The competitive, client-driven marketplace demands both technical product knowledge and sophisticated selling and presentation skills. There is a critical need for business development professionals to differentiate themselves in order to begin the process of long-term relationship building that is the foundation of success.
CRITICAL FACTORS ASSOCIATED WITH SUCCESSFUL BUSINESS DEVELOPMENT RELATIONSHIPS
The successful development of business relationships is distinguished by several critical factors:
Adequate preparation for interactions with clients (calls, informal and formal meetings, presentations):
Superior execution of business development calls and presentations:
In today's highly competitive market environment, it is the responsibility of the sales professional to analyze the need to exclusively differentiate capabilities to the client. In order to effectively achieve this, three major areas must be understood and incorporated into the business development process: