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Home - Lessons - Business Development Training in Gurgaon - Module 6 — Account Growth, KPIs and Capstone - Upselling, cross-selling and account expansion

Business Development Training in Gurgaon Upselling, cross-selling and account expansion

Business Development Training in Gurgaon

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Module 1 — Business Development Fundamentals

BD vs sales vs marketing: how they fit together

B2B and B2C business models

IT services and SaaS BD landscape

Buyer personas and ideal customer profile (ICP)

The revenue funnel: lead to loyal customer

Module 2 — Market Research and Prospecting

TAM, SAM and SOM market sizing

Competitor and industry analysis frameworks

Building targeted prospect lists

LinkedIn Sales Navigator and Apollo.io hands-on

Company research and trigger-event selling

Module 3 — Outreach and Lead Generation

Cold calling frameworks and call scripts

Cold email sequences that get replies

LinkedIn connection and messaging strategy

A/B testing subject lines and messaging

Lead qualification: BANT and CHAMP basics

Module 4 — Sales Conversations and Objection Handling

Discovery call structure and question banks

SPIN selling and MEDDICC overview

Running product demos and solution walkthroughs

Objection handling and negotiation techniques

Follow-up strategy and meeting conversion

Module 5 — CRM, Pipeline and Proposals

HubSpot, Zoho and Salesforce CRM hands-on

Pipeline stages, hygiene and forecasting

Proposal and RFP response writing

Pricing, discounts and commercial basics

Contracts: MSA, NDA and SOW essentials

Module 6 — Account Growth, KPIs and Capstone

Upselling, cross-selling and account expansion

Quarterly business reviews and client retention

Referral and partnership engines

BD KPIs: meetings booked, pipeline value, win rate

Capstone: run a complete BD campaign with mentor review

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