BDSM

BDSM

B2B sales in IT for experienced professionals

A BizDev Manager is a specialist who devises a business development strategy, builds systematic sales, and knows exactly how not only to meet but also to exceed the goals for the quarter. On the course, we will form an understanding of the strategy of an IT company in 2022 and then go through the entire client journey: from marketing and branding to sales, account, and success management. After this, you will be able to independently find areas to increase business profitability.

September 7

start of the course

15 online

lectures

7 homework

assignments

5 practicing

experts

September 7
start of the course
15 online
lectures
7 homework
assignments
5 practicing
experts

Who is this course for?

A BizDev Manager is a specialist who devises a business development strategy, builds systematic sales, and knows exactly how not only to meet but also to exceed the goals for the quarter. On the course, we will form an understanding of the strategy of an IT company in 2022 and then go through the entire client journey: from marketing and branding to sales, account, and success management. After this, you will be able to independently find areas to increase business profitability.

sales

IT Sales Managers

market

Marketing Managers

bizdev

BizDev Managers

owner

Business Owners

Add these skills to your resume:

  • Forming a strategy for the BizDev Department and defining its KPIs.

  • Conducting competitive analysis and developing the company's value proposition.

  • Building and automating the process of lead generation through LinkedIn, Expandi, etc.

  • Working with SMM, Content, and Emails on your own and setting up effective interaction with the marketing team.

  • Building a sales funnel and increasing the conversion of each stage through the analysis of the metrics.

  • Building relationships with partners and customers through the Event Basic Campaign.

  • Working with Marketing and Sales Analytics within departments.

  • Generating and testing hypotheses to improve your current business in Sales and Marketing.

What will you learn?

What will you learn?

Add these skills to your resume:

  • Forming a strategy for the BizDev Department and defining its KPIs.
  • Conducting competitive analysis and developing the company's value proposition.
  • Building and automating the process of lead generation through LinkedIn, Expandi, etc.
  • Working with SMM, Content, and Emails on your own and setting up effective interaction with the marketing team.
  • Building a sales funnel and increasing the conversion of each stage through the analysis of the metrics.
  • Building relationships with partners and customers through the Event Basic Campaign.
  • Working with Marketing and Sales Analytics within departments.
  • Generating and testing hypotheses to improve your current business in Sales and Marketing.

Course program

Business development. Auditing your processes.

What tasks does BizDev solve in outsourcing and product companies? Which skills are necessary to a business development manager? Basic types of business development. A brief overview of everything you need to know about planning systemic sales in your company.

✓ Business development: linking marketing and sales.
✓ Skillset: competencies of a real BizDev Manager.
✓ BD screening: decomposing your processes and conducting an audit.
✓ Sales vs BizDev: how to build processes correctly.
✓ OKR planning: company, BD team, individual.

After the course, you can audit the BizDev processes in your company and assess the pain points that you should work on throughout the course.

Q&A session on "Audit of BizDev processes and strategy"

Strategy. From the place of business in the market to the KPI of the team.

How to create a strategy: the main stages and steps of a business on each of them. We answer the age-old question: where to get leads? We break down the company's development strategy into specific team and personal goals of the BizDev, sales and marketing department: we form KPIs using approaches that have proven their effectiveness in practice.


✓ Strategic Planning: what it includes, the formula for implementation
✓ VMOSA Model: vision, mission, goals, strategies and plan for your business
✓ Business Model Canvas: Components and Examples
✓ Analysis: competitors, your place in the market, budget, channels
✓ Examples: BizDev Plan, Month Plan.
✓ Tools: Communication, Email marketing, CRM

After the lecture, you will learn how to create a strategy and action plan for your BizDev activities. Understand your market place and opportunities. Start creating a business infrastructure from tools within the company.

Marketing. Building a lead generation funnel.

How and why you should get the most out of marketing. Theory and practice. Marketing tools for competitor and market analysis. 5P’s. Marketing research: sources, algorithm. Application of the results of the analysis as the 1st stage of an inbound lead generation campaign.

✓ Market Research: positioning, competitors, SWOT, segmentation, Personas
✓ Planning: Buyer's Journey and lead closing content
✓ Promotion: Funnels, 1-Dollar Strategy, Unit Economy, Media Plan
✓ Directions: Website, Emails, PPC, Blog, SEO, Marketing Kit
✓ Metrics: CRM, Google Tag Manager, Google Analytics, Facebook Pixel, Zapier
✓ Tools: Phantom Buster, Data miner, LinkedHelper, Chatfuel, Linkedin Advertising insights

After the lesson, you will know how to build a lead generation funnel. You’ll be able to choose which marketing tools to use right now. You will conduct a SWOT and competitive analysis of your business.

Brand. Creating your unique offer.

