Business Development Training in Kochi
Building targeted prospect lists
Business Development Training in Kochi
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Module 1 — Business Development Fundamentals
BD vs sales vs marketing: how they fit together
Reading
B2B and B2C business models
Reading
IT services and SaaS BD landscape
Reading
Buyer personas and ideal customer profile (ICP)
Reading
The revenue funnel: lead to loyal customer
Reading
Module 2 — Market Research and Prospecting
TAM, SAM and SOM market sizing
Reading
Competitor and industry analysis frameworks
Reading
Building targeted prospect lists
Reading
LinkedIn Sales Navigator and Apollo.io hands-on
Reading
Company research and trigger-event selling
Reading
Module 3 — Outreach and Lead Generation
Cold calling frameworks and call scripts
Reading
Cold email sequences that get replies
Reading
LinkedIn connection and messaging strategy
Reading
A/B testing subject lines and messaging
Reading
Lead qualification: BANT and CHAMP basics
Reading
Module 4 — Sales Conversations and Objection Handling
Discovery call structure and question banks
Reading
SPIN selling and MEDDICC overview
Reading
Running product demos and solution walkthroughs
Reading
Objection handling and negotiation techniques
Reading
Follow-up strategy and meeting conversion
Reading
Module 5 — CRM, Pipeline and Proposals
HubSpot, Zoho and Salesforce CRM hands-on
Reading
Pipeline stages, hygiene and forecasting
Reading
Proposal and RFP response writing
Reading
Pricing, discounts and commercial basics
Reading
Contracts: MSA, NDA and SOW essentials
Reading
Module 6 — Account Growth, KPIs and Capstone
Upselling, cross-selling and account expansion
Reading
Quarterly business reviews and client retention
Reading
Referral and partnership engines
Reading
BD KPIs: meetings booked, pipeline value, win rate
Reading
Capstone: run a complete BD campaign with mentor review
Reading
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