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Online Business Development Training

We've just completed the task of organizing ten years of writing and three years of monthly webcasts into six online training programs that you can use for do-it-yourself positioning, business development training, and managing of people and processes. All that's required to access these lesson plans and their content is a $395 annual membership to the Online Learning Center.

Here's how it's all organized.

Track 1: Positioning

The Positioning track has one eight-step lesson plan with four webcasts at its core. It follows the steps that I take when helping my clients to position their firms. Now you can do it yourself. This lesson plan has an optional, affordable positioning guidance consulting module if you're not the DIY type and you want to enlist me to help.

Track 2: Process

The focus of the Process track is sales and business development training.

There are three different lesson plans. The first, The WWP Way, is designed to deprogram you of bad habits and unnecessary steps in the buying cycle. You'll learn to quit giving your thinking away for free, to command the power position in the buying cycle, and to accurately score opportunities and assign the appropriate next steps. You'll think differently about what it means to sell and you'll start to see the traditional business development approaches for what they are: highly-ingrained bad habits.

The Lead Generation lesson plan covers lead generation strategy but also delves into specific tactics, broken into four categories: telephone, web, networking and the expert lead gen approaches of specialist firms. This last category features numerous webcasts, many lead by the agency principals who do them best.

Closing with Case Studies is a four-webcast series that explains for the first time outside of a seminar or consulting engagement the Win Without Pitching proprietary tools called process-framed case studies. Some call them the black box of the Win Without Pitching approach; I call them million dollar closing tools. Welcome to the next level.

Track 3: Personnel

The Personnel track is all about managing people and processes. It contains two lesson plans.

Staffing the Business Development Role begins with goal setting. From there it explains the characteristics of successful business development people, how to task, pay and manage them.

CRM & Reporting continues the management track but focuses on tools, including how to select and set up the appropriate CRM application, how to structure weekly business development meetings and annual review and forward planning.

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You must be logged in to view the complete lesson plans, but if you're not a member you can view the synopses of them all here. Already a member? Begin your training now...

Let me know if you have any questions about the new lesson plans or the Online Learning Center.