What is a brand and how to make it work for you. What business devs need to know about the company's brand and how to present it. What activities help to pump the brand and get more partners.

✓ Brand value: your unique advantage, personalization, social engagement.
✓ Brand trends: countries, companies, examples.
✓ Brand artifacts: logo, colors, culture, UX, communication.
✓ Brand for BizDev: Guidelines, Pitches, Press Kit.
✓ Event Management: is it worth it in 2022.

After the lecture, you will learn how to work with a brand and will be able to start working on creating your unique position in the market and in the minds of customers.

Digital Marketing. SMM and Content.

What promotion channels to use and how to measure their effectiveness so as not to flush the budget down the drain. How to build a content strategy by learning from the best and how to ensure it can be reused regularly.

✓ Content Marketing - why it isn't just a blog post.
✓ Content Types: Lead Magnets, Interviews, User Cases, Tutorials.
✓ Examples: Google, Grammarly, SoftServe.
✓ Process: Content Plan, Re-using Strategy, 70\20\20 Principle, Metrics.
✓ SMM - what to choose in 2022?
✓ Metrics: CPM, CPC, CTR, ROI, SMO.

After the lecture, you will know how to draw up and control the digital strategies of your business. You will be able to choose the channels and tools that will provide the best conversion for you.

Sales. Lead generation. Getting ready for the first campaign.

Outbound and Inbound leads. Automation tools. Lead generation campaigns: types, stages of preparation and execution, evaluation of results. Planning your sales cycles. Learning to work with different customer responses.

✓ Sales: Selling System, Lead Gen Overview, Account Sourcing
✓ LI Sales Navigator
✓ Expandi automation
✓ Outbound Leadgen Campaigns: General, Event-based
✓ Message: Pitches, DIQ Formula, 5 Step Blueprint
✓ Prospect: what to write if the client agreed/refused/didn’t answer.

After the lecture, you will learn how to automate your lead generation process. You’ll make a monthly lead generation plan and a thematic list for the Outbound Campaign.

Sales. Building funnels and analyzing where leads are lost.

Types of funnels and how to work with them. Building a sales funnel for outbound emails from scratch. Collaboration with funnels: preparation, formation, analysis, and updating.
✓ Funnels: types, metrics, examples.
✓ Lead management: segmentation, emails, custom emails.
✓ Outbound channels: Emails, LinkedIn, Socials.
✓ Analytics: conversion, subjects, length, # of steps.
✓ Case study of problems at different stages of funnels.

After the lecture, you will be able to build or adapt your funnel from the stage of research or lead search to closing a deal and getting a client. Analyze where leads can be lost in your funnel.

Sales. Partnership management. Building relationships.

Potential partnerships: how to identify and build relationships. Pitch for partners. We will learn to contact community leaders and build cooperation with them both if you are a big outsourcer and if you are still a small noname brand.

✓ Sales Stage: steps, metrics at each stage.
✓ Inside Selling: Cold calling\mailing, LinkedIn, Lead Nurturing.
✓ Onside Selling: One-to-one meetings, Conferences, Meet-ups.
✓ Sales Scripts: situations, analysis, and examples.
✓ Events for Partnership: Calendar, preparation and attendance algorithm
✓ Examples: EPAM, Cognizant, Leadfeader, Hubspot

After the lecture, you will learn how to build an affiliate network for your company and understand how to act when communicating with partners to ensure win-win conditions.

Sales. KPIs. Measuring your result.

How to evaluate the effectiveness of the sales department and choose the best framework to control and improve processes. Sales qualification framework. Sales KPIs in B2B. Analyzing your current position and monitoring the metrics.

✓ Checklist for your KPIs.
✓ Pipeline Heath: Value, Lead-to-Sale, Close Ration
✓ Sales Effectiveness: Revenue, Win&Lost Stat, Win/Close Ratio.
✓ Sales Efficiency: Sales-to-Date, Sales Booking.
✓ Analysis: BANT, FAINT, Win&Lost Analysis.

After the lecture, you will be able to analyze the performance of your sales department and build a system of metrics that will objectively evaluate your Pipeline Heath and Sales Effectiveness.

Email marketing. Building newsletters.

How and why to work with email newsletters. What types of campaigns there are and which ones are most effective. What tools help build and analyze mailing lists.

✓ Preparation: what to look for in Email Campaigns.
✓ Tools: Gmail Tricks, Mailer Lite, Active Campaign.
✓ Campaign: Text, Automation, Split (A/B).
✓ Examples: Plain Text, Regular, Automation, Release.
✓ Building mailing lists in Mailchimp: Lists, Group, Segments.

After the lesson, you will be able to build Emails Campaigns for your business, choose the type of newsletters, and practice creating them in Mailchimp.

Custom emails. Compelling to open your letters.

