Instructor for this course
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Business development and firm growth are some of the hottest topics in the industry currently. How do we promote growth? How do we obtain more clients while retaining current clients? How do we gain more market share? These are important topics for firm leaders to understand in order to maintain a healthy firm and unlock opportunities in a market that has traditionally been based on a price-driven commodity. We understand that business development can sometimes seem like an overwhelming task for those firm leaders who have historically been focusing on industry knowledge and service.

Course Key Concepts: Business Development, Client acquisition, Sales, New business, Growth strategies.

Learning Objectives

  • Discover and define the 5 states in the sales process.
  • Identify and list 5 ways to find your ideal client.
  • Explore and craft your perfect elevator pitch.
  • Discover and design a tailored elevator pitch.
  • Identify and list the 7 most common objections.
Last updated/reviewed: November 5, 2020

Prerequisites

Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  6:36Introduction to Business Development
  6:53Plant Methodology for Sales and Business Development
  4:42Finding Prospects
  4:08Land Your First Meeting
  2:16 Advocate your Unique Differentiator
  5:15Negotiate Your Terms
  3:34Time to Sign Your Client
CONTINUOUS PLAY
  33:28Introduction to Business Development
SUPPORTING MATERIAL
  PDFSlides: Introduction to Business Development
  PDFIntroduction to Business Development Glossary/ Index
  PDFWorkbook: Introduction to Business Development
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM