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Mastering Business Development Audio Series

$60.00

Learn and become proficient in a time-tested methodology proven to deliver results with MBDi’s patented Business Development Process. The Mastering Business Development Audio Series contains over six hours of Business Development insights from Bill Scheessele- master instructor and the creator of the Mastering Business Development Training Series

 

How do the world’s leading Business Development teams achieve optimal performance? They are provided professional development in and adhere to a common, proven Businss Development Methodology. With a unified approach to business development in place, team members of leading firms:

  • Approach customers in a consistent manner using a method proven to deliver more predictable results
  • Speak the same language for improved, streamlined communication
  • Use the same metrics to measure progress for efficient reporting and management involvement.

You can be exposed to the same training and become proficient in a time-tested methodology proven to deliver results with MBDi. MBDi’s patented Business Development Process has been adopted as the corporate standard by many of the world’s leading firms. Why? Business development leaders turn to us because they know our methodology works and they have the revenue results to prove it.

The Mastering Business Development Audio Series contains over six hours of Business Development insights. This program is based on the Mastering Business Development Training Program and the Winning Conversation: Mastering the art of Business Development manual available on Amazon.

Below are the modules contained in this series:

101. Welcome to this audio series :30

102. First Things First 4:09

103. Fundamental Principles For Success In Professional BD 8:25

104. Why Traditional Selling Fails 9:49

105. Traditional vs. Professional Approach To Business Development 15:25

106. Balanced Approach To Personal And Professional Development 12:06

107. Business Development: Beyond Goals And Systems 10:25

201. Identity-Role Differentiation And Systems 17:12

202. Secrets Of Role Success And Failure 14:28

203. Goal Setting And Motivation 26:02

204. What Constitutes Meaningful, Focused Goals 20:05

301. The Motivation Formula 6:13

302. Ok Or Not Ok 23:34

303. The Three Ego States 20:12

304. UnderstandingWhy People Buy 25:24

401. What is Pain? A Closer Look 8:59

402. Orchestrating Progressive Pain 12:04

403. Constructing A Business Development System 27:02

404. Presenting A Solution To The Problem 13:46

501. Learning The Business Development Process 32:41

502. The Diagnostic Process 23:34

503. The Dummy Curve 13:02

601. Reading The Radar 12:18

602. The Prospecting Process 18:13

603. Using A Script To Prospect And Qualify 10:10

604. Live Role Playing 11:43

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In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The eight-element approach to turning around revenue growth
  • Critical components for a high performing BD organization
  • Is it possible to change the culture of a BD organization?
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What a new BD culture incorporates
  • Why BD culture change produces a greater return on investment than strategy
  • How external catalysts are critical to changing BD culture
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Why trust is important in developing business
  • Why a client engagement process mapped to a qualification/disqualification phase is necessary
  • The three early shaping environments impacting your revenue results
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What the true ROI is for training and development investments
  • How installing a purpose-driven client engagement process impacts pipeline quality
  • Why to fund education, coaching and professional development for effective customer engagement thinking and skills
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The missing link in most Business Development processes
  • What is HUMINT® and why it's a critical component in intelligence gathering
  • How credibility in BD is determined by the level and type of questions asked
Your Information will never be shared with any third party.
Issue Paper:
  • Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Key Indicators of Revenue Growth Stagnation or Contraction
  • Stovepipe to Strategic: Restructuring the Business Development Model
  • Steps for Implementation
  • Assess the Present State of a Business Development Organization
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Indications of Business Development model problems
  • Business Development Strategy, Planning and Capabilities
  • Opportunity Identification & Qualification vs. The Crystal Ball.
  • Business Development Professionals vs. Door-Openers and Butterfly Catchers
Your Information will never be shared with any third party.
Issue Paper:
  • Few positions have the success of an organization weighing upon them like those in Business Development.
  • Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Do You Need a Special Ops Team of Super Hunters for Your Organization?
  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
  • The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
  • The five stages of the Intelligence Cycle
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
  • Game-Changing Structure Strategy
  • The Case for Professional Development
Your Information will never be shared with any third party.
Issue Paper:
  • Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
  • Are you gathering Data or Source HUMINT ®
Your Information will never be shared with any third party.
Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.