New Business Development: Pipelines Wide and Deep
New Business Development: Pipelines Wide and Deep
When conducting qualifying phone conversations with executives, there are objectives beyond getting a purchasing decision. These developmental objectives do not have a sales focus. The objective is not necessarily to identify a potential project, which would be a sales focus.
The longer-term objective is to become a preferred provider enterprise-wide. Therefore, the information gathered during these phone conversations is different from a pure sales focus.
The business intelligence needed to secure preferred vendor status is more strategic than tactical. Tactical data with a sales focus (how many, when, where) is less valuable than organizational mapping. Wide and deep access along with a strategic understanding of an organization’s priorities is gathered and documented throughout these conversations.
Business intelligence gathering is accomplished person by person since:
You need access to and visibility with EVERYONE impacted by the decision to engage your company.
If an organization is like a chessboard, you need to know the range of moves any given player can make, now and in the future.
You must concurrently map each line of business in order to anticipate a player’s role in the decision. A centralized unit may deliver your service internally. Services such as governance, data management, organizational development and risk management are often centralized in multi-line businesses.
Informal and formal alliances between lines of business can be entry points for future engagements. This is easiest when you have gained access and won consensus for the value of your offering before a specific project is identified.
Big Game Hunters know that there is never one right person to talk to in order to close business. Influencers, champions, implementers and users have different needs and perceive the value of your offering differently.
Therefore, being able to tell your story differently for each player is a skill a Big Game Hunter must develop.
ASK US: “How many people do you need to talk to in a multi-line business before landing a project?”
cmassociates@sympatico.ca
New Business Development Pipelines Wide and Deep - To learn more about this author, visit Catherine McQuaid's Website.
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3. Pipelines: Wide and Deep Improve Your Odds
When conducting qualifying phone conversations with executives, there are objectives beyond getting a purchasing decision. These developmental objectives do not have a sales focus. The objective is not necessarily to identify a potential project, which would be a sales focus.
The longer-term objective is to become a preferred provider enterprise-wide. Therefore, the information gathered during these phone conversations is different from a pure sales focus.
The business intelligence needed to secure preferred vendor status is more strategic than tactical. Tactical data with a sales focus (how many, when, where) is less valuable than organizational mapping. Wide and deep access along with a strategic understanding of an organization’s priorities is gathered and documented throughout these conversations.
Business intelligence gathering is accomplished person by person since:
You need access to and visibility with EVERYONE impacted by the decision to engage your company.
If an organization is like a chessboard, you need to know the range of moves any given player can make, now and in the future.
You must concurrently map each line of business in order to anticipate a player’s role in the decision. A centralized unit may deliver your service internally. Services such as governance, data management, organizational development and risk management are often centralized in multi-line businesses.
Informal and formal alliances between lines of business can be entry points for future engagements. This is easiest when you have gained access and won consensus for the value of your offering before a specific project is identified.
Big Game Hunters know that there is never one right person to talk to in order to close business. Influencers, champions, implementers and users have different needs and perceive the value of your offering differently.
Therefore, being able to tell your story differently for each player is a skill a Big Game Hunter must develop.
ASK US: “How many people do you need to talk to in a multi-line business before landing a project?”
cmassociates@sympatico.ca
New Business Development Pipelines Wide and Deep - To learn more about this author, visit Catherine McQuaid's Website.
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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