(s) and effectively use your team
members.
• Begin to draft your solution based on the unique
value you bring.
• Schedule final presentation.
• Self-sales manager coaching questions
Module Eight: Sales Process Stages (Position Solution
& Follow Up)
• Deliver a customized presentation that drives
business results.
• Elicit customer feedback on your presentation.
Module Nine: Sales Process Stages (Negotiate &
Close)
• Reach agreement on refined solution and scope.
• Negotiate price and terms to conclude a win–win
agreement.
Module Ten: Sales Process Stages (Implement,
Maintain & Expand))
• Transition to implementation team for successful
execution.
• Gain feedback from your team and customer.
• Introduce other resources and offerings to expand
and strengthen the relationship.
Module Eleven: Insight Selling
• Position the insight
• Position high level of the idea
• Explore the business challenge
• Explore the opportunity
• Next steps
Module Eleven: Developing Your Sales Strategy
• Part 1: Sales planning
• Part 2: Sales engagement
• Part 3: Sales support