Business Mind - Mastering Business Development

Name: Business Mind - Mastering Business Development
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Master in Practice the Product, Sales and Marketing Perspective of Business Development

Created bySobair Barak

Last updated 5/2021

English

English [Auto],

What you'll learn

Business Development
Business Unit Development
Business Area Development
Growth Strategies
Product Development
Service Development
Portfolio Management
Sales
Selling
Marketing
Commercialization
Business Model Canvas
Practical Knowledge
Entrepreneurial Action

Course content

5 sections • 35 lectures • 4h 22m total length

1.1 Introduction and Exercise 15:22
At the beginning I would like to introduce myself briefly and find an explanation & definition for the term business development. I will also explain the job of a Business Development Manager. In order not to go too deep into the theory, we are already going into the core content of business development - the different perspectives.
1.2 Explanation and Definition Business Development7:59
Define business development and the business development manager's role across product, sales, and marketing perspectives. Learn to identify market opportunities, diversify offerings, expand the customer base, and implement growth strategies.
1.3 Growth Strategies According to Ansoff7:45
1.4 Conditions for Business Development5:48

2.1 Introduction Product Perspective2:43
In this section, I will start with you into the product perspective of business development. Please be aware that the product perspective also includes software and services, so that what you have learned can also be transferred to these areas. At the end of this part you should know which levers are available to you for products, software and services in order to apply business development.
2.2 Understand and Identify Needs7:29
Identify and prioritize customer needs using Maslow's hierarchy to guide product development, sales, and marketing, and learn methods to capture expressed and unexpressed needs through conversations, observation, and data.
2.3 Customer Satisfaction vs. Product Features and Exercise 27:40
Apply the Kano model to classify basic, performance, and excitement features, align product development with customer needs, and boost satisfaction while avoiding feature overload.
2.4 Turning Ideas into Solutions and Exercise 39:50
Turn needs into solutions using a six-section, three-phase innovation model from ideas to market launch. Explore minimum viable product concepts and tender versus performance specifications to guide efficient product development.
2.5 Agile Approaches to the Realization of Solutions - Cyclic Approach4:23
2.6 Agile Approaches to the Realization of Solutions - Scrum13:35
Master the scrum framework for agile product development. Explore roles, artifacts, events, and the definition of done that enable iterative, customer-focused delivery of complex products.
2.7 Product Life Cycle and S-Curve6:28
2.8 Portfolio Management6:18
2.9 Exercise 4 and Conclusion Product Perspective7:25
Identify growth levers in the product perspective by centering on customer needs and agile, solution-focused development. Use portfolio analysis and sales and marketing alignment to sustain growth.

3.1 Introduction Sales Perspective and Exercise 56:23
In the previous part we focused on the product perspective of business development. This is important in order to develop solutions that satisfy specific customer and market needs and are therefore purchased in the next step. This is exactly what we focus on in this part, namely the sales perspective of business development. As an introduction, I would like to teach you sales skills with which you can develop an understanding of good selling. The subsequent steps build on this understanding. As part of the sales perspective, we will talk about using additional sales channels, opening up new markets and starting collaborations. Again, I will show you a number of levers for upscaling the business using sales tools.
3.2 Understanding the Personality of People8:17
3.3 How to Sell to People14:05
Develop interpersonal selling skills for b2b success through pre-appointment preparation, strategic questioning, active listening, and disciplined closing to align solutions with customer needs.
3.4 Business Development Cycle from Customer Perspective2:47
3.5 Scaling up Through Sales Structure11:02
Learn to scale via a high-margin sales concept, expanding through direct and indirect channels, including retailers and digital distribution, while optimizing vertical and horizontal sales structures.
3.6 Design of the Sales Channel Structure and Exercise 69:20
3.7 Push and Pull Incentives for Sales Stimulation3:20
Explore push and pull incentives to stimulate demand through sales channels, balancing retailer and consumer focus with monetary and non-monetary rewards, and budgeting both strategies.
3.8 Cooperation & Partnerships and Exercise 78:17
Explore how cooperation and partnerships unlock a larger customer universe and expand offerings through alliances, referrals, and sales channel partnerships, delivering win-win value for both parties.
3.9 Conclusion and Summary Sales Perspective4:41
Explore the sales perspective of business development by understanding customer journeys, building skilled B2B/B2C sales teams, and shaping channels with push and pull incentives to expand market reach.

