For most organizations, the biggest struggle they experience on an ongoing basis is their ability to attract and retain new customers. In fact, they spend significant time, money, and other resources in effort to grow their top line revenues and gain critical market share.
Although many view Sales and Marketing as simply a numbers game (the more calls we make the more sales we make), organizations need a sound Business Development process that moves potential customers from being a lead, to a qualified prospect, to a closed sale. This involves a close and coordinated effort between how we market our business, products, and services, and how the Sales team executes on new opportunities.
Sales today has evolved from the stereotypical salesperson we may think of from the past. Today, Sales is all about relationship building, and those who continue to operate as they have in the past will struggle to realize long term success. Relationship selling involves establishing key contacts, and working diligently to get to know the customer, to understand their needs, and to create solutions that are unique and meaningful to them … solutions that will provide real value for them over the long term.