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Business Development
Business Development is a combination of understanding the product, the market, and your customer's needs. It involves research, branding, marketing, process development, empathy and understanding. It involves a variety of communication systems and media. But primarily, it requires a focused and consistent method, approach, and message.
I'm a strong believer in networking, developing referral relationships, and solution based selling. I believe in developing exponential growth by making the customer part of your referral network, encouraging constant improvement in the product and its delivery, and creating long term win/win relationships.
Some examples of past successes include:
- Introducing Web 2.0 communication systems to a small manufacturer that encouraged discussion among its customer base. Sales increased as customers met online to share ideas on similar applications and experiences, offer advice and support, as well as feedback to the company on improvements to its products. It also enabled the company to identify and act on frequently unasked questions that had been a block to sales.
- Growing a knowledgeable, focused sales force that required less oversight by top management by developing field trainers and managers. The company was then able to focus on "teaching the teacher", allowing for faster growth with higher quality representatives.
If you would like to talk more about utilizing Strategic Business Development, please contact me. I'd like to hear your story.
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