4.1 Introduction Marketing Perspective5:09
In the previous parts you learned what needs to be considered on the product, software and service side in order to apply business development. Then we dealt with the relevant growth levers in sales, which lead to a higher sales flow of marketed solutions. However, both perspectives have one important thing in common: that the best inventions are hardly successful if they are not properly marketed. For this reason, we are now going into the marketing perspective of business development in this section in order to give you a comprehensive understanding of business development. This will help you to develop and promote good solutions and, last but not least, to permanently inspire new and existing customers to buy. In terms of business development, communication activities are extremely important in marketing. However, marketing is so much more than just communication at the same time and also offers a variety of levers for upscaling the business. In order to show you these growth levers, we focus in this section on the marketing perspective of business development.
4.2 Understanding Buyer Behavior and Exercise 811:19
Analyze buyer behavior to target groups with precise marketing messages using biobehavioral insights. Explore activation, attention, involvement, emotions, motivation, attitudes, values, and personality shaping purchases.
4.3 Customer Segmentation and Exercise 98:43
4.4 Marketing Strategies and Exercise 10 and 1112:22
Explore porter's generic competitive strategies and the role of differentiation and cost advantage in positioning a business, then apply the four ps to plan a market launch.
4.5 Expansion Strategies3:25
Explore expansion strategies for market entry, from export to joint ventures, detailing when to use licensing, franchising, or contract manufacturing to grow into new markets.
4.6 Introduction Communication Instruments and Online Communication9:35
Identify and optimize marketing communication instruments to reach audiences, balancing online and traditional tools. Align messages with the communication policy and measure reach, clicks, inquiries, and purchases to drive campaigns.
4.7 Classic Advertising, Sales Promotions and Event Marketing11:40
4.8 Sponsorship, Product Placement and Exercise 126:56
Master sponsorship and product placement as core marketing tools to increase sales, awareness, and brand image, while aligning sponsor and sponsored party goals for long-term success.
4.9 Conclusion and Summary Marketing Perspektive5:33
Master growth in marketing by understanding buyer behavior, segmenting homogeneous buyer groups, and applying growth levers to tailor communications for the target group, boosting launches and promotions.

5.1 Introduction Business Model Canvas5:37
In this part, we bring the various growth levers together with your new or existing business model. I would like to discuss the Business Model Canvas with you, which will enable you to structure your business model and add the new insights so that you can make the best possible use of the growth levers.
5.2 Explanation of the Business Model Canvas Fields15:46
Explore the nine fields of the business model canvas, from partners and resources to value propositions and revenue streams, and learn growth levers and channel strategies.
5.3 Exercise 131:55
5.4 Key Messages Business Mind3:53

Requirements

Interest in business development
Interest in entrepreneurial action
Open-mindedness towards new things

Description

In this course you will learn how to master business development in practice. The contents are structured as follows:

Explanation & definition of business development and the explanation of the tasks of the Business Development Manager.
Product perspective of business development, including software & services.
- Understand customer needs and convert them into solutions
- Product features vs. customer satisfaction
- Innovation management
- Agile approaches to developing products, software and services
- Product life cycle & S-curve model
- Portfolio management
- Customer psychology
Sales perspective of business development
- Basics of interpersonal selling
- Customer journey
- Sustainable customer relationships
- Define and expand sales channels
- Push vs. pull incentives
- Cooperations & partnerships
Marketing perspective of business development
- Understand buyer behavior
- Market segmentation
- Marketing strategies
- Expansion and internationalization strategies
- Marketing and communication tools
- Push vs. pull communication
- Sales promotions
Merging of the perspectives in the Business Model Canvas
- Structuring of new and existing business models
- Application of the growth levers of business development

Within the sections you will find a variety of exercises and practical examples to enable you to put what you have learned into practice.

The various contents were selected according to their practical suitability. I deliberately teach learning content, which has helped me in my professional career to achieve years of growth in my business areas, supplemented by knowledge that will be useful for you. The topics you will learn will help you to make an excellent entry into business development or to broaden your horizons in your current business development position.

Who this course is for:

People with an interest in business development
People with an entrepreneurial background
Business Development Managers
Business interested personalities
Sales-related people
Marketing and communication related persons
Product, software, service manager

Business Mind - Mastering Business Development

What you'll learn

Explore related topics

Course content

Explanation & Definition Business Development4 lectures • 27min

Product Perspective of Business Development9 lectures • 1hr 6min

Sales Perspective of Business Development9 lectures • 1hr 8min

Marketing Perspective of Business Development9 lectures • 1hr 15min

Merging the Perspectives in the Business Model Canvas4 lectures • 27min

Requirements

Description

Who this course is for: