Dreaming about growing your company

maandag 9 oktober 2017

Sometimes at night your job keeps you awake dreaming about: "go-to-market strategy, contracting, creating customer success, elevator pitching, consultative selling, marketing or service delivery". Do you recognize that?

Strongly related sales and marketing tasks seem easy. Sometimes only a true business development specialist attention is what you need going for growth.

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What is business development

From the dictionary: "the activity of pursuing strategic opportunities for a particular business or organization, for example by cultivating partnerships or other commercial relationships, or identifying new markets for its products or services".

Well thats a mouth full, to my opinion, at its heart, business development is all about figuring out how the interactions of those forces combine together to create opportunities for growth including the link with employees and operations.

Understanding fundamentals for growth

If you expect to grow your digital or cloud services business by closing more prospects, you can't leave your sales team to do all of the work alone. Salespeople can be that perfect combination of charismatic and trustworthy, but none of these skills can be put to use if they also have a limited understanding of your business habits and operational services.

Your (pre-) sales and consulting team needs to not only understand your products inside and out, but also the capabilities of your staff, as well as delivery and support processes and the benefits of working with your company and solutions.

Once your sales team understands the main selling points and can discuss them with ease on a pitch or call, you have to help them communicate this information in a digestible and reader-friendly format that enables the sale.

Consult a specialist

Building a successful business is hard, but then anything worth doing will be exceedingly difficult. Making deals will be tempting, but you must make sure you’re making the right connections and agreeing to the things that will help your business grow. Make sure you have someone on your team who understands the difference. Consult a digital transformation specialist with a background in Business Development.

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