Introduction
Welcome00:00:39
What is business development?00:02:13
Introduction Quiz
Understanding Your World
Understand the business you’re in00:03:30
Know your best customers00:03:11
Unpack the sales process00:03:17
Utilize your CRM00:02:56
Leverage your internal team00:03:00
Chapter 1 Quiz
Diving into Your Customer’s World
Research fundamentals00:02:48
Believe in what you sell00:03:27
Understand your prospect’s customers00:03:28
Understand title and roles00:02:03
Unpack the competitive landscape00:03:05
Chapter 2 Quiz
Customer Conversations
Opening your call00:03:01
Make yourself relevant quickly00:03:23
Speak like a leader00:02:28
Address competitors00:03:14
Getting rejected00:02:56
Chapter 3 Quiz
The Five Big Mistakes (and How to Avoid Them)
Lack of customer knowledge00:02:34
Wasting time with nonbuyers00:02:53
Trying to close too early00:02:34
Closing too slowly00:02:07
Never giving up00:01:40
Chapter 4 Quiz
Final Exam
Final Exam
Final Exam Quiz