Business Development Representative

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Business Orientation
1.5 hours
Lean Startup: How to Build & Launch a New Product

Running a Startup or a new product means, before everything, uncertainty. In a restless world that moves fast and changes all the time, a new approach is required to build a successful, adaptive business. In this Jolt, you will explore the methodology described in the bestseller that started a movement - 'The Lean Startup' - to see how it can make any venture, initiative, and product successful and viable over time. You will learn how to discover what customers want using MVP and validated learning, validate a company's business model during all the product life cycle, and invest your efforts only in products that people will love and use.

Business Orientation
3 hours
Market Research: Identify a Unique Business Advantage

As markets become more competitive, businesses need to research the market and identify their unique advantage in the face of competition. In this Jolt, you will learn the steps for conducting professional market research, without falling into misleading biases and facts. By following a well-defined process, you will be able to perform market research that reflects the real market situation, map competitors, and target market positioning.

Business Orientation
3 hours
Unit Economics for Startups

How do you ACTUALLY measure the progress of a startup? Between the "I have an idea" phase and the dreamy exit, there are so many numbers, Excel sheets, and metrics that can be both highly important and very distracting. As your business grows, you will realize precisely how many things you need to measure regularly for you to meet your goals. And new words and acronyms will keep on coming: KPI, LTV, Cohort Retention, Vanity Metrics, Unit Economics, Business Model, and more. At the end of this workshop, you will be familiar with the technical-accounting concepts that drive the company's strategy.

Business Orientation
3 hours
Business Model Canvas

In this workshop, you learn how to apply the Business Model Canvas to your organizations to decipher your venture’s value proposition. The Business Model Canvas is strategic management and lean startup template for developing new or documenting existing business models. It is a visual chart with elements describing a venture’s value propositions to different customers, customer relations and channels, activities and resources, partnerships, revenue, and cost structures.

Business Orientation
3 hours
Intro to Product Management: Discover, Design, Build, and Control

Product management might seem like an open minefield. As Product Managers, you have to identify problems with the product, design innovative solutions, lead the building process, and maintain it—all in minimum time with maximum effect. In this Jolt, you'll learn the process of creating MVPs (Market-Ready-Products). You will practice battle-tested tools, myth-busting insights, and tailored advice to get you started. At the end of this Jolt, you will gain a better and more methodological approach to business, data, and UX.

Business Orientation
3 hours
Marketing Channels: Smart Ways to Get Traction

In this workshop, you'll learn how to free yourself from preconceptions around what marketing channels “work” for your business and identify the best method to attract as many customers as possible. To do this, we'll look at 19 marketing channels and use a tool to help narrow these down to the magic one (or two) channels that will be your growth levers. * Based on the bestseller 'Traction: How Any Startup Can Achieve Explosive Customer Growth' *

Business Orientation
3 hours
Growth Hacking: Cost-Effective Alternatives to Traditional Marketing

Growth hacks are unconventional marketing tactics to acquire as many customers while spending minimum costs. In this Workshop, you’ll learn a formula for finding the right platform and content that’ll engage your audience and bring traction, even with a limited budget. You’ll examine popular growth hacking types and reflect which ones suit your business best. By the end of this Jolt, you’ll gain a set of creative ways to reach 10X more people with only a small fraction of money.

Business Orientation
1.5 hours
SWOT: How to Make Strategic Business Decisions

A SWOT Analysis is a simple, yet powerful tool for developing business strategy. It forces you to look at your business' strengths, weaknesses, opportunities, and threats - and come up with a solid plan for growing your business. In this Jolt, you will learn what a SWOT Analysis is and how to use it effectively when making strategic decisions. You'll also discuss when is most appropriate to use this model, and how to set the optimal conditions for it to be effective. Use this model to leverage your strengths and opportunities while minimizing your weaknesses and threats in the market.

Business Orientation
1.5 hours
Behavioural Economics: What Really Drives your Customers?

“Wouldn't economics make a lot more sense if it were based on how people actually behave, instead of how they should behave?” (Dan Ariely) Standard economics assumes that we are rational, but fail to acknowledge that we are far less rational when making decisions. In this workshop, you'll learn common consumer biases as well as smart marketing techniques to take advantage of them. Use these techniques to gain a definite advantage when creating the brand messaging and customer journey. At the end of this workshop, you'll be able to evaluate how customers may respond to the marketing strategy and adapt it to meet their irrational yet systematic behaviour.

Career Development
1.5 hours
Intro to Tech

What do we mean when we say Tech or Startup? What is the organizational structure of startups? What is the difference between B2C and B2B? And what verticals will I find this industry? This is the first step in planning your way into tech.

