About Course
- **Course Duration:** 3 Months (12 Weeks)
- **Schedule:** Weekly live sessions + Assignments and practical exercises
- **Key Learning Outcomes:**
- Master advanced BDR skills like prospecting, cold calling, objection handling, and pipeline management.
- Learn negotiation techniques, AI-powered tools, and industry-specific strategies.
- Be fully prepared for job interviews and real-world challenges.
Month 1: Foundations of Business Development
- Overview of business development and its impact on companies.
- BDR vs. SDR vs. Sales roles: Key differences and overlap.
- Key skills and mindset required for a successful BDR career.
- Understanding the customer journey: Awareness, Interest, Decision, Action.
- Metrics: Pipeline value, lead response time, and conversion rates.
- Real-world case study: Analyzing a successful sales funnel.
- How to define ICPs and segment buyer personas.
- Understanding Total Addressable Market (TAM).
- Hands-on activity: Create ICPs and buyer personas for a hypothetical company.
- Introduction to prospecting strategies: Online and offline methods.
- Using AI for prospecting: ChatGPT, Apollo, and LinkedIn.
- Practical session: Build a prospect list for a mock product.
Month 2: Advanced Lead Generation, Outreach & Cold Calling
- In-depth use of LinkedIn Sales Navigator.
- Using advanced filters and Boolean search for better results.
- Other lead generation tools: ZoomInfo, LeadIQ, and Hunter.io.
- Planning your calls: Research and scripting.
- Mastering the perfect opening line and building rapport.
- Role-play session: Practice live cold calls.
- Overcoming objections effectively (e.g., "Not interested" or "Call me later").
- Understanding the prospect's pain points and offering solutions.
- Live cold calling simulation with trainer feedback.
- Writing personalized emails using the AIDA and PAS frameworks.
- Using automation tools like Mailshake and Outreach.io.
- Multichannel outreach: Combining calls, emails, and LinkedIn messaging.
Month 3: Advanced Skills, Pipeline Management & Interview Preparation
- Qualification frameworks: MEDDIC, BANT, and GPCTBA/C&I.
- CRM management: Tracking leads and pipeline stages (HubSpot, Salesforce).
- Activity: Qualify and update a mock pipeline in a CRM.
- Basics of negotiation for BDRs: Building value during prospecting.
- Techniques for closing high-quality leads.
- Practical exercise: Negotiation role-playing.
- Resume optimization: Tailoring your CV for BDR roles.
- Crafting a LinkedIn profile that attracts recruiters.
- Top BDR interview questions and behavioral responses.
- Advanced mock interviews: Handling scenario-based questions.
- Final role-play: Cold calls, email outreach, and objection handling.
- Final project presentation: Create and present a full outreach and qualification strategy.
Additional Topics Integrated Throughout
AI in Business Development:** Using AI tools for prospecting, outreach, and analytics.
Personal Branding:** Building a professional presence on LinkedIn and other platforms.
Industry-Specific Strategies:** Adapting BDR skills for different industries (e.g., SaaS, e-commerce).
Time Management & Productivity:** Tools like Trello and Asana for managing BDR tasks effectively.
Additional Features
Case Studies:** Real-world examples of successful BDR strategies.
Role-Specific Insights:** Sessions with industry experts sharing their experiences.
Placement Support:** Resume reviews, networking tips, and access to job boards.
