4 key figures to understand the challenges of Business Development
of the buying journey happens before a sales rep is involved.
of Salespeople using Social Media outsell their peers.
average number of touches required to close a prospect.
of Decision Makers say they never respond to cold outreach.
Evaluate your Business Development process
You have to prospect. There are no shortcuts possible, no “network” big enough that could justify not to prospect. To be efficient, prospecting must be done continuously. It also allows you to remain tuned into your market and its trends to stay ahead of the curve.
Prospecting is an exciting but demanding exercise. You can no longer simply afford to send a few emails or make a couple of phone calls and hope for the best. Prospecting is essential for your sustainability and to be successful you have to craft the proper experience for your targets. Refine your content, think through your messaging, adopt the appropriate pace, and leverage the right channels … Everything must be perfected to get the results your business needs.
What is you closing rate? How many of your leads are you closing? Do you have a predictable pipeline and a reliable stream of new business coming in? If your sales process lacks structure it will be harder to know what will and won’t close, and when. Clarifying every steps your salespeople must follow will not only provide you much more insights in and what information is necessary for the progress of the project cannot be improvised.