The ISM Endorsed course is designed to equip individuals with the essential skills and knowledge needed to thrive in the dynamic world of business growth and expansion. Participants will delve into market analysis, relationship management, sales, strategic planning, and innovation. The program is structured to provide a holistic understanding of the business development process and offers a transformative learning experience to enhance capabilities and contribute to organizational growth.
Course Methodology
The course is crafted with a dynamic, engaging methodology combining theoretical knowledge and practical application. The course caters to various learning styles and preferences, ensuring a comprehensive and immersive educational experience such as interactive lectures, hands-on workshops, case studies, and practical assignments.
Course Objectives
By the end of the course, participants will be able to:
Gain a foundational understanding of business development, encompassing key concepts and setting objectives that foster organizational growth.
Master the art of sales, from fundamental principles and effective presentations to closing deals.
Develop marketing tactics to generate more leads and top up the sales funnel.
Acquire skills in leading and influencing to maintain an effective and motivated business development team.
Foster strategic innovation and product development to create long-term value.
Target Audience
Whether you're a budding product manager, business development/sales executive, marketing professional, or an entrepreneur looking to enhance your company’s customer relations and revenues this course offers practical insights, case studies, and hands-on exercises to help you build a strong foundation in these critical areas.
Target Competencies
Strategic planning
Quantitative account analysis
Selling skills
Product development
Marketing tactics
Leadership and influencing
Product innovation
Course Outline
Power Strategic Planning for business development
Key concepts in business development
Quantitative analysis for lead qualification
Developing a business development plan
Competitive and business intelligence
Leading masterful approaches for winning opportunities
Power Selling for business development
Mastering the B2B sales process
Managing the sales funnel (ToFu)
Preparing your sales elevator pitch
Identifying the six buyer personas
Developing a sales opportunity planner
Power marketing for business development
The role of marketing in business development
Creating a compelling value proposition
Marketing tactics to get the best buyers
Digital tactics for lead generation
Enhancing customer loyalty through service management
Power leadership practices for business development
Team formation stages
Some leadership models
Building influence and resilience
The Five Dysfunctions of a Team® (P. Lencioni)
Overcoming the Five Dysfunctions of a Team® (P. Lencioni)
Power product innovation for business development
The importance of innovation in organizational growth
The role of business development in product innovation