How and why to work with email newsletters. What types of campaigns there are and which ones are most effective. What tools help build and analyze mailing lists.

✓ Preparation: what to look for in Email Campaigns.
✓ Tools: Gmail Tricks, Mailer Lite, Active Campaign.
✓ Campaign: Text, Automation, Split (A/B).
✓ Examples: Plain Text, Regular, Automation, Release.
✓ Building mailing lists in Mailchimp: Lists, Group, Segments.

After the lesson, you will be able to build Emails Campaigns for your business, choose the type of newsletters, and practice creating them in Mailchimp.

Account-based Selling. Implementing in your company.

Planning a custom campaign, analyzing the region, determining the subject of Email and key contacts, forming the body of the letter. Personalization of emails. Dealing with common objections.

✓ Emails: bulk and targeted mailing, customized letters.
✓ Personalization: content, LinkedIn profiles, social networks, videos.
✓ Custom Emails: Subject, Preheader, Title, Call to Action.
✓ Sequences: how to build, how many times to use.
✓ Practice: emailing mistakes, case analysis.

After the lesson, you will learn how to write custom emails for your Email Campaigns, learn how to build sequences. You’ll be able to practice personalizing emails using video and other tools.

Account and Customer Success Management. Developing relationships with clients.

Working with existing clients. Metrics for assessing the implementation of ABM. Monitoring your Sales Department. ABM and Content - how to build a coherent system.

✓ 6 steps to work with ABM
✓ Metrics: Pipeline Growth, Revenue Growth, Engagement, Win Rate, etc.
✓ Performance Tracking: Management, Reps Accounts, Benchmark Review.
✓ Content: checklist for creation, scoring, tactics.

After the lecture, you will learn how to monitor the effectiveness of the implementation of the ABM approach in your company. You’ll know how to combine ABM with other tactics you already have.

Monetization. Setting a price.

Are we selling B2C or B2B? Examples of the types of monetization. Planning a price for an IT product. Nuances that should be considered for different regions and platforms.

✓ Source: 4F, Crowdfunding, incubators, accelerators, funds.
✓ Types: Sales, Advertising, Subscription, Freemium, etc.
✓ Examples: companies, industries, conditions.
✓ Payment systems: nuances, regions, platforms.

After the lecture, you will be able to choose the monetization model that suits you and to calculate the price for your product.

Final exam.

Summarizing the results of your project on the course. Student pitching. Recommendations to improve your current business. Celebrating the end of the course!

✓ Presentation and pitching of the course participants’ own projects.
✓ Investor-level questions from the audience.
✓ Recommendations for further improvement and development.

Speakers

Marina Nikitchuk - IAMPM M

Marina Nikitchuk | Speaker

Director of Sales Development at Very Good Security

Marina is a team manager of 12 SDRs and 4 SalesOps. Her main specialization is financial services companies, healthcare & wellness, blockchain.

Marina is a team manager of 12 SDRs and 4 SalesOps. Her main specialization is financial services companies, healthcare & wellness, blockchain. She’s an event manager with experience in organizing conferences in London, New York, Munich, Vilnius, Kyiv, and Odessa (Data Summer Conf 2018). She runs a Telegram channel about the workdays of BizDev.

Zelenovskaya Nastya - IAMPM A

Anastasia Zelenovskaya | Speaker

Content Marketer at TemplateMonster

Anastasia is a CIO with 6+ years of experience in IT and startups, one of which was bought by Microsoft. She’s been in marketing for 11+ years.

Anastasia is a CIO with 6+ years of experience in IT and startups, one of which was bought by Microsoft. She’s been in marketing for 11+ years. She knows where to get 1 million of content traffic and what to do with it. Anastasia manages a large content team. She’s also engaged in SMM and video production. She knows everything about content ecosystems and runs about 10 Instagram accounts.

Nemkova Eugenia - IAMPM E

Evgenia Nemkova | Speaker

Marketing Manager at Nika Tech Family

She’s engaged in the promotion of B2B services to Western markets. Evgenia develops strategies to attract customers through content and its organic and paid promotion in social networks and on thematic sites.

She’s engaged in the promotion of B2B services to Western markets. Evgenia develops strategies to attract customers through content and its organic and paid promotion in social networks and on thematic sites. She’ll teach you how to get the most out of marketing using the best marketing analysis tools.

Anna Mamaeva - IAMPM A

Anna Mamayeva | Speaker

Sales Operations Executive at DataArt Lviv

Anna is a master of Technology Management. She is a SAFe certified, Kanban certified professional, and an Agile Facilitator.

Anna is a master of Technology Management. She is a SAFe certified, Kanban certified professional, and an Agile Facilitator. Anna has been in IT for more than 12 years, 7 of them – in leading positions. She has released dozens of products, including B2B-projects, web and mobile applications for local brands and highly specialized projects for the US market.

