The Certified Business Development Expert (CBDE)
The Certified Business Development Expert (CBDE)
The Certified Business Development Expert (CBDE) course was designed for Business development professionals looking to improve their business development expertise and knowledge.
Learning Objectives of The Program:
*How to improve your business development tactics using influence and persuasion tactics
*How to leverage your team’s knowledge and content to attract more clients to your business each week
*How to become an authority figure within your niche and widen the funnel of your client pipeline development efforts
*Why following our 3-step formula will help you develop more business relationships than your competitors
Our program will help you to understand the terms and implement the tactics and tools of leading business marketers, sales professionals, and business development professionals.
You might be interested in another Business Development Programs as a next step.
- COURSE TYPE Advanced
- COURSE NUMBER
- DURATION 5 Days
- COURSE ACCREDITED BY ISM
YOU WILL LEARN HOW TO
IMPORTANT COURSE INFORMATION
Exam Information
The Certification Exam Is Provided Online on the 10th Of Each Month.
The exam has a total of 100 available points, 80 of which can be earned from the multiple choice or true/false questions that are worth 1 point each, and 20 of which can be earned from 2 short answer questions that are worth 10 points each.
You will have 2 hours to complete the exam.
Add The Certified Business Development Expert (CBDE) Program to Your Resume Immediately.
COURSE OUTLINE
Modules:
Module 1: Business Development Planning and Execution
What a good business plan looks like
Developing a Business Planning Process
Business Planning Top Tips
Professional Service Leverage Models
Leverage in a consultancy business
Vision, Mission, and Objectives
Values and Principles
Building a Service Proposition Framework
Market and Competitor Analysis
Module 2: Marketing & Sales Best Practices
The target buyer and their buying process
The revenue process
Messaging that’s built for revenue
Content alignment
The lead handoff process
Revenue service level agreements
Module 3: Client Pipeline Management & Development
Know your pipeline
Keep detailed metrics on your pipeline
Regularly optimize your pipeline based on your metrics
Formalize the process and include the team
Flag problems when they arise
Module 4: Authority Construction & Positioning
Investment Sales Cycle
The 5 Great Rules of Sales
The 5 Pillars of Selling
The 6 I’s of Relationship Cultivation
Early adopters
Late Adopters
Qualifying a client
The 6 I’s Pipeline
Three Ways to Ramp Up Your Sales Development Program
Module 5: Influence & Persuasion
Investment Tool #1: Sales Systems
Investment Tool #2: Strategic Tools
Investment Tool #3: Four Strategic Rules to Create Excessive Profits
Investment Tool #4: The 4-Square Planning Model
Investment Tool #5: Top Five Sales Objections Investment Tool #6: Request for Proposal
Investment Tool #7: ABC’s of Sales Campaigns
Culture Shock
S.M.A.R.T.
The 3 Main Phases of a Sales Call
The 5 Types of Questions You Can Ask a Customer
The 4 People Types
The Top 5 Reasons Are Reluctant to Purchase
Worldview Frames
Module 6: Customer Anatomy
5 Steps of Marketing
Customer Wants
Customer Needs
The 2 things that differentiate success and failure in organizations today
Taste
Attention
Bias
Vernacular
Community
Reasons firms expand globally
Economics of Scale
Module 7: Economies of Scope & Learning
Centrist Approach to Managing International Sales Organization
Noncentrist Approach to Managing International Sales Organization
Problems international management faces
Five-point course of action for those who need a better way to evaluate different markets and products on a global level
Top ten barriers to trade
The 7 Rules of International Distribution
Common ways to hedge the risks from exposure
4 Step Process for Analyzing Country Risk Abroad
The 4 Main Reasons Exporters Use Credit Insurance
The 8 strategies for reducing foreign exchange exposure
Module 8: The KISS Principle
The Accounting Principle
The Control Principle
The Kaizen Principle
Manager Ethics Levels – Moral – Immoral – Amoral
The 3 Main Drivers of Immoral Activity
The 8 Networking Tricks of the Rainmaker
The 3 Possible Results of Negotiation
The 5 Steps of a Negotiation
Factors that can change the process of a negotiation
5 Disciplines of Strategic Intelligence and Tactical Ingenuity
3 Tools for 3-D Negotiations
Six Negotiation Pitfalls
Aristotle’s 3 Means of Influence
3 Verbal Tactics to Increase a Positive Outcome in a Negotiation
Arbitration
Mediation
Rent-A-Judge
Summary Jury Trial
Mini-Trial
Module 9: Main Influences
The 3 Main Influencers for Cross-Cultural Negotiations
The 4 Ways to Analyze a Culture When Doing Business Globally
3 Steps to Creating an “Early Warning System”
Cloning Your Competition
USP (Unique Selling Proposition)
Eight Successful Differentiation Strategies
The Five Rules for the Road When Choosing Your Differentiating Idea
Lateral Marketing
Vertical Marketing
Segmentation
The Lateral Marketing Process (3 Steps)
Substitution
Combination
Inversion
Elimination
Exaggeration
Reordering
1:1 Marketing
Mass Marketing
Ways to Turn Prospects into Shoppers
Advocates
Pure Loyalty
Pull Loyalty
Cannibalizing
“Coopetition”
Module 10: Niche vs. Cubbyhole
Killer App
OCI (Opinion-Creating Initiative)
“Immigrants” of Cyberspace
Buzz/ Word-of-Mouth
Network Hubs
The “Rules” of Networks
Contagious Products
Seed Unit
The New P’s of Marketing
TV-Industrial Complex
Remarkable Marketing
Sneezers
“Thinking Pink”
Transparent Marketing/Campaigns
Hybrid Campaigns
Visible Campaigns
Module 11: Value Discipline
Operational Excellence
Product Leadership
Customer Intimacy
Operating Model
Transaction Environment
Vertical vs. Virtual Integration
Core Competencies vs. Core Essence
Innovation vs. Renovation
Emotional Benefits
Functional Benefits
Attributes
T.A.C.O.S.
Demand-Based Segmentation
Hard Opposition
Soft Opposition
Undecided
Soft Support
Hard Support
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In The Classroom
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Live, Online
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Private Team Training
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Indiviual Private Session
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