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A Framework for

Generating New

Business

How 10 High Growth Companies Do It

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BackgroundWe help companies to improve the business

development capability of their sales team and new hires…

We asked ten high growth companies what were the key moves they made to equip their sales teams to focus more effectively on new business development.

We used their responses to create a 4 -Part Framework or blueprint that other companies can follow to build a business development capability across the team.

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Step 1: Engage the

Team around the Task

You need a language that describes business development. We call it the Common Language.

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Progressive companies

use a VISUAL Common Language

Done this way, the real business development job is clear. This also transforms Oversight & Reporting for the Manager.

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Successful Business

Development is sustained by

Regular Review

Smart managers use a checking in approach, rather than create a “checking up” culture. They leverage team learning and experiences.

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Step 2: Tool Up for

Business Developme

nt When we invested in relevant tools that actually helped the salesperson, we got 100% buy-in to aggressive growth goals.

Peter Brady, CEO, Equilume.

A well organized Target Prospect List is a critical tool for new business development. This is often one of the key items missing in a lot of business development toolkits.

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Step 2: Tool Up for

Business Developme

nt

Tools that make access to data and pipeline easy, get instant buy-in from salespeople.

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Step 2: Tool Up for Business

Development

High growth companies also invested more in external data sources, such as Sales Navigator (from LinkedIn).

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Step 3: Fine Tune Messaging

& Skills

While sales appointments have always been a key part of new business development, they are now even more critical.

High growth companies invest in improving appointment-setting skills across the team.

Some companies now have specialists doing this job.

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Step 3: Fine Tune Messaging

& Skills

Progressive companies develop effective sales messaging jointly with the team.

Everyone saying the same thing, but in their own words.

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Step 3: Fine Tune Messaging

& Skills

The quality of the Business Conversation was mentioned by managers over and over.

Specifically, the need to help and train salespeople to have a useful business conversation – as opposed to a aimless or social-style sales conversations.

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Step 4: Look at Roles

Sometimes (often!) its necessary to remove non-selling work from salespeople, to maximize time for business development.

Some companies cited this as the most important move they made to grow business.

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Step 4: Look at Roles

In some cases, it makes sense to create sales roles that specialize in separate parts of the business development process e.g. Lead Generation.

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How can you get your arms around these 4 steps?

Step 1: Engage the Team

Step 2: Tool for the Job

Step 3: Messaging & Skills

Step 4: Sales Roles

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The Board SystemTM

Used by 10,000 Sales Teams to Build Business Development Capability Across the Team

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Companies that are continually successful at new business development, use a Common Language for tracking prospects and opportunities. This is the foundation stone, for engaging the team.

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Engage the Team Tool for the Job

Messaging & Skills Look at Roles

The Common Language Supports the 4 New Business Development Drivers

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The Board SystemTM

We’ll help you get team engagementto gear up for business development.

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The Board SystemTM

Can now also be implemented in several CRMs

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Contact Michael McGowanwww.visuforce.comp: IRL & EMEA: +353 1 9081298 | U.K. +44 207 1830165 | U.S.A +1 914 265 1260 | Mobile: +353-87-9449521e: michael@visuforce.comLinkedin