Start Your Sales Development Here
If you’re like most of my readers, you’re conscientious oriented in your pursuit of improving your sales development success. You have what I call a ‘growth mindset’ – the opposite of a ‘fixed mindset’ – one that looks at learning as a pathway to solving problems, turning challenges into discovery opportunities to take what is limiting to some, and turn it to your advantage for your business, your company, and your client.
Ultimately you want to create and lead a sales development strategy that gets results you can rely on.
One of your biggest challenges is identifying the key tactics and strategies for your service, and how to work with them across so many variables. Variables with each client in their thinking, their decision style, their preconceived ideas, even their experiences with your industry or some of your competitors.
Then you have what is important to them. Who the decision makers are. Where to locate and foster interest and curiosity in your service as an ideal solution you know they will benefit from.
Then you also have all of the activities and follow ups that are required to develop new business, either in new opportunities from new clients, or new opportunities from within existing clients you manage.
You're thinking to yourself, "There's got to be a better way, a more congruent way to systemize these different strategies together, so that I have a main approach I can build consistency and reliability around. What I'm ideally after is activity input, results output, with a reliable system of sales development for my service, my industry, and what my ideal clients will also find attractive working with as well".
Does This Sound Like You?
- Do you feel like you're missing opportunities because of 'system gaps'?
- Are you hearing about opportunities perfect for your service too late?
- Have you seen a lack of initial engagement with clients before reaching out?
- Do you think that some of the strategies position you as a direct seller?
- Are you concerned about inexperience or know how to properly engage clients?
If you identify with any of these questions, you're not alone. All of us have been there and felt this way.
I honestly know what it feels like - I've been there too...
I began my own sales development profession within financial services in the 1990s. It was tough. We didn't have charts, graphs, access to reports. I was in my 20s, and I developed a focus for literally winding out the companies phone bill in all the calls I made. It was the main way to create opportunities - to engage on the phone, then to meet with a view of proposing and securing new clients.
It was brutal - I'm sure for the clients even more so than for me or my team.
I remember during my initial induction with one of the largest financial services planning companies in Australia, how everyone was doing the same thing...
And that's what led me on my journey to where I am now over 30 years later.
I remember thinking - often - there's gotta be a better way. And over the years I've developed it.
What it is all based on as a winning Sales Development system...
I don't want to simplify it over 30 years of experience, development, and change. Essentially though, this is what a successful Sales Development system consists of in its structure.
- A clear and detailed understanding of the 'Client / Customer Buying Journey'.
- A clear understanding of your Ideal Client and their key challenge/pain points.
- A clear view of your Client's 'Ideal Supplier' and what they want in this.
- A Sales Development strategy that mirrors the Buying Journey to build trust.
- A lead generation system to attract and prepare the Ideal Client for solutions.
- A sales opportunity system to qualify and secure new solution proposals.
- An 'executive coaching' style of understanding how to influence your Ideal Client.
My Goal in Building LeadingPOINT
Through my blog, podcast, and online training and coaching services, my mission is to give you the clarity, the strategies, the process and implementation tactics, and most importantly - the courage - to commit leading and driving sales development improvements - both technically and for your company and your business development role.
From practical tools, advanced leadership and sales development learnings, to your business and personal aspirations and goals, this platform exists to champion your own efforts and provide you with the resources you need to succeed on your terms.
If you are new to my site (and you likely wouldn't be on this page if you weren't), there are plenty of resources I offer complimentary and paid you can access to promote your learning, develop your skills, and generally gain knowledge on how to accomplish the results you're after, even if you simply follow my blog.
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Yes, you can succeed in your sales development and win at making improvements. All it takes is the intention and a Sales Development Coach to guide you. If you’ll provide the first, I’ll provide the second. Let’s get started.