Instructor Led Training Delivered Online

Mastering the Art of Business Development™

Individual 4-Day Virtual Workshop

Delivered over 2 Consecutive Weeks
2 Days (Each Week) | 12 Hrs Total

Program at a Glance

Session 1:

The Role of Professional Business Development

  • 12 Core Competencies of Business Development
  • Purpose-Driven Leadership
  • Identity-Role Differentiation
  • Behavioral Psychology & Transactional Analysis in BD
  • Understanding Why People Buy vs. Selling

Session 2:

Internal and External BD Processes

  • BD Systems and Processes
  • Proactive vs. Reactive BD
  • Early Disqualification & Pain Funnel
  • Early Shaping (OI&Q)i Phase Tracking Opportunities,
  • Prospects, and Intel

Session 3:

HUMINT® Client Engagement Process (CEP)

  • Why You need a HUMINT® CEP
  • Phase 1 – Analysis, Intel Gathering & Planning
  • Phase 2 – Preparing Questions & Scripts
  • Phase 3 – Establishing Trust & Respect
  • Phase 4 – Document, Evaluate, Validate

Session 4:

Uncovering Client Pains (Practice, Drill & Rehearse)

  • Interviewing & Qualifying Skills
  • Socratic Dialogue and Reversing Process
  • Bonding & Positioning Techniques
  • Diagnostic Interview and Uncovering Client Pains
  • Tactical Application & Role-Play Simulations

Upcoming Individual Sales Workshops

There are currently no events.

Private Training

Available for Corporate Teams

Successful corporate, or company, sales teams, are given the tools to succeed in building revenue growth and establishing customer intimacy. Our certified customer engagement training curriculum focuses on optimizing each team member’s individual thinking and behavior, based on their role and customer engagement focus. Depending on your organization’s customer engagement needs and your professional development requirements, your team can complete select business development classes or the entire series.