Business Development Track
This track is designed for individuals who are primarily involved with new business acquisition in both existing and new accounts. The key objective is to bring in new customers and sell additional products and services to existing customers, requiring a "hunter" focus.
Workshops included are:
Value To You. A Miller Heiman Certified Professional® in Business Development will:
- Effectively identify and manage opportunities
- Find new opportunities for selling their products and services within both new and existing customer relationships
- Manage complex deals through to completion
- Apply appropriate resources at each stage of the sales process
- Clearly communicate and differentiate the company's value proposition
- Handle difficult negotiations in the sales process to drive a win-win outcome
- Access and effectively communicate with high-level decision makers
- Prospect for customers who are most likely to need your solutions
Value To Your Company. As a Miller Heiman Certified Professional® in Business Development, you will:
- Increase revenue by effectively cross-selling and up-selling into existing accounts.
- Develop a strategy to manage complex deals that provides management visibility to key strengths and the potential risk in opportunities.
- Develop proper business rationale for prioritizing company resources during the sales process.
- Evaluate opportunities for funnel (pipeline) status and accurate forecasting.
- Build long-term relationships by selling solutions not products.
- Negotiate with clients to ensure a win-win outcome for both parties.
- Shorten sales cycle by accessing high-level decision makers and a relieve price pressures.
- Improve sales results by focusing on the right customers and the right opportunities.
Who Can Benefit. This track is designed for sales professionals who want to excel at prospecting and qualifying the right customers to add to their funnel. Graduates will master the ability to navigate complex sales and reach high-level decision makers. You will make the way you sell set you apart from your competitors. You will learn how to gain incremental commitment from each interaction to keep the sale moving forward. And throughout the process, you will be consistently negotiating, using value to overcome price sensitivity.
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