Success is often a numbers game, especially in sales. Look at these revealing statistics: > It takes 18 or more calls to connect with a prospect over the phone, with callback rates below 1%. [TOPO] > Sales reps can spend up to 40% of their time looking for who to call. [Internal sales] > Organizations that master lead nurturing generate 50% more sales-ready leads, and do so at a 33% lower cost. [Marlet] In short, sales are difficult… That’s why many companies now rely on a Business Development Representative (BDR) to help them engage and pre-qualify leads, phone directory australia so their sales peers only have to follow up on ready-to-go leads. sale. So how do BDRs wield their powers for business growth?
Choose the Right Business
The business development strategy you choose will depend on the type of growth your organization needs or the challenge you face. If you don’t immediately know what it is, start by defining your goals. Do you need prospects or partners? Do you need to expand into a new market or find new solutions for your existing market? Be clear about what you want to achieve, and it will be much easier to choose the right strategy. The 4 main business development strategies are: Sales development Strategic partnerships Market entry Product development
Build a solid business development
Revenue operations are typically tasked with developing the business development process most likely to lead to success. Once this process has been clearly defined, it is important to tell each representative what they need to do to support the strategy. Business development reps need to know the tactics they need to rely on (and the freedom they have to try new tactics. They need to know their quota. And they need resources to achieve their goals. The tactics most used by BDRs are: Telephone canvassing Outreach emails Social selling digital marketing Of course, you will need to resource your BDRs, so they can achieve the highest possible hit rate.
For example, if your strategy is focused on customer acquisition, your BDRs will need call scripts or cold email templates. Keep in mind that a business development process can make or break your success rate. Spend time creating a process that is clear and easy to implement.