Mastering the Art of Business Development

Online Course with Live Instruction

Public 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 Virtual Workshops

NOTE: Each course consists of Four 3-hour sessions which will take place in the afternoons.
The virtual course will take place from 1:00 – 4:00 pm EDT each day.

Virtual Workshop

June 21 - 22 & 28 - 29

Four 3-Hour Sessions | 12 Hrs
Afternoons from 1PM to 4PM

Virtual Workshop

November 8 - 9 & 15 - 16

Four 3-Hour Sessions | 12 Hrs
Afternoons from 1PM to 4PM

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.

Reach out to us to schedule private instruction for your whole team.