IIRF Online > Business > Sales > Sales Management > Business development and sales processes - a bird's eye view
Business development and sales processes - a bird's eye view by Udemy
A complete black book on high business development and sales. Prepare, pitch and persuade your prospects and clients.
Course Highlights
- Understanding the role of sales in business
- Different sales techniques, including consultative selling and solution selling
- Identifying pain points and challenges that customers face
- Effective trategies for overcoming objections and closing deals
- The importance of customer satisfaction and retention in sales
- The impact of technology on sales and sales processes
Skills you will learn!
Curriculum
13 Topics
A little bit about me
Why follow a business development course?
Hunters vs farmers
Terminology
The elevator pitch
Business models and transactions
The definition of SMART goals
Ultimate negotiation. No fear. No discounts.
Identifying your ideal customer
Exploring various prospecting methods and channels
Utilizing technology and tools for efficient prospecting
What makes a good manager?
50 management terms
5 Topics
Understanding the role of sales in business
Understanding the role of sales in business - extra
The key skills and qualities needed for success in sales
The different types of sales and sales models
Introduction to sales
21 Topics
Prospecting by Apple
Prospecting by Facebook
Prospecting by McDonald's
Prospecting by Zara
Identifying and qualifying potential customers
Setting goals and expectations for succesful prospecting
Conducting market research and segmentation
Strategies for lead generation including cold calling and email outreach
Developing a sales funnel and managing sales leads
Creating buyer personas to refine your prospecting
Effective techniques for cold calling success
Writing compelling emails that get responses
Handling objections and dealing with rejection
Building a professional network for referrals and warm leads
Strategies for successful network events and conferences
Nurturing and maintaining relationships with your prospects
Incorporating content marketing that attracts and engages prospects
Creating valuable content that attracts and engages prospects
Using content to establish thought leadership and credibility
Implementing effective lead scoring techniques
Prospecting and Lead Generation
5 Topics
The importance of building relationships in sales
Developing compelling messaging and value propositions
Techniques for building rapport with prospects and customers
How to establish trust and credibility with customers
Building rapport and establishing trust
4 Topics
Techniques for understanding customer needs and preferences
Identifying pain points and challenges that customers face
Using customer insights to tailor your sales approach
Understanding customer needs
4 Topics
Different sales techniques including consultative selling and solution selling
Strategies for overcoming objections and closing deals
Negotiation techniques and tactics
Sales Techniques and Closing Deals
5 Topics
Systems thinking in sales
Managing a sales team and setting sales goals
Coaching and training sales reps for success
Metrics and KPIs for measuring sales performance
Sales management and team leadership
4 Topics
Strategies for building and maintaining strong customer relationships
Tools and technologies for managing customer data and interactions
The importance of customer satisfaction and retention in sales
Customer Relationship Management
4 Topics
The ethical considerations and responsibilities of sales professionals
Best practices for maintaining professionalism in sales
How to avoid common ethical and legal pitfalls in sales
Ethics and Professionalism in Sales
4 Topics
The impact of technology on sales and sales processes
Leveraging digital channels for lead generation and sales
The future of sales in an increasingly digital world
Sales in the Digital Age
3 Topics
Recap and takeaways from this course
Actionable steps for improving your sales skills and performance
Resources and further reading for continued learning and development in sales
19 Topics
BANT framework
The sales funnel
4 steps to succesful prospecting
The Customer Journey
Soft skills vs hard skills
Sales funnel vs sales pipeline
The importance of sales prospecting
The benefits of sales prospecting
A well-crafted script
Identifying and leveraging your USP's
The OGSM in the sales process
The Zeigarnik effect
Networking in the sales process
MQL vs SQL
The sales pipeline
Creating a sense of urgency
B2B sales
B2B vs B2C sales
Sales recruitment
8 Topics
Unveiling the traits of a great manager
Lean management
SWOT analysis
The Boston Consulting Group Matrix
Management vs leadership
The balanced scorecard
Porter's Five Forces
Red car theory
1 Topic
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Business development and sales processes - a bird's eye view
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