Strategic Business Development Process

Strategic Business Development Process©

In the Strategic Business Development Process©, individuals who interface with your clients, especially sales executives and managers, learn to utilize a team approach to strategic planning and strategic selling for continuously discerning and meeting clients' needs. In this 90 day process, methods and skills for establishing and nurturing long term and mutually profitable relationships with key decision makers in the clients' business are learned and applied.

Two key points of differentiation are this is a 90 day process which ensures successful adaptation by your sales organization and that we use behavior style assessments that helps participants to recognize the style of behavior of their contacts and deal with them in the most efficient and productive manner; reducing the sales cycle appreciably.

Performance Objectives

This course builds highly effective skills with your people in obtaining and growing their business volume with key clients through a planning and selling process. Because of increases in the number, kind and quality of competitors, it is essential that sales executives first, plan their efforts toward targeted markets and customers; and second, learn in each selling opportunity:

a) the key decision makers and their style of doing business

b) the role each plays in the decision making process

c) their specific needs and the expressed urgency of those needs

The course leaders, who are all proven sales executives/managers, help each participant master these skills while learning to establish a process for tracking that ensures client need fulfillment and achieves the sales executives' and their firm's goals, including:

a) gross and net revenues
b) revenue per client
c) rate of penetration or market share
d) churn/attrition

e) customer satisfaction.

The three day workshop, with its evening role playing competition, includes follow-up components (30 and 60 day) that result in the participants being equipped to use the process to achieve not only their sales goals; but additionally, to train their teammates in the skills and methods they have learned in the Strategic Business Development Process©. This enables them to become independent of outside sales consultants/trainers.

Learning Objectives

Each participant will understand and apply:

a) Business Development Process with its stages of pre-call planning, call opening, needs analysis, call closing and post-call planning;

b) Five Keys to Strategic Business Development which enables participants to discern a client's buying/business style, decision making role, their specific need, their sense of urgency regarding that need, and how the client wins both personally and as a business when their needs are met;

c) Management Process that participants use to achieve closure with others on commitments made in the selling process; and

d) Strategic Planning Process which enables the participants to gain agreement of the client's and their team's goals.

They will be able to optimize the resource of their teammates' personal and technical strengths in a continuous planning discipline; thus, focusing their diverse resources on the dynamic needs of the client.

The Strategic Business Development Process© results in a client focused process that reduces the sales cycle by a minimum of 20%, increases client satisfaction/retention, while increasing revenues and profits.

The Strategic Business Development Process© workshop is generally done in-house for companies with up to 12 participants per group. The fee is $12,000.00. Open Strategic Business Development Process© workshops are conducted throughout the year. These provide smaller companies the opportunity to send their people at $1,500.00 per participant. This is also an excellent opportunity for senior level management to attend and assess the program for implementation into their organizations. All fees are in U.S. funds.

"We Deliver Results"