Course Curriculum

  • 01

    Foundations of Business Development

    • What is Business Development?

    • Business Development Purpose and Functions

    • Business Development Models

    • Finding the Right Business Development Model

    • What's in it for me?

    • Understanding the Management Role In Business Development
  • 02

    Business Development Strategies

    • Lead Management

    • Process Management

    • Performance Management

    • Success Traits

    • Knowledge Check
  • 03

    Growth Through Proactive Campaigns

    • What is a Proactive Campaign?

    • Campaign Selection

    • Who Should Make Campaign Calls?

    • Campaign Scripting and Coaching

    • Creating Campaign Call Schedules

    • Measuring Campaign Results

    • Ongoing Evaluation

    • Knowledge Check
  • 04

    Key Performance Indicators

    • Activities

    • Calls

    • Contacts

    • Appointments

    • Shows

    • Solds

    • Transfer of Opportunities (TOs)

    • Knowledge Check
  • 05

    Appointment Management

    • Importance of Appointment Management

    • Appointment Confirmation Process

    • Cancelled Appointment Process

    • Missed Appointment Process

    • Knowledge Check
  • 06

    Management Engagement

    • Importance of Management Engagement

    • Hourly Management

    • Daily Management

    • Weekly Management

    • Monthly Management

    • Knowledge Check
  • 07

    Training and Reinforcement

    • Three Aspects of Learning

    • Daily Training and Reinforcement

    • Leveraging Call Recording

    • Transfer of Opportunity

    • Effective Script Training

    • Knowledge Check
  • 08

    Motivating Your Team

    • Goals and Expectations

    • Importance of Success

    • Keeping It Fun

    • Knowledge Check