Intro to Business Development: The Art of Selling

Learning how to most effectively sell both your product and yourself is a key component in growing a successful business. This four-part workshop series provides a detailed understanding of the sales process, from identifying your audience and making key customer connections, to creating effective presentations and nailing the pitch. Students will come away with valuable sales and networking techniques, as well as a Short Form, Elevator Pitch, and Sales Presentation.

Session I [Business Development Overview; Strategic Targeting, Networking & Connecting]

• Your Personal Elevator Pitch (Your Personal Brand counts!)
• Salesperson vs. Trusted Adviser
• Strategically Targeting Key
  Customers
• Connecting to your Ideal Customer

Session II [Bolder Networking; Better Communication Skills; The Pitch]

• Become a Bolder Networker
• Making Every Communication Count
• How to Prep for The Pitch
• How to Manage Your Clients

Guest Speaker - Jennifer Karpf, Founder & Executive Director, National Sports Marketing Network (NSMN)

Session III [The Pitch; Objections; Closing the Deal; Pitch Run-thrus]

• The Pitch - Absolute Do's & Don'ts
• Client Follow-up & Dealing with Common Objections
• Closing the Deal
• Final Presentation Run-thrus

Guest Speaker - Tim Peek, Executive Producer & Digital Storytelling guru at NBC NextMedia

Session IV [Creative deal-making; Sales Forecasting; Sales Management; Final Pitch Run-thrus]

• Special Deals & Partnerships
• Marketing & Special Events
• Understanding Sales Pipelines & Forecasting
• Intro to Sales Management
• Final Presentation Run-thrus

Session V [Final Presentations/Professional Networking Event]

• Student Final Presentations to invited clients, special guests &
  critiqued by Senior-level Marketing/Business Development/Media/Adv-PR
  Executives