Career Development
1.5 hours
Mini-Hackathon: Building a CV

We all hate CVs, but they are a necessary evil… A snapshot of our professional path to date to help us get to where we want to be, but HOW to create it and WHAT are the important sections? Recruiters spend not more than 30 seconds per resume! You have to stand out and make the right first impression. In this workshop you'll learn the recruiter's perspective and how to maximize your CV accordingly.

Career Development
1.5 hours
Mini-Hackathon: Building a Linkedin Profile

In this workshop, you will walk through the different use cases of LinkedIn, break down the elements of the member profile, and gain best practices to help you achieve your goals on the platform. At the end of this workshop, you will be able to tell your professional story in a compelling manner and tailor it to your career path.

Career Development
1.5 hours
Job Interviews: Best Practices

The recruiting processes in Hi-Tech companies are harder than ever. Most of the time, many candidates apply to a specific position, and you need to stand out. It starts with preparing a professional & appealing CV that suits the role you are applying to and later on gaining the knowledge and right skills to pass interviews. In this Jolt, you'll discover the structure of the recruiting process and the importance of understanding the role you are applying for. You'll learn how to present yourself as the most suitable candidate and practice how to answer tough character questions. You'll also get a deep understanding of the interviewer's perspective.

Sales and CS
1.5 hours
Prospecting

Engaging with new prospects is one of the main responsibilities of an SDR. However, finding new relevant prospects and engaging with them effectively, might be challenging. We need as many prospects as possible, however we would prefer to personalize our communications to each specific customer. That can take a lot of time and resources. Therefore prospecting efforts require focus and efficiency. This workshop will provide an easy step by step process for effective prospecting and will demonstrate a few simple steps to create and effectively manage prospect lists.

Sales and CS
1.5 hours
Sales Team Overview

A strong sales department is like a beautiful orchestra. Each instrument or role is playing a specific part in order to reach the optimal result. The SDR/BDR role is a common entry point position in High Tech Companies and specifically SaaS startups that have already raised money and are ready to hit the ground running with approaching the market. However, the SDR is only one instrument in this orchestra. To prepare you towards your first steps as an SDR/BDR, this workshop will introduce the common structures and responsibilities in a High Tech sales department. You will learn what each role brings to the table, its contribution to the sales process and common terminologies that help a good sales team work together. Most importantly, in this workshop, you will get a close look at the SDR role and its essential part in the sales department success.

Sales and CS
3 hours
The Influence Model: How to Create Business Relationships

The influence model is the basic structure of consultative selling. A customer focused approach aiming to identify the customer needs and pain points while creating trust and strong human connection. SDRs/BDRs who will master the techniques in this workshop will be able to quickly create trust and human connection with new prospects. They will also find it easier to communicate effectively with customers and achieve deal progress on their daily sales efforts.

Sales and CS
1.5 hours
Sales Questioning Techniques

One of the major setbacks in sales professional's career is relying on presentation skills and closing techniques over questioning. In such cases while the sales professional can be a great seller and presenter, the customer might still not buy… Simply because none of the content was pointed towards his problems. This happens only when the seller is not asking and therefore doesn't know what the problem really is. Asking questions is the number 1 skill for sales professionals. It allows you to create a connection, encourage a conversation, understand the customers real problems and eventually provide the right solutions.

Sales and CS
1.5 hours
Cold Outbound via LinkedIn & Email

Great Outbound skills are second nature for most successful sales professionals. Like any other sales challenge, it takes practice and determination to improve and bring results. As an SDR/BDR, in some companies outbound would be part of your responsibilities and in other cases not so much. In any case, the sales skills needed for successful outbound will give you a great advantage in any sales challenge you will take on. In this workshop, you will learn powerful tactics to reach the exact people and titles you seek and how to write the best succinct email or Linkedin message to get them to speak with you.

Sales and CS
1.5 hours
Lead Nurturing & Qualification

SDR’s & BDR’s are the frontline when it comes to lead qualification & nurturing. They are the one’s responsible to streamline the qualified deals up the pipeline and gather all the relevant information that can support the deal management and closing. To prepare you towards your first steps as an SDR/BDR, this workshop will introduce the commonly used lead qualification models and nurturing techniques by High Tech sales departments. You will learn what each method includes and practice extracting the relevant information from you

Sales and CS
1.5 hours
Building & Managing a Basic Pipeline

In your future job as SDRs/BDRs you will land in a high tech sales department where the pipeline is a central tool to manage deals. This workshop will show you all of the different aspects uses of pipelines in sales departments.