АнастасияШмаль A

Anastasia Shmal | Speaker

SDR Lead at Glorium Technologies

Anastasia has worked with clients from the US, Europe, Canada and Australia. She helped to build Sales and Lead Generation processes in 15 product and service companies.

Anastasia has worked with clients from the US, Europe, Canada and Australia. She helped to build Sales and Lead Generation processes in 15 product and service companies. She worked with Sales Development at Very Good Security, managed teams of up to 10 people. Anastasia can teach you how to build a chain of letters that gets 20% of conversion into meetings and 70% into opening.

What you will get

tools-icon

Tools and experience

We tell you what approaches and tools are best used for marketing and sales.

Общение

Unified project

Throughout the course, you will improve your work project or practice on a case study.

homework-icon

Templates

We will provide you with examples of the design of plans, reports, letters, and pitches.

документация

Metrics

We will tell you how to evaluate the effectiveness of your activities and the work of the team.

partner-icon

Useful connections

You’ll get access to our private Telegram chat for informal communication with speakers and mentors.

воркшоп

Automation

We will teach you how to accelerate marketing, lead generation, and sales through automation tools.

Student Feedback

We help with employment

  • Recommendations for improving resumes and portfolios
  • Assistance in creating and improving a cover letter
  • Preparation for an interview and test assignments
  • Personal advice on career development
  • Assistance in finding relevant vacancies
  • Internships and special offers from partner companies
  • Letter of recommendation from speakers and mentors for the best students

Our students work here

Would you like your company to pay for this course?

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    kzt 16.5eur 0.0329usd 0.0342

    Price

    uah uah eur eur usd usd kzt kzt
    ТОП

    Basic

    405  $
    • Participation in all courses.

    • Access to student’s chat room.

    • Doing the first home assignment and two more of your choice.

    • Subscription to the IAMPM Bonus Lectures.

    • Access to the video recordings of classes during the course and for a month after the end.

    ТОП

    Optimal

    477  $
    • Participation in all courses.

    • Access to student’s chat room.

    • +5 additional lecture recordings on Content Marketing and promotion on foreign markets.

    • 7 home assignments related to your own project with feedback from the speakers and mentors.

    • Subscription to IAMPM Bonus Lectures.

    • Access to the video recordings does not have a due.

    ТОП

    Custom

    678  $
    • Participation in all courses.

    • Access to student’s chat room.

    • +5 additional lecture recordings on Content Marketing and promotion on foreign markets.

    • 7 home assignments related to your own project with feedback from the speakers and mentors.

    • Subscription to IAMPM Bonus Lectures.

    • Access to the video recordings does not have a due.

    • 3 hours of personal consultation on your project with different experts.

    Installments

    You can split the amount into several payments by paying with a bank card or by paying in installments under the contract.

    Refund

    You have three lessons to try. If you change your mind - tell us, and we will refund the amount paid.

    Promo code

    You can use the promo code to get an additional discount. Leave a request to find out about promotions.

    F.A.Q.

    How are the classes conducted?

    • Classes are held in the format of online masterclasses so that students can try out the tools and be able to ask all their questions. Duration –  one and a half to two hours.
    • Only the most necessary info for mastering skills, all theoretical materials are supported by examples and cases from the real practice of the lecturer.
    • We also help to improve basic skills during practical sessions on the webinar. We want to be sure that all students leave the course with the right skills.

    Why should I choose this course?

    • We have developed a program based on the main skills that are tested during interviews for the position of Senior PM.

     

    • Often, even very capable managers with well-developed Soft Skills cannot plan a project for six months, they are afraid of fixed-price projects and work incorrectly with changes. As a result, they do not know how to increase the margin of the project.

     

    • In the course, we do not give theory but specific skills that you will confirm by testing your knowledge in lectures and individually.

    How is the course structured?

    • We know that you have limited time, therefore, the main practice is given in class. To test your knowledge, you will do small homework.
    • Each work is personally checked by a mentor, so this course has a group limit of only 25 students.

    What level of knowledge is required to enter this course?

    • The course is good for IT managers with at least three years of experience who have already reached the Middle level and want to develop further. If you are ready to take responsibility for the timing and marginality of the project, then we will give you the necessary knowledge and tools.
    • Not everyone can become a Senior PM because opportunities, career, and financial growth always imply increased responsibility. If you are not afraid of growth, then on the Supreme PM course we will help you achieve it.

    Will I receive a certificate?

    Yes, we will issue you a course completion certificate. It will be available online for pinning on LinkedIn. Also, when you complete the homework and pass the exam, you can get a certificate of honor.

    Can tuition be paid in installments?

    Yes, it can be paid in installments. The conditions for splitting payments are discussed individually for each specific case.

    Interested to know how the classes are conducted?

    Fill in the application form for a free consultation