Successful business development requires a clear understanding of the process and creation of a solid plan.
Conversations with new prospects or existing clients often reveal they have a great need for lots and lots of information. Ironically, we often discover this information is never fully utilized or even read. The fact of the matter is that business development is a tricky business, even more so without a plan. Anyone that tells you otherwise has never made a cold call in their life.
The goal is clearly generating revenue, but understanding how to track that process is the key to the kingdom. It’s not just a matter of sales prospecting, rather it’s all about recognizing that when it comes to cultivating sales leads, there is a delicate balance between quality and quantity.
In my experience, nothing is more satisfying than having a conversation with a customer or prospect about the process involved in developing and cultivating a true pipeline. In some instances, there are considerations of which our prospects were not even aware. Helping our clients understand how to manage expectations is a critical step in business development success.
To that end, it’s important to realize talking to someone and having an in-depth conversation are two very different things. Just because contact was made with a live person does not mean the connection was anything more than reaching reception.
You’ve got to understand what it all means, how the business development process works and the anticipated final outcome. Not sure you have all the information to create a solid plan? As a direct extension of your sales and marketing team, that’s where we can help. Whether its picking up the phone to move prospects to the next step or managing the database to show how the records move from freezing cold to confirmed appointment to solid pipeline is what we do best.
So I ask you. What are you trying to accomplish?
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