Sales and CS
3 hours
Overcoming Customer Objections & Conflicts

In the commercial world business is done between people and people have objections. Sometimes the objections are related to your product or service features, sometimes it’s the price or the delivery time. In many cases, objections are related to the person selling - buyers may ask themselves - “Can I trust this person?” - but when they speak, it would be a simple “we need to think about it”. On many other occasions, the objection could be a result of an internal issue in the buyer’s company and may be communicated to you in so many different ways. Instead of hitting a dead end when such objections rise, in this workshop, you will learn how to handle any objections and even use them to advance the sale towards a WIN.

Sales and CS
3 hours
Sales Interactions

These days customers communicate over multiple channels and have different perforations as to where they conduct their main line of communication with a vendor. With some customers your communication might start on social media, with some on a cold call, and others on Whatsapp or face to face at conferences. Each communication channel has its own rules and ways to create influence.

Startup Skills
1.5 hours
Manage Projects Using Monday.com

Everything is a project. The question is, how well you execute it. In this workshop, you will learn the best practices for managing projects using the collaborative platform of Monday.com, you will practice solving real PM problems and visualize it on your boards. At the end of this workshop, you will be able to leverage collaboration platforms to manage any project and advance the values you wish to see in your team's projects.

Startup Skills
3 hours
Storytelling Techniques for Business

Storytelling is the foundation of marketing campaigns, investor pitches, team building, and basically everything. When people make a decision, they, intentionally or unintentionally, search for a story. The challenge begins when you don't know how to explain what your team or business does, which results in others getting what you want. In this Jolt, you'll learn three techniques for turning a message into a compelling story. You'll apply each technique, craft stories that inspire action, and provide feedback.

Startup Skills
3 hours
Presentation Design: How to Turn Information Overload into One Clear Message

Your business ideas are worth nothing if you're unable to convey them effectively. Whether you're presenting at a big conference or your team's daily standup, your goal is to make people remember what you say and do what you want them to do. Learn a four-step framework for designing powerful presentations: 1. Formulating a clear and concise message 2. Turning your message into a compelling story 3. Organizing content into a structured slide-deck 4. Designing slides that strengthen your message * You'll be using Google Slides throughout the Jolt to practice the framework. *

Startup Skills
3 hours
Speak Like a Pro: How to Master Public Speaking

Getting people's attention and making them listen to your message is one of the essential skills in the job world today. In this workshop, we will explore the ‘must-have’ ingredients for mastering your public speaking skill that is relevant in every setting.

Startup Skills
3 hours
Google Sheets: Work with Data More Effectively

The skill of analyzing data (often with Google Sheets or Excel) has become an integral demand in business. Still, most people are hesitant when having to work with these programs. In this workshop, you will learn: How to fill in, sort, and search for data at minimum time, how to use critical functions, including VLOOKUP, which will help you retrieve data efficiently, creating a PIVOT table to analyze data. Why Google Sheets? We chose to teach data analysis using this program because you can easily collaborate on it and share it. Nevertheless, these functions and formulas apply to Excel and other spreadsheet programs.

Startup Skills
3 hours
Data Visualization

In this workshop you'll learn how to translate data insights into compelling visual stories for other key audiences: Customers, teams with different specialisms, senior stakeholders, journalists, investors, or the wider public. The workshop will give you skills and principles so that by the end, you can apply it on the simplest PowerPoint chart, or on more complex interactive visualizations. The workshop is a mix of a formal presentation, group discussion, and practical exercises. You'll leave this workshop having planned, designed, and refined your own visualization.

Startup Skills
1.5 hours
Intro to Data

Data is the lifeblood of every modern business. Business leaders need to be able to analyze it critically and understand the roles, concepts, and terminology involved. If you are nervous or inexperienced when it comes to using data, this beginner-level Jolt will give you an accessible and practical introduction. If you're already working with data, it may be a useful refresher before you jump into our other related Jolts. In this workshop, you'll discover a simple, 3-step-framework for analyzing business data. You'll learn how to identify trends and gaps in data, explore ways to collect missing data and work out how to interpret it to get meaningful answers.

Startup Skills
3 hours
Fundamental Techniques for Influencing Others

In the book How to Win Friends and Influence People, writer Dale Carnegie provides powerful techniques to get what you want from other people. In this Jolt, you will explore and practice the most recommended techniques this book has to offer. You will learn what it takes to be liked, convince other people to believe what you are telling them, and motivate people from a leadership position.

Business Orientation
1.5 Hours
Lean Startup: How to Build & Launch a New Product

Running a Startup or a new product means, before everything, uncertainty. In a restless world that moves fast and changes all the time, a new approach is required to build a successful, adaptive business. In this Jolt, you will explore the methodology described in the bestseller that started a movement - 'The Lean Startup' - to see how it can make any venture, initiative, and product successful and viable over time. You will learn how to discover what customers want using MVP and validated learning, validate a company's business model during all the product life cycle, and invest your efforts only in products that people will love and use.

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