Successful Business Development Prospecting Technique

 Why sales managers overlook this successful business development prospecting technique

Successful Business Development Prospecting Technique
George Clay

Be it small firm or large multinational— most sales managers get promoted because they did a good job in business development.
While sales skills vary, when it comes to translating those skills into making their sales team succeed the managers follow pretty much the same playbook.

Complacency And Reluctance To Experiment

successful business development prospecting technique
Too many sales managers overlook cold calling as a successful business development prospecting technique.

That playbook has many names — but complacency…also known as droning unremarkably through daily corporate life…is all too common.

Have a business development technique you want to test with your sales team?

Sorry, but without top management support and attention even the smallest sales and marketing experiments go nowhere.
This reluctance to experiment has become epidemic and may already have taken hold of your sales and marketing organization.

 Ready to buck this trend? 

A successful business development technique with big time benefits is cold call marketing.
It’s easy to test…has proven consistently effective in every B2B marketing segment…and requires no investment in IT technology.
Furthermore, it’s “the most effective way to set up appointments with the right decision makers at your target accounts”(Harvard Business Review On-Line has more here.)
Yet today’s sales organizations give cold calling the cold shoulder.
Digital channel marketing get’s all their attention. Plus cold calling is misery for their sales people!

What about cold call outsourcing?

Sorry, even here’s there’s a catch…

successful business development
Educating top management about successful business development cold calling is key.

Top management will insist only salespeople with deep understanding of the markets they are selling can do successful business development cold calling.
It’s myth based on ignorance rather than tested cold call business experience.
Bottom Line: A good over the phone sales person can work any industry.
Same for face-to-face sales.
The top producers are at home regardless of product or service they sell.
The secret is making your calls with a personal touch that engages your prospects —- getting them to interact with you one-to-one so they trust doing business with you.

 Successful Business Development Prospecting Technique : Getting Real-World Appointments 

Successful business development appointments do not happen overnight.
Routine follow-up calls plus e-mail follow-ups work wonders to get you in the door for a face-to-face meeting.
Also, business development by phone is a form of direct marketing.
And building a highly targeted database is the key to any successful business development direct marketing campaign.
Therefore, view each call as a means for fine tuning your business development database. It’s a work in progress that never ends!

Improve Your Business Development Prospecting Technique

Get updates on ways Business Development Phone Marketing can help your business grow —especially in this economy.
Also, go here for DMA 2012 response rate reports for lead generation marketing media. Plus this Advertising Age update on B2B phone marketing.

Also, for further study:

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