Business Development Foundations: Researching Market and Customer Needs

Learn business development concepts to better understand your market and clients. Discover how to speak like a leader, unpack your competitors' strengths and weaknesses, and more.

Introduction

• Welcome
• What is business development?

1. Understanding Your World

• Understand the business you're in
• Know your best customers
• Unpack the sales process
• Utilize your CRM
• Leverage your internal team

2. Diving into Your Customer's World

• Research fundamentals
• Believe in what you sell
• Understand your prospect's customers
• Understand title and roles
• Unpack the competitive landscape

3. Customer Conversations

• Opening your call
• Make yourself relevant quickly
• Speak like a leader
• Address competitors
• Getting rejected

4. The Five Big Mistakes (and How to Avoid Them)

• Lack of customer knowledge
• Wasting time with nonbuyers
• Trying to close too early
• Closing too slowly
• Never giving up

Conclusion

• Next steps