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Business Development

Business Development is a catch-all title for those responsible for finding new business. Business Development Managers are the Hunters in the organisation, conducting a lot of the less colourful, but necessary tasks of Prospecting. Cold calling, building relationships with customers from a zero base, and in some instances, walking away after the deal is done and handing the relationship over to an Account Manager.

The first three modules of the Sales Champions Framework are suitable for Business Development Managers.

Module 1 "The Hard Slog" provides them with the preparation and execution methods of Prospecting and Qualification, enabling them to build a healthy sales pipeline.

Module 2 "The Deep Dive" prepares them for personal interaction with buyers and to understand the many components that need to be addressed during the Discovery stage.

Module 3 "The Showdown" is where the rubber hits the road for Business Development Managers. Presenting solutions or opportunities in a way that positions them in the most favourable light and creating an atmosphere where Closing is a matter of course.

Details of the full Sales Champions Framework are accessible here.

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